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- All HBS Web (476)
- Faculty Publications (79)
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- 13 Sep 2011
- First Look
First Look: September 13
Advertising (DTCA), detailing, and Meetings and Events (M&E). We then propose an alternative choice model specification that relaxes the IPS property-the so-called "flexible substitution" logit (FSL) model. The (random coefficient) FSL model predicts that... View Details
Keywords: Sean Silverthorne
- 23 Jul 2012
- Research & Ideas
The Power of Conversational Leadership
than 100 companies. "We were struck by how often that word 'conversation' kept popping up," Slind says. "CEOs, especially, expressed an aspiration to promote a conversation in their organization. They talked about wanting everyone to be... View Details
Keywords: by Carmen Nobel
- 09 Oct 2001
- Research & Ideas
Driven: How Human Nature Shapes Organizations
personal lives, but they often need the help of well-managed social institutions to succeed. Leaders have several structural devices they can use to promote this balance. For example, they can balance financial and symbolic rewards for... View Details
Keywords: by Paul Lawrence & Nitin Nohria
- 06 Oct 2020
- Sharpening Your Skills
18 Tips Managers Can Use to Lead Through COVID's Rising Waters
casual interactions are the first to “go missing” in the virtual environment. Establishing opportunities for informal “water cooler” conversations could go a long way in promoting belonging. To learn more, read 6 Ways to Support... View Details
Keywords: by Sean Silverthorne
- 05 Jul 2016
- First Look
July 5, 2016
range of behavior change models and evidence related to littering, water and energy conservation, and land management. We also discuss the methodology and data needed to answer these questions. We illustrate how these questions have been answered in practice to inform... View Details
Keywords: Sean Silverthorne
- 06 Aug 2019
- Cold Call Podcast
Super Bowl Ads Sell Products, but Do They Sell Brands?
sort of promotion what do we really want to get out of this? Do we want to get brand awareness, brand engagement? We want people tweeting. But then the question is, how does that translate into sales down... View Details
- 18 Sep 2017
- Research & Ideas
'Likes' Lead to Nothing—and Other Hard-Learned Lessons of Social Media Marketing
at some of the social media missteps brands have taken over the past decade–and the lessons we’ve learned from them. Prioritizing technology over substance Maybe it’s because the medium seems so ephemeral, but digital brand managers are too often intent on creating... View Details
- 06 Jan 2020
- Research & Ideas
Motivate Your High Performers to Share Their Knowledge
“People might be intimidated to approach the sales superstar and reveal that they are having problems because of self-image issues,” Stanton says. “And the best salespeople may want to hold on to their information because it gives them... View Details
Keywords: by Michael Blanding
- 30 Jan 2020
- Research & Ideas
The Upside of Highlighting a Product's Downsides
transactions. For five months, the bank randomly offered customers on its websites two sales pitches—one that emphasized a credit card’s features and another that also highlighted downsides that would normally only appear in the terms and... View Details
Keywords: by Danielle Kost
- 11 Feb 2020
- Sharpening Your Skills
10 Rules Entrepreneurs Need to Know Before Adopting AI
software engineers and UX designers. AI can be magical, but sales still win. Fred Wilson, venture capitalist and popular blogger, holds the view that “marketing is for companies who have sucky products.” Similarly, many AI founders... View Details
Keywords: by Rocio Wu
- 29 Aug 2018
- What Do You Think?
What Should Harley-Davidson’s Management Do?
White House as part of an effort to highlight the importance of the health of American manufacturing. At that time, the president lauded the Company as “a true American icon” and “one of the greats.” When the speaker of the house of representatives sought to View Details
- 28 Apr 2022
- Research & Ideas
Can You Buy Creativity in the Gig Economy?
e-book market. New regulations have shaken up the e-book landscape in China, intensifying competition and prompting writers to work harder, according to research by Harvard Business School Professor Feng Zhu. Book contracts that give authors a share of View Details
Keywords: by Pamela Reynolds
- 21 Apr 2021
- Research & Ideas
The Pandemic Conversations That Leaders Need to Have Now
working parents and eldercare providers) or those interested in similar topics (baking or jigsaw puzzles) share information, recipes, items for sale or barter, and the like. Keep such forums tied to the organization’s identity and... View Details
- 14 Jul 2020
- Research & Ideas
Restarting Under Uncertainty: Managerial Experiences from Around the World
client-centric approach. It intensified virtual interactions with customers, merged sales and customer service, and boosted integration of all databases, which had been spread across functions, into a single customer resource management... View Details
- 18 Aug 2003
- Research & Ideas
How New Managers Become Great Managers
she set store standards, instituted training programs, and rejuvenated performance. Due to her success in operations over the next two years, this manager received two more challenging assignments. First, she became director of sales for... View Details
Keywords: by Linda Hill
- 26 Mar 2018
- Research & Ideas
To Motivate Employees, Give an Unexpected Bonus (or Penalty)
are either promoted or fired. While these systems are intended to spur hard work and high levels of performance, they also introduce potential risks. The determination of winners and losers in a tournament-based reward system is rarely... View Details
- 28 Jun 2004
- Research & Ideas
How to Avoid a Price Increase
seems to support this logic. First, consumers themselves report a greater sensitivity (or awareness) of price than of quantity. Second, in tracking the sale of snack foods we found that consumers reacted greatly to periodic changes in... View Details
Keywords: by Manda Salls
- 03 Oct 2007
- Research & Ideas
Dealing with the ‘Irrational’ Negotiator
owed $130,000 in sales commissions for the work he had done prior to being fired from the firm a few months earlier. The executive, on the other hand, claimed the employee was owed nothing—in fact, he insisted the employee had been... View Details
Keywords: by Deepak Malhotra & Max H. Bazerman
- 21 Apr 2015
- First Look
First Look: April 21
welcome counterpoint to the largely hidden involvement of corporate leaders in shaping policy through the hundreds of millions of dollars they direct to Super PACs, trade associations, and think tanks to promote liberal and conservative... View Details
Keywords: Carmen Nobel & Sean Silverthorne
- 15 Jul 2019
- Book
Many Executives Are Afraid of Finance. Here's How They Can Gain Confidence
getting a promotion to run the new division just acquired. Everyone involved in the transaction wants the transaction to happen and may subtly change assumptions or forecasts to help make that eventuality a reality. As a result, this sea... View Details
Keywords: by Dina Gerdeman