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- All HBS Web (178)
- Faculty Publications (36)
Show Results For
- All HBS Web (178)
- Faculty Publications (36)
- 25 Mar 2001
- Research & Ideas
Who Wants to Be an Entrepreneur? [Part II]
company could hope to offer any customer. Beyond the daunting technology, Bronner's notion also depended on persuading national partners to direct their marketing budgets toward this kind of unproven customer reward. And meeting both... View Details
Keywords: by John S. Rosenberg
- 26 Sep 2017
- First Look
First Look at New Research and Ideas, September 26, 2017
Business Review What’s the Right Kind of Bonus to Motivate Your Sales Force? By: Chung, Doug J., and Das Narayandas Abstract—Companies typically compensate their sales force by using some combination of... View Details
Keywords: Sean Silverthorne
- 29 Apr 2013
- Research & Ideas
Are First-Time Buyers Left Out of Real Estate’s Rebound?
Recent reports that sales of new single-family homes rose in March are proof points that "the housing market recovery remains on track." We asked Nicolas P. Retsinas to reflect on the re-emergence of the housing industry, what... View Details
- 06 Feb 2018
- First Look
First Look at New Research and Ideas: February 6, 2018
breach leads to feelings of violation and can occur even when employees’ economic contracts are fulfilled. We study the effects of psychological contract breach on three common types of employee participation in budgeting that differ in... View Details
- 01 Dec 2013
- News
Faculty Q&A: Playing the Hits
entertainment executives do is spend a large chunk of all their production and advertising budgets on a small portion of their total output. It can lead to big failures, of course, but it's the best strategy in the long run. When you look... View Details
- 01 Sep 2005
- News
London Forum Highlights the Best of HBS
of People magazine sales discovered that newsstand purchases jumped 20 percent every time a bride appeared on the cover. That nugget of information led to the launch of a brides’ magazine and development of a separate business unit... View Details
- 01 Jun 1996
- News
Keepers of the Flame
quality of the organization that is presenting the Games to the world." In January, ACOG announced that it had revenues and commitments equal to 90 percent of its budget requirements, with the bulk coming from broadcast rights, ticket... View Details
Keywords: Garry Emmons
- 10 Apr 2018
- First Look
First Look at New Research, April 10, 2018
highlight the importance of friendship formation and social integration for the long-term well-being of university students. Publisher's link: https://www.hbs.edu/faculty/Pages/item.aspx?num=54330 How Do Your Sales Efforts Pay Off?... View Details
Keywords: Sean Silverthorne
- 14 Oct 2013
- Research & Ideas
Blockbuster! Why Star Power Works
makes huge investments to acquire, develop, and market concepts with strong hit potential, and then banks on the sales of those titles to make up for the middling performance of their other content. Today's leading film studios,... View Details
- 23 Aug 2010
- Research & Ideas
The Drive to Acquire’s Impact on Globalization
industries, including timber, oil, gold, silver, and titanium. [ ] Under the widely practiced international sales system, a corporation in a developed nation sells finished goods to a consumer in a less-developed nation; this is... View Details
Keywords: by Paul R. Lawrence
- 02 Apr 2019
- First Look
New Research and Ideas, April 2, 2019
Hi-R-Me: Making Sales Calls This case study focuses on a professional services firm (“Performance Improvement Consulting”) and its sales calls on Hi-R-Me, a potential client. The case is supplemented by... View Details
Keywords: Dina Gerdeman
- 03 Apr 2007
- First Look
First Look: April 3, 2007
Middle East: Measuring Sales Force Effectiveness Harvard Business School Case 106-063 Nutricia's Middle East and African region is transitioning from a trading to a customer focus. CEO Ernest Vandenbussche must decide how to market infant... View Details
Keywords: Martha Lagace
- 05 Aug 2008
- First Look
First Look: August 5, 2008
and by adjusting both fund purchases and full sales of stocks if their risky portfolios have performed well. Finally, the tendency for households to fully sell winning stocks is weaker for wealthy investors with diversified portfolios of... View Details
Keywords: Martha Lagace
- 14 Nov 2007
- Research & Ideas
Growing CEOs from the Inside
who somehow have maintained enough detachment from the local traditions, ideologies, and shibboleths that they have retained the objectivity of an outsider," Bower writes. Think Anne Mulcahy, CEO of Xerox, who started out as a sales... View Details
- 23 Feb 2009
- Research & Ideas
Creative Entrepreneurship in a Downturn
spent on them. When consumer budgets are tight, such products will have plenty of appeal. “If history is any guide, we can expect some significant industry shapers to emerge from the current crisis.” In terms of lessons from the past,... View Details
Keywords: by Martha Lagace
- 26 Jan 2004
- Research & Ideas
What Developing-World Companies Teach Us About Innovation
another example of this approach. Headquartered in Monterrey, Mexico, CEMEX is a nearly century-old company that has become in the past few decades the third-largest cement company in the world by volume, selling to customers in more than sixty countries; its View Details
- 07 Aug 2012
- Research & Ideas
Off and Running: Professors Comment on Olympics
place for permanent residents or poorly designed for families in a mass market. Finally, consider the costs of projects that more often than not go way over budget and then result in crushing long-term debt burdens. Montreal's Olympic... View Details
- 19 Dec 2017
- First Look
New Research and Ideas, December 19, 2017
of big data. Rather than relying on artistic vision, Peck wanted the company to use the mining of big data obtained from Google Analytics and the company’s own sales and customer databases to select the next season’s assortment. Peck was... View Details
Keywords: Carmen Nobel
- 24 May 2011
- First Look
First Look: May 24
The company's new head of product management has designed a system to address a point of constant tension: whether to build custom features in response to new customers' request, even if these custom features entail expensive departures from OPOWER's product roadmap.... View Details
Keywords: Sean Silverthorne
- 12 Dec 2018
- News
Lesson Plan
government officials are transparent. “Public officials have got to be accountable to taxpayers when it comes to budget decisions, contracts,” Cognetti continued. “Officials must be able to show their work. That’s what we all learned in... View Details