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- All HBS Web (307)
- Faculty Publications (73)
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- All HBS Web (307)
- Faculty Publications (73)
The Sales Acceleration Formula: Using Data, Technology, and Inbound Selling to go from $0 to $100 Million
The Sales Acceleration Formula provides a scalable, predictable approach to growing revenue and building a winning sales team. Everyone wants to build the next $100 million business and author Mark Roberge has actually done it using a unique methodology... View Details
- January 15, 2019
- Article
Is Your Company's Strategy Aligned with Your Ownership Model?
By: Josh Baron
The legacy of Vanguard founder John Bogle has brought attention to the transformative influence of ownership structures within the business world. Bogle's revolutionary insight into the limitations of active fund management led to the widespread adoption of index... View Details
Keywords: Ownership Type; Business Strategy; Organizational Structure; Strength and Weakness; Competitive Advantage
Baron, Josh. "Is Your Company's Strategy Aligned with Your Ownership Model?" Harvard Business Review (website) (January 15, 2019).
- 01 Nov 1999
- Research & Ideas
John H. Patterson and the Sales Strategy of the National Cash Register Company, 1884 to 1922
a demonstration at the 1895 sales convention, one audience member praised Watson's "sincerity" and another commented, "The best thing I noticed in the demonstration was that Mr. Watson's manner indicated that he thought he... View Details
Keywords: by Walter A. Friedman
- 09 Apr 2018
- Sharpening Your Skills
The Dark Side of Performance Bonuses
several years ago, is that those bank bonuses also caused loan officers to perceive reality differently—they believed those loans would succeed. It’s not just financial incentives that are under study. Employers seek to change the behavior of workers in all View Details
Keywords: by Sean Silverthorne
- 20 Sep 2017
- Research & Ideas
The Three Types of Leaders Who Create Radical Change
demonstrate that the status quo is not acceptable and to mobilize others, agitators thus need to communicate in a manner that ensures grievances are shared and collective and not seen as irrelevant.” "If you do not innovate and have... View Details
Keywords: by Carmen Nobel
- 13 Mar 2023
- Research & Ideas
What Would It Take to Unlock Microfinance's Full Potential?
livelihoods but also to do so in a manner that is profitable and therefore scalable. “We believe in these ideas, and we’re trying to validate them beyond what’s done by traditional academic papers.” Roth: The second product that we’re... View Details
- 30 May 2024
- News
How to Have Effective Conversations
Subscribe on iTunes Subscribe on Spotify More Skydeck episodes Dan Morrell: Hi, this is Dan Morrell, host of Skydeck. Charles Duhigg (MBA 2003) is a Pulitzer Prize–winning journalist, a staff writer for The New Yorker, and author of the bestselling books The Power of... View Details
- 08 Mar 2019
- Research & Ideas
Seven Negotiation Lessons from Amazon's HQ Disaster in Queens
and other Queens organizers already had names, addresses, phone numbers, and social media accounts ready to launch against this new corporate Goliath in the name of ordinary people. Even though polls suggested that a strong majority of New Yorkers generally supported... View Details
- 01 Jan 2012
- News
E. Roe Stamps IV, MBA 1974
Summit reins to five of their partners in 2001. “From the very beginning, we knew that we wanted to build the kind of firm that could succeed without us,” says Stamps, whose low-key, friendly manner belies—or perhaps accounts for—his... View Details
- 10 Aug 2016
- Blog Post
3 Benefits of the Case Method
reading the case and considering the questions that it poses. In the classroom, the discussion allows for each issue to be fully explored, and conversations frequently continue in an informal manner after class. Because I learned from... View Details
- 03 Jun 2013
- Research & Ideas
The Power of Rituals in Life, Death, and Business
ritual. Participants who prepared a glass of powdered lemonade in a ritualistic manner (stir for 30 seconds, wait for 30 seconds, and so on) enjoyed consuming it much more than those who merely watched someone else prepare the lemonade.... View Details
Keywords: by Carmen Nobel
- 01 Sep 2022
- What Do You Think?
Is It Time to Consider Lifting Tariffs on Chinese Imports?
Katherine Lawrence added, “Chinese thought stresses harmony and manners and the greater good of the group. As managers, it is in our interest that this be the case.” There is a complex and extended set of relationships that determine the... View Details
Keywords: Re: James L. Heskett
- 28 Nov 2005
- Research & Ideas
Unilever: Transformation and Tradition
permitted to seek diversification opportunities beyond West Africa by buying all manner of businesses in Europe. There had been major progress at cutting costs, but less in creating an atmosphere for more dynamic risk-taking. Van den... View Details
- 26 Jan 2022
- News
Making Peace with Anger
life in a manner that says that nothing gets done unless I’m on top of it and pinning it down. And so this process and this transformation, for me, has allowed me to stay very present. I still set really, really high goals for our team... View Details
- Web
Demonstration Policy | About
about the planned event and agreeing to abide by the School's policies and guidelines (e.g., for use of space) and its Community Values. The School will make all decisions regarding the time, place, and manner of these demonstrations, as... View Details
- 08 Aug 2005
- Research & Ideas
A Balanced Scorecard Approach To Measure Customer Profitability
The Balanced Scorecard introduced customer metrics into performance management systems. Scorecards feature all manner of wonderful objectives relating to the customer value proposition and customer outcome metrics—for example, market... View Details
Keywords: by Robert S. Kaplan
- 01 Mar 2024
- News
Alumni and Faculty Books and Podcasts
Edited by Margie Kelley Alumni Books You Got This! A Straightforward, No-Nonsense Playbook for Crushing 130+ Workplace Challenges By Heidi Abelli (MBA 1993) Palmetto Publishing Stepping into the corporate world can feel like navigating a labyrinth, especially when... View Details
- 04 Oct 2022
- What Do You Think?
Have Managers Underestimated the Need for Face-to-Face Contact?
organizations can be built on remote work and remote workers, even those working in a hybrid manner with some time spent in the office. Greg Carmichael, CEO and chairman of Fifth Third Bancorp, quoted in a previous column, put it most... View Details
Keywords: by James Heskett
- Web
Running Jobs - Research Computing Services
analyses broken into smaller parts (pleasantly parallelizing). This can be done through the command line or via the Program Application Center. Scripts written for graphical applications like MATLAB, Stata, and SAS, can be run in this View Details
- 16 May 2000
- Research & Ideas
Getting the Message: How the Internet is Changing Advertising
recognizable brands in today's competitive market. The building of brands has played out in an interesting manner on the Internet. While one of the draws of advertising on the Net is that it provides measurability, the science of building... View Details
Keywords: by Susan Young