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Show Results For
- All HBS Web
(6,359)
- People (29)
- News (1,833)
- Research (3,345)
- Events (13)
- Multimedia (21)
- Faculty Publications (1,424)
- November 2009 (Revised March 2013)
- Case
Miles Everson at PricewaterhouseCoopers
By: Robert G. Eccles and David Lane
Miles Everson, a partner at PricewaterhouseCoopers (PwC), is the Global Engagement Partner (GEP) for a large U.S. financial institution and about to take over this role for a much larger global financial institution. The GEP role is a critical one at PwC. GEPs have... View Details
Keywords: Experience and Expertise; Customer Relationship Management; Globalized Firms and Management; Managerial Roles; Consulting Industry
Eccles, Robert G., and David Lane. "Miles Everson at PricewaterhouseCoopers." Harvard Business School Case 410-062, November 2009. (Revised March 2013.)
- April 2001 (Revised February 2003)
- Case
Moore Medical Corporation
Moore Medical is a medium-sized distributor of medical supplies to practitioners, such as podiatrists and emergency medical technicians. At the time of the case, it has relied on traditional customer channels such as catalogs, phones, and faxes to communicate product... View Details
Keywords: Change Management; Internet and the Web; Marketing Communications; Information Technology; Order Taking and Fulfillment; Medical Devices and Supplies Industry; Distribution Industry
McAfee, Andrew P., and Gregory Bounds. "Moore Medical Corporation." Harvard Business School Case 601-142, April 2001. (Revised February 2003.)
- September 2024
- Supplement
Revenue Solutions, LLC (B)
By: Richard S. Ruback and Royce Yudkoff
Pre-abstract: Instructors should consider the timing of making videos available to students, as they may reveal key case details.
Abstract: This (B) case supplement is designed for use by faculty only to support classroom instruction in conjunction with... View Details
Abstract: This (B) case supplement is designed for use by faculty only to support classroom instruction in conjunction with... View Details
Keywords: Financial Strategy; Financial Management; Joint Ventures; Brands and Branding; Partners and Partnerships; Small Business; Ownership; Personal Development and Career; Consumer Products Industry; United States; California
Ruback, Richard S., and Royce Yudkoff. "Revenue Solutions, LLC (B)." Harvard Business School Multimedia/Video Supplement 225-708, September 2024.
- Program
Senior Executive Leadership Program—Middle East
businesses seeking the best opportunities for growth in the region need exceptional leaders—executives who are bold decision-makers, global thinkers, and skilled strategists. Taught in a series of modules offered in Boston and Dubai, this business View Details
- May 2003 (Revised March 2004)
- Case
Harlem Children's Zone, The: Driving Performance with Measurement and Evaluation
By: Allen S. Grossman and Daniel F. Curran
Geoffrey Canada, CEO of the Harlem Children's Zone, wanted his organization to grow dramatically to reach thousands of poor and underserved children in Harlem. The agency ran a variety of successful social service programs throughout New York City that were separately... View Details
Keywords: Leadership; Goals and Objectives; Measurement and Metrics; Organizational Structure; Performance Evaluation; Strategic Planning; Problems and Challenges; Nonprofit Organizations; Expansion; Valuation
Grossman, Allen S., and Daniel F. Curran. "Harlem Children's Zone, The: Driving Performance with Measurement and Evaluation." Harvard Business School Case 303-109, May 2003. (Revised March 2004.)
- May 2024
- Background Note
Net Revenue Retention: Unpacking the Dynamics of Customer Monetization
By: Elie Ofek, Barak Libai and Eitan Muller
Firms and investors alike are beginning to recognize the importance of tracking how revenues from existing customers are evolving over time and to appreciate the value in understanding what might explain changes in these revenues. Consequently, in addition to looking... View Details
Keywords: Customer Relationship Management; Revenue; Measurement and Metrics; Customer Value and Value Chain
Ofek, Elie, Barak Libai, and Eitan Muller. "Net Revenue Retention: Unpacking the Dynamics of Customer Monetization." Harvard Business School Background Note 524-092, May 2024.
Michael A. Wheeler
Mike Wheeler joined the HBS faculty in 1993 and has taught extensively in its MBA, Executive, and distance learning programs. His highly interactive 8-week/40-hour HBS Online Negotiation... View Details
- 30 Apr 2009
- Working Paper Summaries
Earnings Quality and Ownership Structure: The Role of Private Equity Sponsors
- October 2013
- Case
Oaktree and the Restructuring of CIT Group (A)
By: Victoria Ivashina and David Scharfstein
CIT's prepackaged bankruptcy marked the first time a major financial institution was able to successfully restructure and emerge from Chapter 11 bankruptcy, challenging conventional views that a financial firm could not survive bankruptcy proceedings as a going... View Details
Ivashina, Victoria, and David Scharfstein. "Oaktree and the Restructuring of CIT Group (A)." Harvard Business School Case 214-035, October 2013.
- 17 Jul 2023
- Research & Ideas
Money Isn’t Everything: The Dos and Don’ts of Motivating Employees
points to the New York Yankees contract negotiations with former manager Joe Torre. The Yankees offered Torre a $5 million contract in 2007, with a $3 million bonus for reaching the World Series—but Torre rejected the offer, saying at the... View Details
Keywords: by Avery Forman
Learning in Action: A Guide to Putting the Learning Organization to Work
Most managers today understand the value of building a learning organization. Their goal is to leverage knowledge and make it a key corporate asset, yet they remain uncertain about how best to get started. What they lack are guidelines and tools that transform abstract... View Details
- June 2013 (Revised October 2013)
- Case
Tim Blanchard at Jones Mendel & Co. (Abridged)
By: Jay W. Lorsch and John Gabarro
Tim Blanchard struggles to balance all the demands facing him as a partner of a consulting firm. He must decide how to serve clients, mentor his people, provide strategy and direction to the high-tech group, and spend time with family. View Details
Keywords: Business or Company Management; Management Style; Partners and Partnerships; Work-Life Balance; Problems and Challenges; Management Teams; Consulting Industry
Lorsch, Jay W., and John Gabarro. "Tim Blanchard at Jones Mendel & Co. (Abridged)." Harvard Business School Case 913-420, June 2013. (Revised October 2013.)
- 09 Nov 2015
- Research & Ideas
These Employers Pay Higher Salaries than Necessary
system negotiate. “Workers on the market have lots of feedback on their past jobs, and can also see how much experience the employer has on the market,” says Christopher T. Stanton, an assistant professor in the Entrepreneurial Management... View Details
- Article
Adding Value by Talking More
By: Robert S. Kaplan, Derek A. Haas and Jonathan Warsh
The prevailing fee-for-service payment model has led health care administrators and physician practices to impose severe constraints on the time physicians spend talking, for which they are reimbursed poorly or not at all. New value-based reimbursement models, however,... View Details
Keywords: Value Creation; Cost Management; Health Care and Treatment; Customer Focus and Relationships; Health Industry
Kaplan, Robert S., Derek A. Haas, and Jonathan Warsh. "Adding Value by Talking More." New England Journal of Medicine 375, no. 20 (November 17, 2016): 1918–1920.
- Article
The Persuasive 'Power' of Stigma?
By: Michael I. Norton, Elizabeth W. Dunn, Dana R. Carney and Dan Ariely
We predicted that able-bodied individuals and white Americans would have a difficult time saying no to persuasive appeals offered by disabled individuals and black Americans, due to their desire to make such interactions proceed smoothly. In two experiments, we show... View Details
Keywords: Persuasion; Stigma; Interactions; Interracial Relations; Power and Influence; Personal Characteristics; Interpersonal Communication; Attitudes
Norton, Michael I., Elizabeth W. Dunn, Dana R. Carney, and Dan Ariely. "The Persuasive 'Power' of Stigma?" Organizational Behavior and Human Decision Processes 117, no. 2 (March 2012): 261–268.
- March 2003 (Revised October 2003)
- Case
Mercury Rising: Knight Ridder's Digital Venture
Captures the efforts of newspaper publisher Knight Ridder to create a digital venture. Knight Ridder proves to be a pioneer in digital publishing, launching the first online newspaper site; builds a network of newspaper sites called Real Cities; and invests in... View Details
Keywords: Internet and the Web; Business Growth and Maturation; Market Entry and Exit; Corporate Entrepreneurship; Newspapers; Innovation and Invention; Journalism and News Industry
Gilbert, Clark. "Mercury Rising: Knight Ridder's Digital Venture." Harvard Business School Case 803-107, March 2003. (Revised October 2003.)
- 13 Feb 2006
- Research & Ideas
The Hidden Market for Babies
telegraph, the radio, and so forth) that had been every bit as radical in their time as the Internet had become in ours. I argued that all of these technologies had gone through cycles of commercial expansion and political response and... View Details
- September 2022
- Case
HPP: Tapping the Netherlands’ Potential
By: Brian Trelstad and Idelès Kaandorp
Stichting Het Potentieel Pakken (HPP) was launched to solve a systemic problem in the Dutch Labor Market: gender inequity that was leading to a large number of women to work part-time in fields that were in desperately short supply of labor, like health care, child... View Details
Keywords: COVID-19 Pandemic; Grants; Scaling And Growth; Nonprofit Organizations; Opportunities; Gender; Income; Employment; Health Care and Treatment; Human Capital; Mission and Purpose; Motivation and Incentives; Growth and Development Strategy; Employment Industry; Health Industry; Education Industry; Consulting Industry; Europe; Netherlands
Trelstad, Brian, and Idelès Kaandorp. "HPP: Tapping the Netherlands’ Potential." Harvard Business School Case 323-024, September 2022.
- Program
Leading Professional Service Firms
Summary As entry barriers rapidly disappear, competition is accelerating and reshaping the business landscape for professional service firms. Navigating this continual change successfully requires extraordinary leadership abilities. This professional service firm View Details
- 13 Mar 2017
- Research & Ideas
Hiding Products From Customers May Ultimately Boost Sales
once, or if she sees them a few at a time throughout the season? “In product categories where the consumer is likely to purchase several products, the value of concealment tends to be positive” The answer depends on the product category,... View Details