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- All HBS Web
(2,509)
- People (4)
- News (415)
- Research (1,765)
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- 29 May 2018
- First Look
New Research and Ideas, May 29, 2018
February 2018 Journal of Accounting & Economics Bank CEO Materialism: Risk Controls, Culture and Tail Risk By: Bushman, Robert, Robert Davidson, Aiyesha Dey, and Abbie Smith Abstract—We investigate how the prevalence of materialistic bank CEOs has evolved over time... View Details
Keywords: Dina Gerdeman
- 27 Mar 2012
- First Look
First Look: March 27
Publication:Quarterly Journal of Economics (forthcoming) Abstract We argue that social capital as proxied by trust increases aggregate productivity by affecting the organization of firms. To do this we collect new data on the decentralization of investment, hiring,... View Details
Keywords: Carmen Nobel
- 06 Jun 2017
- First Look
First Look at New Research and Ideas: June 6, 2017
highlight the pros and cons of each knowledge production model, help identify the scope of the empirical generalization of prior studies comparing the information quality of the two production models, and offer implications for organizations View Details
Keywords: Sean Silverthorne
- 06 Jul 2017
- Working Paper Summaries
Do All Your Detailing Efforts Pay Off? Dynamic Panel Data Methods Revisited
- 1998
- Case
The High Impact Salesforce
Keywords: Salesforce Management
Shapiro, Benson P. "The High Impact Salesforce." Harvard Business School Publishing Case, 1998. (Note #9-999-002.)
- 07 Aug 2000
- Research & Ideas
Rocket Science Retailing
better supply chain management.For many of the retailers in our study, forecasting product demand is a right-brain function that relies on the gut feel of a few individuals and not on the systematic use of sales data. But it's a big... View Details
- 09 Jul 2008
- Research & Ideas
Starbucks’ Lessons for Premium Brands
prices. Third, opening new stores and launching a blizzard of new products create only superficial growth. Such strategies take top management's eye off of improving same store sales year-on-year. This is the heavy lifting of retailing,... View Details
- November 1987 (Revised September 1994)
- Case
Actmedia, Inc.
By: Frank V. Cespedes
Cespedes, Frank V. "Actmedia, Inc." Harvard Business School Case 588-036, November 1987. (Revised September 1994.)
- 2004
- Working Paper
Effort or Timing: The Effect of Lump-Sum Bonuses
This article addresses the question of whether lump-sum bonuses motivate salespeople to work harder to attain incremental orders or whether they induce salespeople to play timing games (behaviors that increase incentive payments without providing incremental benefits... View Details
Steenburgh, Thomas J. "Effort or Timing: The Effect of Lump-Sum Bonuses." Harvard Business School Working Paper, No. 05-051, December 2004.
- 28 May 2013
- Research & Ideas
Can LEGO Snap Together a Future in Asia?
Both the managers and the students had to consider areas of potential risk for LEGO in Asia, including: Uncertainty of market growth forecasts. LEGO senior director John Kelley argues in the case that to supply the most optimistic View Details
- 08 Dec 2008
- Research & Ideas
Thinking Twice About Supply-Chain Layoffs
It's the most wonderful time of the year—or that's how the song goes. But this year's decline in retail sales has resulted in definitely uncheery employee layoffs and payroll cuts, a trend that is likely to continue. While the vicious... View Details
- 03 Aug 2015
- Research & Ideas
Why Fierce Competitors Apple and Amazon Became ’Frenemies’ Over eReaders
Technology and Operations Management unit at Harvard Business School. And why would Apple ever allow a Kindle app in its App Store in the first place? "We all know historically Apple often says no to apps that directly compete with... View Details
- 18 Jul 2006
- First Look
First Look: July 18, 2006
Working PapersNone available this week Cases & Course MaterialsThe Company Sale Process Author:William E. Fruhan Jr. Harvard Business School Note 206-108 Lays out the steps, timeline, and process by which a company is sold.... View Details
Keywords: Sean Silverthorne
- 28 Mar 2016
- Working Paper Summaries
Do Incentive Plans for Exemplary Employees Lead to Productive or Counterproductive Outcomes?
- March 1997 (Revised July 1999)
- Case
S1 Corporation
S1 is a fast growing subsidiary of the Samsung Group in South Korea that sells business security products. S1 has implemented a number of marketing initiatives that the company president would like to have evaluated. View Details
Keywords: Marketing Strategy; Price; Salesforce Management; Consumer Products Industry; Service Industry; South Korea
Chun, Samuel S. "S1 Corporation." Harvard Business School Case 597-044, March 1997. (Revised July 1999.)
- August 1983 (Revised May 1985)
- Case
Jamestown Co.
By: Benson P. Shapiro and Edward J. Hoff
In May 1983 Ms. Katherine O'Brien, vice president of marketing, was deciding whether Jamestown should discontinue the use of independent representatives in favor of a direct company salesforce. Jamestown sold informal stoneware dinnerware through department and gift... View Details
Shapiro, Benson P., and Edward J. Hoff. "Jamestown Co." Harvard Business School Case 584-017, August 1983. (Revised May 1985.)
- August 1983 (Revised June 1985)
- Supplement
Milford Industries (B)
By: Robert J. Dolan and Benson P. Shapiro
Supplements the (A) case. A rewritten version of part of an earlier series. View Details
Keywords: Managerial Roles; Salesforce Management; Resignation and Termination; Performance Evaluation
Dolan, Robert J., and Benson P. Shapiro. "Milford Industries (B)." Harvard Business School Supplement 584-013, August 1983. (Revised June 1985.)
- March 2010
- Teaching Note
New York Life and Immediate Annuities (TN)
By: Julio J. Rotemberg and John T. Gourville
Teaching Note for [510040]. View Details
- July 2005 (Revised January 2009)
- Case
Paper and More (A)
Provides a context and exercise for introducing retail inventory management, including cost optimization, service-level criteria, and forecasting in single and multiproduct settings. The owner of a single-location paper and paper products store considers the... View Details
Keywords: Cost Management; Measurement and Metrics; Logistics; Sales; Expansion; Consumer Products Industry; Retail Industry
Watson, Noel H. "Paper and More (A)." Harvard Business School Case 606-023, July 2005. (Revised January 2009.)
- 22 Dec 2003
- Research & Ideas
Why Negotiation is Like Jazz
negotiation requires adapting your communication acts to the most advantageous pattern. Learning The Notes Imagine you're a sales rep negotiating with the procurement manager of a professional services firm.... View Details
Keywords: by Kathleen L. McGinn