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Show Results For
- All HBS Web
(826)
- People (4)
- News (264)
- Research (447)
- Multimedia (1)
- Faculty Publications (76)
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- 17 Feb 2020
- Sharpening Your Skills
How Entrepreneurs Can Find the Right Problem to Solve
As an entrepreneur, how confident are you that you fully understand your customer’s pain points or their job to be done? Entrepreneurs I first meet tend to start selling me on their solution before explaining the problem they are trying... View Details
Keywords: by Julia Austin
- Article
Are You Suited for a Start-up?
By: Jeffrey Bussgang
Relative to established organizations, start-ups can be hard to figure out. What are the jobs to be done? The best entry points? How can you tell whether a company has potential for success and is the right fit for you?
The author advises that you first assess... View Details
Bussgang, Jeffrey. "Are You Suited for a Start-up?" Harvard Business Review 95, no. 6 (November–December 2017): 150–153.
- 07 Feb 2022
- Research & Ideas
Digital Transformation: A New Roadmap for Success
the emotional side of digital transformation Digital transformation can be bewildering and exhausting for leaders and employees alike. Emerging digital technologies are disrupting everything from supply chains and manufacturing to selling... View Details
- 31 Jan 2022
- Research & Ideas
Where Can Digital Transformation Take You? Insights from 1,700 Leaders
their organizations merely sell the products and services they have rather than develop new offerings based on evolving customer needs and desires. Interestingly, only 55 percent of survey respondents ranked customer focus as one of the... View Details
- 20 Apr 2011
- Research & Ideas
Blind Spots: We’re Not as Ethical as We Think
Think back to recent events when people making unethical decisions grabbed the headlines. How did auditors approve the books of Enron and Lehman Brothers? How did feeder funds sell Bernard Madoff's invesments? We would never act as they... View Details
Keywords: by Sean Silverthorne
- 09 Dec 2002
- Research & Ideas
UnileverA Case Study
1950s, Unilever manufactured convenience foods, such as frozen foods and soup, ice cream, meat products, and tea and other drinks. It manufactured personal care products, including toothpaste, shampoo, hairsprays, and deodorants. The oils... View Details
- 26 Mar 2008
- First Look
First Look: March 26, 2008
that adopted in neighboring states. At least since 1809, shareholders in the state's manufacturing corporations had faced unlimited liability, which held shareholders personally liable for corporate debts. While unlimited liability was... View Details
Keywords: Martha Lagace
- Fall 2018
- Article
The Value of Fit Information in Online Retail: Evidence from a Randomized Field Experiment
By: Santiago Gallino and Antonio Moreno
Online channels generate frictions when selling products with nondigital attributes, such as apparel. Customers may be reluctant to purchase products they have not been able to try on, and those customers who do purchase may return products when they do not fit as... View Details
Keywords: Supply Chain Information; Fit Uncertainty; Online Retail; Randomized Field Experiment; Virtual Fitting Room; Digital Retail; Customization and Personalization; Internet and the Web; Value; Performance Improvement; Apparel and Accessories Industry; Retail Industry
Gallino, Santiago, and Antonio Moreno. "The Value of Fit Information in Online Retail: Evidence from a Randomized Field Experiment." Manufacturing & Service Operations Management 20, no. 4 (Fall 2018): 767–787.
- 22 Apr 2019
- Research & Ideas
Why Salespeople Struggle at Leading
Magazine, “Sales Managers Must Manage” “A micromanager’s growth is bounded by what they can personally get involved in,” Cespedes says. “Managing is about leveraging not only what you do, but how you get other people to do things. If you... View Details
Keywords: by Dina Gerdeman
- 16 Jun 2015
- First Look
First Look: June 16, 2015
COO, had to ensure the company's current business model of building cars and trucks remained strong, while concurrently navigating the company into the rapidly expanding industry of personal mobility. View Details
Keywords: Sean Silverthorne
- 24 Sep 2013
- First Look
First Look: September 24
portfolios. Publisher's link: https://www.hbs.edu/faculty/Pages/item.aspx?num=45597 August 2013 Social Psychological & Personality Science I'm Sorry About the Rain! Superfluous Apologies Demonstrate Empathic Concern and Increase Trust... View Details
Keywords: Sean Silverthorne
- 02 Nov 2010
- First Look
First Look: November 2, 2010
http://intranet.hbs.edu/dept/drfd/new_publications/papers/amabile/Challenges_of_Person-Centric%20Work_Psych_Amabile.pdf Perceiving Freedom Givers: Effects of Granting Decision Latitude on Personality and Leadership Perceptions Authors:Roy... View Details
Keywords: Sean Silverthorne
- 17 Apr 2022
- Book
How to Avoid the 'Ethical Slide' That Leads Companies Astray
personally profit by violating the law or by harming or misleading others. The stakes can be enormous, especially when a big transaction or career-making decision is involved. This means people in business often face much larger... View Details
Keywords: by Lane Lambert
- 19 Apr 2010
- Research & Ideas
The History of Beauty
chypre, and was the first perfumer to sell his wares in elegantly designed glass bottles, rather than in the pharmaceutical bottles used previously. An ambitious believer in globalization, he even sent his energetic mother-in-law to open... View Details
- 01 Dec 2015
- First Look
December 1, 2015
vary the sales force compensation scheme at an Asian enterprise that sells consumer durable goods. With variation generated by the experimental treatments, we model sales force performance to identify the effectiveness of various forms of... View Details
Keywords: Sean Silverthorne
- 17 Jan 2017
- First Look
First Look at New Research: January 17
but at the expense of the outgroup. Publisher's link: https://www.hbs.edu/faculty/Pages/item.aspx?num=52113 in press Journal of Personality and Social Psychology It Doesn’t Hurt to Ask: Question-asking Increases Liking By: Huang, K., M.... View Details
Keywords: Sean Silverthorne
- 31 Aug 2021
- Book
Feeling Powerless at Work? Time to Agitate, Innovate, and Orchestrate
should do: “agitate, innovate, and orchestrate.” Ordinary people can effect change After all, people lower down the organizational ladder, who may seem to have little influence, often have far more power than they realize to change their workplaces, View Details
Keywords: by Jay Fitzgerald
- 14 Jan 2014
- First Look
First Look: January 14
about and acknowledging his own contributions to organizational underperformance or other work problems is critical to getting employees to improve and generating positive business results. He notes his approach reduced his employees' defensiveness and says it is... View Details
Keywords: Sean Silverthorne
- 22 Jul 2002
- Research & Ideas
Is Performance-Based Pricing the Right Price for You?
services that simultaneously provide greater customer value and higher supplier profitability. We constantly strive to move elements of the relationship from the zero-sum conflict side to the win-win cooperation side to achieve business success and relieve View Details
- 16 Nov 2021
- HBS Case
How a Company Made Employees So Miserable, They Killed Themselves
low-skilled commercial roles. For some, this meant “going from a position of considerable autonomy and professional status to a situation in which they had to read a script from a headset, sell products over the phone, and ask permission... View Details
Keywords: by Michael Blanding