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Show Results For
- All HBS Web
(827)
- People (4)
- News (264)
- Research (447)
- Multimedia (1)
- Faculty Publications (76)
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- 24 Apr 2018
- Op-Ed
Op-Ed: What Mark Zuckerberg Can Learn About Crisis Leadership from Starbucks
Facebook’s issue as a political problem and tried to shift the blame to Cambridge Analytica’s bad actors for violating Facebook’s rules for application developers. He ignored the deeper problem that Facebook users want privacy for their 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
- 03 Mar 2015
- First Look
First Look: March 3
of innovative consumer products, using personal videos created by product makers, had led to its initial success. In 2014, the company launched The Grommet Wholesale, a similar platform targeting retailers. Was this the best way to... View Details
Keywords: Sean Silverthorne
- 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
- 05 Feb 2008
- First Look
First Look: February 5, 2008
selling the client firm's stock. This overweighting is not explained by superior information. We quantify a potentially large benefit to the 401(k) sponsor firm of having its price propped up by its trustee fund's more severe... View Details
Keywords: Martha Lagace
- 09 Apr 2019
- First Look
New Research and Ideas, April 9, 2019
proposals, and quality evaluations for more than 12,000 evaluator-proposal pairs. The analysis shows that solicitations offering a personal reward for top submissions boost participation rates without affecting submission quality. We show... View Details
Keywords: Dina Gerdeman
- 19 Jan 2016
- First Look
January 19, 2016
politician allocating all of her portfolio to risky investments has double the odds of being involved in a political sandal compared to a politician allocating all of her portfolio to safe investments. This suggests that those who are more willing to take risks in... View Details
Keywords: Sean Silverthorne
- 08 Sep 2014
- Research & Ideas
The Strategic Way To Hire a Sales Team
have little strategic impact.10 Think, in many selling situations, about the design of PowerPoint presentations: some folks are much better than others in doing this, but how much impact do the slides have versus other sales tasks? Other... View Details
Keywords: by Carmen Nobel
- 19 Dec 2023
- Research & Ideas
15 Podcast Episodes That Grabbed Listeners in 2023
Global Sustainability Personal at Bühler The global food supply chain is a significant source of greenhouse gas emissions and other environmental challenges. Many companies avoid these issues or make token efforts to reduce their impact... View Details
Keywords: by Danielle Kost
- 07 Dec 2010
- First Look
First Look: Dec. 7
case:http://cb.hbsp.harvard.edu/cb/product/711417-PDF-ENG Plavix: Drugs in the Age of Personalized Medicine Richard G. Hamermesh, Mara G. Aspinall, and Rachel GordonHarvard Business School Note 811-001 PIavix, one of the world's best... View Details
Keywords: Sean Silverthorne
- 09 Dec 2019
- Research & Ideas
Identify Great Customers from Their First Purchase
impression of each customer much the same way two people ascertain each other’s character on a first date—by interpreting certain cues to infer important traits. “Let’s say you’re on a first date and you want to figure out whether this View Details
- 06 Oct 2003
- Research & Ideas
The Problem with Hedge Funds
Hedge funds, like venture funds, do not reveal performance. But they should be required to do so. Hedge funds don't really hedge; mainly they sell short as well as buy long; and they are very aggressive in the marketplace, taking strong... View Details
Keywords: by D. Quinn Mills
- 21 Sep 2022
- Research & Ideas
You Don’t Have to Quit Your Job to Find More Meaning in Life
us happy and creates positive impact, each on its own still helps toward making your life seem more meaningful." “If you’re selling an electric car, make it a pleasure to ride in,” De Freitas says. On a more View Details
Keywords: by Shalene Gupta
- 30 Jul 2007
- Research & Ideas
Repugnant Markets and How They Get That Way
want the selling of kidneys to be legal might be the following. Suppose you don't want to sell your kidney. The standard argument is that if we made selling kidneys legal, you... View Details
Keywords: by Martha Lagace
- 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
- 19 Apr 2004
- Research & Ideas
Birth of the American Salesman
were rooted in craftwork traditions, seldom exhibited a similar interest in mass selling campaigns. Salesmanship flourished in America for cultural reasons as well. In a country that, from the outset, held democratic elections and had no... View Details
Keywords: by Laura Linard
- 09 Oct 2001
- Research & Ideas
Driven: How Human Nature Shapes Organizations
like that was explicitly designed to engage the drives, the skills, the smarts, and the emotions of such people in a collaborative effort to design, produce, and sell products and services of value to the wider world? After we have... View Details
Keywords: by Paul Lawrence & Nitin Nohria
- 07 Jul 2021
- Book
Good News for Disgraced Companies: You Can Regain Trust
providing a warm, welcoming, personalized experience at every level, from executives and managers to housekeeping and wait staff. And Patagonia has demonstrated its pro-environment stance by continually re-examining its practices—from... View Details
Keywords: by Lane Lambert
- 19 Jan 2023
- Research & Ideas
What Makes Employees Trust (vs. Second-Guess) AI?
tries to put the right number of products in the right stores at the right time, so it sells as much as possible and doesn’t lose track of stock. As part of the study, Tapestry managers who oversee shelf stocking provided employees called... View Details
Keywords: by Rachel Layne