Sales Calls - Publications - Faculty & Research

Program

Transforming Customer Experiences

inside sales teams, or other functions central to service delivery Executives in marketing, data analysis, or operations management Human resources executives concerned with driving internal service culture While individuals are invited... View Details

09 May 2012
Research & Ideas

Clayton Christensen’s “How Will You Measure Your Life?”

called Netflix emerged in the 1990s with a novel idea: rather than make people go to the video store, why don't we mail DVDs to them? Netflix's business model made profit in just the opposite way to Blockbuster's. Netflix customers paid a... View Details

14 Nov 2023
Research & Ideas

The Network Effect: Why Companies Should Care About Employees’ LinkedIn Connections

forming tangible real-world connections than it is a clarion call for employees to flock to professional online network sites. It’s just that data from social media offer unique opportunities to measure and study how networks form and to... View Details

Keywords: by Ben Rand

30 Apr 2021
Research & Ideas

Why Anger Makes a Wrongly Accused Person Look Guilty

University—found that anger can make a person come across as guilty even when they are not. Too often, when an employee is accused of wrongdoing, people evaluating the situation can make snap judgments based on biases and hunches. This research shows how easy it is for... View Details

Keywords: by Michael Blanding

Web

Courses - Entrepreneurship

Courses First Year (Required Curriculum) During the first year at HBS, all students pursue the same course of study called the Required Curriculum. By studying under a common curriculum, students build a solid, broad foundation of general... View Details

Web

Marketing - Faculty & Research

type of advertising strategy beyond branding and performance advertising, called full-funnel advertising. Branding ads focused on brand building at the top of the funnel by generating consumer awareness, while performance ads focused on... View Details

25 Apr 2023
Op-Ed

How SHEIN and Temu Conquered Fast Fashion—and Forged a New Business Model

under globally recognized brand names, including the private labels of mass merchants such as Walmart, Costco, and Target. Most of those profits accrued to the brands, rather than the Chinese suppliers. E-commerce and the gradual supplanting of the View Details

Keywords: by John Deighton; Fashion; Retail; Consumer Products

23 Jul 2001
Research & Ideas

Sam Walton: Great From the Start

learn that the store was a real dog." The rent for this "dog" was 5 percent of sales. This sounded fine to Walton; but after signing the lease, he discovered that this "was the highest rent anybody'd ever heard of in the variety store business. No... View Details

Keywords: by Richard S. Tedlow; Retail

22 Apr 2019
Research & Ideas

Why Salespeople Struggle at Leading

HBS and recently wrote an article called Sales Managers Must Manage for Top Sales Magazine. “It’s all about the difference between learning to take care of yourself and... View Details

Keywords: by Dina Gerdeman

06 Jun 2018
Research & Ideas

Cut Salaries or Cut People? The Best Way to Survive a Downturn

effectively cutting them by about 18 percent. For the sales personnel, that meant 7 percent lower take-home pay. Before the cut, the division’s salesforce had an average take-home pay of $17.30 an hour, comparable to neighboring View Details

Keywords: by Rachel Layne

26 Apr 2024
HBS Case

Deion Sanders' Prime Lessons for Leading a Team to Victory

discipline. The coach required weekly school reports, and if students’ grades slipped, the coach’s wife tutored the players in the locker room. Years later, while playing football in college, Sanders began calling himself “Prime Time,”... View Details

Keywords: by Avery Forman; Sports

07 Jul 2022
HBS Case

How a Multimillion-Dollar Ice Cream Startup Melted Down (and Bounced Back)

business. “You don't raise $19 million and launch 16 stores and have $10 million in revenue and get on The Oprah Winfrey Show without doing a lot of things incredibly well,” says Eisenmann, who teaches an MBA course called... View Details

Keywords: by Pamela Reynolds

30 Apr 2024
Book

When Managers Set Unrealistic Expectations, Employees Cut Ethical Corners

basis, were assigned daily sales quotas. For hitting their targets, employees could earn bonuses of up to $2,000 per quarter on top of their quarterly base salary of $7,500. Daily scorecards ranked individual employees against View Details

Keywords: by Dina Gerdeman

20 Aug 2013
First Look

First Look: August 20

Publications August 2013 Marketing Science Do Bonuses Enhance Sales Productivity? A Dynamic Structural Analysis of Bonus-Based Compensation Plans By: Chung, Doug J., Thomas Steenburgh, and K. Sudhir Abstract—We estimate a dynamic... View Details

Keywords: Anna Secino

09 Dec 2002
Research & Ideas

Unilever—A Case Study

1929 by a merger of British and Dutch soap and margarine companies, 1 it has ranked as one of Europe's, and the world's, largest consumer-goods companies. Its sales of $45,679 million in 2000 ranked it fifty-fourth by revenues in the... View Details

Keywords: by Geoffrey Jones; Consumer Products; Entertainment & Recreation; Food & Beverage; Manufacturing; Retail

Winter 2021
Editorial

Introduction

By: Michael A. Wheeler

This issue of Negotiation Journal is dedicated to the theme of artificial intelligence, technology, and negotiation. It arose from a Program on Negotiation (PON) working conference on that important topic held virtually on May 17–18. The conference was not the... View Details

Keywords: Artificial Intelligence; Information Technology; Negotiation; AI and Machine Learning

Citation

Find at Harvard

22 Feb 2024
Research & Ideas

How to Make AI 'Forget' All the Private Data It Shouldn't Have

A company might take an OpenAI model and fine-tune it, that is, customize it using their proprietary data as a company, and then you start providing your model for sale to other end users. Your data is really your most valuable asset. So,... View Details

Keywords: by Rachel Layne; Technology; Information Technology

16 May 2023
HBS Case

How KKR Got More by Giving Ownership to the Factory Floor: ‘My Kids Are Going to College!’

“quiet quitting” seen across many office spaces and factory floors. It also lit a pathway for companies looking to meet societal calls for a more just economy. “What if every company in United States gave employees meaningful ownership... View Details

Keywords: by Avery Forman

26 Jun 2007
First Look

First Look: June 26, 2007

management and society for more than a century. The book is also a call for reform. I show that university-based business schools were founded to train a professional class of managers in the mold of doctors and lawyers but have... View Details

Keywords: Martha Lagace

Web

Technology & Operations Management - Faculty & Research

School Working Paper, No. 25-061, June 2025. Algorithmic Assortment Curation: An Empirical Study of Buybox in Online Marketplaces By: Santiago Gallino, Nil Karacaoglu and Antonio Moreno May–June 2025 | Article | Manufacturing & Service Operations Management Most online... View Details

Publications