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  • All HBS Web  (7,297)
    • People  (14)
    • News  (1,918)
    • Research  (4,555)
    • Events  (35)
    • Multimedia  (15)
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  • Article

How a Fast-Growing Startup Built Its Sales Team for Long-Term Success

By: Frank V. Cespedes and David Mattson
It’s common for leaders of sales teams to focus almost exclusively on short-term tactics and current operations while failing to think and act in a way that supports the longer-term needs of their businesses—and it’s hard to fault them. The biggest problem with a... View Details
Keywords: Business Startups; Salesforce Management; Management Practices and Processes
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Cespedes, Frank V., and David Mattson. "How a Fast-Growing Startup Built Its Sales Team for Long-Term Success." Harvard Business Review (website) (December 4, 2017).
  • 16 Dec 2008
  • First Look

First Look: December 16, 2008

variables. The results suggest that individuals bring to the workplace specific, measurable beliefs about speaking up, and that these implicit theories operate largely independently of current leader behaviors and other current work... View Details
Keywords: Sean Silverthorne
  • 2014
  • Working Paper

Making the Numbers? 'Short Termism' & the Puzzle of Only Occasional Disaster

By: Hazhir Rahmandad, Nelson P. Repenning and Rebecca Henderson
Much recent work in strategy and popular discussion suggests that an excessive focus on "managing the numbers"―delivering quarterly earnings at the expense of longer term investments―makes it difficult for firms to make the investments necessary to build competitive... View Details
Keywords: Earnings Management; Competitive Advantage
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Rahmandad, Hazhir, Nelson P. Repenning, and Rebecca Henderson. "Making the Numbers? 'Short Termism' & the Puzzle of Only Occasional Disaster." Harvard Business School Working Paper, No. 15-027, October 2014.
  • June 2009
  • Case

Midland Energy Resources, Inc.: Cost of Capital

By: Timothy A. Luehrman and Joel L. Heilprin
The senior vice president of project finance for a global oil and gas company must determine the weighted average cost of capital for the company as a whole and each of its divisions as part of the annual capital budgeting process. The case uses comparable companies to... View Details
Keywords: Risk Assessment; Risk and Uncertainty; Risk Management; Cost of Capital; Cash Flow; Capital Structure; Valuation; Capital Budgeting; Energy Industry
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Luehrman, Timothy A., and Joel L. Heilprin. "Midland Energy Resources, Inc.: Cost of Capital." Harvard Business School Brief Case 094-129, June 2009.
  • March 2015 (Revised December 2016)
  • Case

Evans Food

By: Sunil Gupta
In April 2014, Hector Guerra (GMP 16) was discussing his company's dilemma with his living group of the General Management Program (GMP) at the Harvard Business School. Guerra was Vice President of Operations at Evans Food, a $100 million company, which produced pork... View Details
Keywords: Food; Production; Cost Management; Supply Chain; Retail Industry; Food and Beverage Industry; United States
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Gupta, Sunil. "Evans Food." Harvard Business School Case 515-095, March 2015. (Revised December 2016.)

    Kim B. Clark

    Kim B. Clark joined the Harvard faculty in 1978 and served as Dean of the Faculty at Harvard Business School from 1995 to 2005.  He received the B.A. (1974), M.A. (1977), and Ph.D. (1978) degrees in economics from Harvard University.

    Professor Clark's research has... View Details

    • July 2022
    • Teaching Note

    Arçelik (A), (B): From a Dealer Network to an Omnichannel Experience

    By: Ayelet Israeli, Fares Khrais and Menna Hassan
    Arçelik Turkey, the country’s market leader in household appliances, was at an omnichannel crossroads in January 2020. Arçelik was a B2B player utilizing a dealership network with an umbrella of brands and had one of the largest brick-and-mortar store networks in... View Details
    Keywords: Digital Marketing; Bricks And Mortar; Franchise Management; Franchising; Dealer Network; Dealers; B2B; B2B2C; Tradition; Culture Change; Cultural Adaptation; Omnichannel; Omnichannel Retail; Omni-channel; Omnichannel Retailing; Sales Channels; Sales Channel Development; Channel Management; Channels Of Distribution; Marketplace; Platforms; Collaboration; Online Channel; Online Data; Online Sales; Online Shopping; Online; Retail; Retailing; Disruption; Transformation; Franchise Ownership; Change Management; Partners and Partnerships; Consumer Behavior; Sales; Internet and the Web; Marketing Strategy; Conflict and Resolution; Conflict Management; Organizational Culture; Distribution Channels; Digital Transformation; Electronics Industry; Retail Industry; Consumer Products Industry; Turkey
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    Israeli, Ayelet, Fares Khrais, and Menna Hassan. "Arçelik (A), (B): From a Dealer Network to an Omnichannel Experience." Harvard Business School Teaching Note 523-009, July 2022.
    • 14 Jun 2010
    • Research & Ideas

    The Hard Work of Measuring Social Impact

    what that spending achieved. Yet there has been little agreement on a set of hard-and-fast metrics to measure social performance. How should a nonprofit manager respond when a significant donor asks for proof of his or her contribution's... View Details
    Keywords: by Julia Hanna
    • 07 Oct 2011
    • Working Paper Summaries

    What Environmental Ratings Miss

    Keywords: by Auden Schendler & Michael Toffel
    • March 2016
    • Case

    Preparing a Concession Bid at TAV Airports Holding

    By: C. Fritz Foley and Çiğdem Çelik
    In 2013, TAV Airports Holding prepared a bid for the concession to build and operate the third Istanbul airport. This process involved input from various parts of the firm with operating and financial expertise. Burcu Geriş, the CFO of TAV Airports Holding, and her... View Details
    Keywords: Project Finance; Infrastructure Development; Equity Cash Flows; Capital Budgeting; Valuation; Financial Management; Financing and Loans; Turkey
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    Foley, C. Fritz, and Çiğdem Çelik. "Preparing a Concession Bid at TAV Airports Holding." Harvard Business School Case 216-054, March 2016.
    • October 2001 (Revised March 2002)
    • Case

    Perlegen Sciences

    By: Linda A. Hill and Nicole Tempest
    As a biotech start-up company involved in studying human genomes, Perlegen needed to develop an organization that fostered innovation and teamwork among a group of highly trained professionals from both the science and technology fields. Perlegen's CEO, Brad Margus,... View Details
    Keywords: Innovation Leadership; Groups and Teams; Management Teams; Problems and Challenges; Business Startups; Genetics; Talent and Talent Management; Innovation Strategy; Biotechnology Industry
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    Hill, Linda A., and Nicole Tempest. "Perlegen Sciences." Harvard Business School Case 402-026, October 2001. (Revised March 2002.)
    • November 2022
    • Case

    Goonj: Growing in the Face of a Pandemic

    By: V. Kasturi Rangan and Priyank Narayan
    Founded by the husband and wife team of Anshu and Meenakshi Gupta in 1999, Goonj had quickly emerged as one of the leading disaster relief and rural development organizations in India. Their main mode of development was through providing a clothing kit to the village... View Details
    Keywords: COVID-19 Pandemic; Management; Family Business; Natural Disasters; Social Issues; Entrepreneurship; Operations; Business and Community Relations; Strategy; India
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    Rangan, V. Kasturi, and Priyank Narayan. "Goonj: Growing in the Face of a Pandemic." Harvard Business School Case 523-051, November 2022.
    • Web

    Publications - Faculty & Research

    & Co., Ltd.—one of Japan’s most prominent Sogo Shosha (investment and trading companies with sprawling global footprints)—reflected on the company’s record-breaking profits. Its operations spanned multiple... View Details Keywords:... View Details

      Jeffrey F. Rayport

      Jeffrey F Rayport is a faculty member in the Entrepreneurial Management Unit at Harvard Business School, where he teaches in the School’s MBA and Executive Education Programs and on HBS Online. His primary focus in teaching and research is growth-stage technology... View Details

      • May 2017
      • Article

      Experimental Evidence of Pooling Outcomes Under Information Asymmetry

      By: William Schmidt and Ryan W. Buell
      Operational decisions under information asymmetry can signal a firm's prospects to less-informed parties, such as investors, customers, competitors, and regulators. Consequently, managers in these settings often face a tradeoff between making an optimal decision and... View Details
      Keywords: Behavioral Decision Research; Information Asymmetry; Signaling; Decision Choices and Conditions; Alignment
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      Schmidt, William, and Ryan W. Buell. "Experimental Evidence of Pooling Outcomes Under Information Asymmetry." Management Science 63, no. 5 (May 2017): 1586–1605.

        Hakeem I. Belo-Osagie

        Hakeem Belo-Osagie is an accomplished Nigerian professional and entrepreneur. He earned a degree in Political Philosophy and Economics from Oxford University as well as a law degree from Cambridge University and an MBA from Harvard Business School.

        He is the... View Details

        • January 2017 (Revised December 2017)
        • Case

        Merging American Airlines and US Airways (A)

        By: David G. Fubini, David A. Garvin and Carin-Isabel Knoop
        In February 2013, US Airways announced that it would merge with American Airlines to create the world’s largest airline. Doug Parker, the CEO of US Airways, would become CEO of the new American Airlines Group (AAL). The case describes a number of critical decisions... View Details
        Keywords: Airlines; Merger; Takeover; Integration Strategy; Merger Integration; Mergers and Acquisitions; Decision Making; Governance; Management Teams; Operations; Organizational Culture; Air Transportation Industry; United States
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        Fubini, David G., David A. Garvin, and Carin-Isabel Knoop. "Merging American Airlines and US Airways (A)." Harvard Business School Case 417-054, January 2017. (Revised December 2017.)
        • November 1992
        • Background Note

        Note on Service Mapping

        By: James L. Heskett
        Illustrates a simple technique for diagramming operations flows in service companies. Can be used to help structure analysis and discussion of cases involving sequenced operations. View Details
        Keywords: Management Analysis, Tools, and Techniques; Operations; Business Processes; Organizational Structure; Service Industry
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        Heskett, James L. "Note on Service Mapping." Harvard Business School Background Note 693-065, November 1992.
        • February 2006 (Revised September 2006)
        • Case

        Sippican Corporation (A)

        By: Robert S. Kaplan
        Presents a time-driven version of the Wilkerson Co. activity-based costing case (101092). Faced with declining profits, Sippican Corp. is struggling to understand why it is encountering severe price competition on one product line. The controller collects data that... View Details
        Keywords: History; Business Model; Strategic Planning; Cost Accounting; Motivation and Incentives; Resource Allocation; Activity Based Costing and Management; Profit; Business Strategy; Budgets and Budgeting
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        Kaplan, Robert S. "Sippican Corporation (A)." Harvard Business School Case 106-058, February 2006. (Revised September 2006.)
        • 28 Jul 2008
        • Research & Ideas

        Making the Decision to Franchise (or not)

        markets. In the third part of their study, they investigated how 53 chains that don't franchise manage operations across multiple markets. They found evidence that chains serving more diverse markets... View Details
        Keywords: by Julia Hanna; Retail
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