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- Faculty Publications (79)
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- All HBS Web (460)
- Faculty Publications (79)
- Web
2023 Reunion Presentations - Alumni
in buying and selling, why understanding the difference matters, and the implications for areas such as sales hiring, training, pricing, use of new tools, and performance management. Slides How to Make Hybrid Work Work Associate Professor... View Details
- 01 Mar 2024
- News
Counter Intelligence
When Pano Christou (AMP 195, 2018) was hired at Pret A Manger in 2000, the idea that he would one day run the entire company could not have been further from his mind. At the chain’s Carnaby Street shop, in London’s Soho district, the 22-year-old had enough work just... View Details
Keywords: Amy Crawford
- Web
Entrepreneurial Management Curriculum - Faculty & Research
Business Model . Designing organizational structures and processes that allocate responsibilities, promote cross-functional integration, recruit/develop/promote employees, acquire critical resources and financing, and budget/monitor... View Details
- 01 Oct 2007
- Research & Ideas
Encouraging Dissent in Decision-Making
should be rewarded and incentives designed to encourage that. Says Bazerman, "Executives sometimes complain to me that their sales force is sacrificing profitability for revenue by lowering prices to make more sales. So I ask them,... View Details
Keywords: by Garry Emmons
- 16 Apr 2001
- Research & Ideas
Breaking the Code of Change
Leadership Top-down Participative Focus Structure and systems Culture Planning Programmatic Emergent Motivation Incentives lead Incentives lag Consultants Large/ knowledge-driven Small/ process-driven That is, each of them does promote... View Details
Keywords: by Michael Beer & Nitin Nohria
- 08 Dec 2015
- First Look
December 8, 2015
agencies to promote psychological science in the spirit of President Obama's order. Publisher's link: https://www.hbs.edu/faculty/Pages/item.aspx?num=50170 How Do Customers Respond to Increased Service Quality Competition? By: Buell, Ryan... View Details
Keywords: Sean Silverthorne
- 21 Aug 2013
- Research & Ideas
What Went Wrong at J.C. Penney?
backfire. Sales last year fell 25 percent, resulting in a net loss of $985 million, and the blood-letting continued in quarterly results released this week. In a recent interview, Harvard Business School marketing expert Rajiv Lal, the... View Details
- 23 Oct 2000
- Research & Ideas
The Strategy-Focused Organization
occurred early in 1995 that revealed the commitment of the executive leadership team both to the new strategy and to the Balanced Scorecard. The winter (first quarter) of 1995 was unusually warm in North America. Sales of home heating oil... View Details
Keywords: by Robert S. Kaplan & David P. Norton
- 13 Jun 2017
- First Look
First Look at New Research and Ideas, June 13
sensitivity to ambiguity also predicted a greater frequency of arrests. Together, these data suggest that alterations in cost-benefit decision-making under conditions of ambiguity may promote antisocial behavior. Publisher's link:... View Details
Keywords: Sean Silverthorne
- Web
Impact of the New Medium - Edwin H. Land & Polaroid | Harvard Business School
holiday sales season, the demonstration took place at Jordan Marsh in Boston, one of the region's leading department stores. To orchestrate the rollout of the product, Polaroid hired J. Harold Booth, known for his success in View Details
- 08 Oct 2013
- First Look
First Look: October 8
deployable, as TaKaDu engineers were spending up to two months implementing the system per client. Peleg also wondered if the company should continue to pursue sales leads from anywhere in the world or focus on one geographic market (and... View Details
Keywords: Sean Silverthorne
- 28 Nov 2018
- HBS Case
On Target: Rethinking the Retail Website
meanwhile, managed a startling recovery from its five-year slump. The company’s third-quarter sales increased by more than 5 percent over last year, and in August online revenue showed especially high growth of a whopping 41 percent—the... View Details
- Web
Faculty & Researchers - Managing the Future of Work
to Compensation Changes: Evidence from a Sales Firm (pdf) , Management Science, 2021. With Jason Sandvik, Richard Saouma, and Nathan Seegert. The Gig Economy Beyond Local Services and Transportation (pdf) , CESifo Forum, 2020. With... View Details
- 12 Aug 2014
- First Look
First Look: August 12
doing this financial analysis, Marisa received lots of mentoring from the vice presidents she worked with. Marisa believed that she had done well and would soon be promoted so that she could originate her own deals. However, she is... View Details
Keywords: Sean Silverthorne
- 10 Jan 2023
- Op-Ed
Time to Move On? Career Advice for Entrepreneurs Preparing for the Next Stage
learn more about creating a sales playbook or experience venture from an investor’s perspective versus as the fundraiser. What tools are missing from your toolbox? What existing tools in your toolbox do you wish to HONE? For example, a... View Details
Keywords: by Julia Austin
- 08 Oct 2020
- Research & Ideas
Keep Your Weary Workers Engaged and Motivated
necessities of social distancing attenuate or alter the traditional organizational levers. Several CEOs observed: “Keeping spirits high in a sales environment. At the moment our sales force has to work twice... View Details
Keywords: by Boris Groysberg and Robin Abrahams
- 10 Apr 2014
- Research & Ideas
John Kotter’s Plan to Accelerate Your Business
sorting work into departments, product divisions, and regions. Trouble is, managers in hierarchical organizations don't promote or reward risk and innovation—they rely on routine, and turn to the same trusted people to run key... View Details
Keywords: by Kim Girard
- 15 May 2018
- First Look
New Research and Ideas, May 15, 2018
economies—for understanding and managing the development of the space economy. Publisher's link: https://www.hbs.edu/faculty/Pages/item.aspx?num=54487 in press Current Opinion in Psychology Making Seconds Count: When Valuing Time Promotes... View Details
Keywords: Dina Gerdeman
- Web
Advisory Board - Entrepreneurship
trustee of the Berkeley Art Museum and Pacific Film Archive, and serves on boards of the Rock Center for Entrepreneurship at Harvard Business School and the University of Illinois College of Engineering. Mr. Burgstone actively supports organizations working to improve... View Details
- 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