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  • May 3, 2023
  • Article

What Top-Performing Sales Managers Do Differently

By: Mike Schultz and Frank V. Cespedes
Sales managers hire reps, influence their training, provide (we hope) feedback and so reinforce good selling behaviors, and are key in the execution of growth and change initiatives. In a study of more than 1,000 sales managers and sellers across industries, we found... View Details
Keywords: Management Practices and Processes; Sales; Performance Effectiveness
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  • 2017
  • Working Paper

Does Financial Misconduct Affect the Future Compensation of Alumni Managers?

By: Boris Groysberg, Eric Lin and Georgios Serafeim
We explore how an organization’s financial misconduct may affect pay for former employees not implicated in wrongdoing. Drawing on stigma theory we hypothesize that although such alumni did not participate in the financial misconduct and they had left the organization... View Details
Keywords: Corporate Misconduct; Restatements; Stigma; Financial Misconduct; Compensation and Benefits; Crime and Corruption; Employees
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  • July 2020
  • Article

Does Corporate Misconduct Affect the Future Compensation of Alumni Managers?

By: Boris Groysberg, Eric Lin and George Serafeim
Using data from a top-five global executive placement firm, the authors explore how an organization's financial misconduct may affect pay for former employees not implicated in wrongdoing. Drawing on stigma theory, they hypothesize that although such alumni did not... View Details
Keywords: Corporate Misconduct; Financial Misconduct; Stigma; Crime and Corruption; Employees; Compensation and Benefits
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  • September 2016
  • Case

Health Leads: Reaching for Impact (Abridged)

By: V. Kasturi Rangan and Sarah Appleby
A nonprofit in the healthcare arena explores strategies to achieve system-level impact. Founded in 1996 with a volunteer-staffed help desk at Boston Medical Center connecting low-income patients with basic resources like heating assistance, job training, and childcare... View Details
Keywords: Scaling Social Enterprise; Scaling Social Impact; Health Care Delivery; Health Care Outcomes; Health Care Reform; Nonprofit; Nonprofit Scaling; Social Enterprise; Health Care and Treatment; Nonprofit Organizations; Growth and Development Strategy; Health Industry; United States
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    Strategy Execution Series

    The 15-module Strategy Execution series forms a complete course that teaches the latest techniques for using performance measurement and control systems to implement strategy. Module... View Details

      Why People Resist Retirement

      Research suggests making the decision to retire means grappling with three psychological issues. First, identity issues can loom large for any deeply engaged professional. Even a small step away from a career can make a person wonder who they are without it.... View Details
      • Web

      Great American Business Leaders of the 20th Century - Leadership

      1985–Present Allen F. Jacobson Minnesota Mining and Manufacturing, 1986–1991 John K. Jamieson Exxon Corporation, 1969–1975 Edward G. Jefferson DuPont Corporation, 1981–1986 Richard H. Jenrette Donaldson, Lufkin & Jenrette, 1973–1985 Steven P. View Details
      • Web

      Lifelong Learning - Alumni

      other subject experts addressing timely topics on business and society, recorded live in Klarman Hall. Includes presentations from recent conferences, reunions and other events. Career Coaching for You, for Free An HBS career coach can guide your career development and... View Details
      • 28 Apr 2011
      • Op-Ed

      While Waiting for Japan’s Recovery, Let’s Enhance Supplier Competitiveness at Home

      earthquake damage. They can take action now to ensure that America invests in growing our domestic stock of world-class suppliers. A national campaign to enhance supply-chain partnerships could also accelerate job creation. America needs... View Details
      Keywords: by Rosabeth Moss Kanter
      • 25 Apr 2023
      • Op-Ed

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

      Motors leveraged its marketing and distribution power by buying up manufacturers. A brand like McDonald’s used franchising to achieve the same goal. SHEIN and Temu rely on IT to do the job. Will other platforms follow suit? For instance, could YouTube and Spotify do a... View Details
      Keywords: by John Deighton; Fashion; Retail; Consumer Products
      • 04 Feb 2009
      • Working Paper Summaries

      Unravelling in Two-Sided Matching Markets and Similarity of Preferences

      Keywords: by Hanna Halaburda
      • 01 Aug 2023
      • What Do You Think?

      As Leaders, Why Do We Continue to Reward A, While Hoping for B?

      their own experiences, and the reward systems don’t support the required change.” Competition for diverse talent is intense, contributing to low retention, according to Gene Genius, who commented, “The reason companies don’t do a good job... View Details
      Keywords: by James Heskett
      • 09 Apr 2024
      • Book

      Why Work Rituals Bring Teams Together and Create More Meaning

      them to change our emotional states in many different ways.” With a 2023 Gallup survey showing that US employees are less satisfied with their jobs and less likely to feel that someone at work cares about them than four years ago, Norton... View Details
      Keywords: by Michael Blanding
      • Web

      How Coaching Can Help You - Alumni

      Careers How Coaching Can Help You Careers How Coaching Can Help You Career Coaches An HBS Career Coach is an experienced business professional trained to guide alumni through their career development and job search processes. BOOK AN... View Details
      • 03 Oct 2023
      • HBS Case

      Layoffs Can Be Bad Business: 5 Strategies to Consider Before Cutting Staff

      as a company that has thought deeply about its relationship and obligations to employees. The French industrial giant, she says, sees the job offer as the beginning of a long-term relationship focused on mutual growth. Michelin vows “to... View Details
      Keywords: by Ben Rand; Telecommunications; Technology; Financial Services; Manufacturing
      • 24 Jul 2023
      • Research & Ideas

      Part-Time Employees Want More Hours. Can Companies Tap This ‘Hidden’ Talent Pool?

      many such workers are caregivers, excluded from full-time jobs because short-sighted employers don’t offer them the flexibility they need. Filtered out by hiring algorithms due to employment gaps or other hiring “red flags,” these willing... View Details
      Keywords: by Kara Baskin
      • Web

      Stories

      Mcfarland Flint; photo courtesy Michael Bervell 01 Jun 2025 HBS Magazine Making Difficult Decisions: The General Manager’s Job Re: Samuel Berube (MBA 2025); Amy C. Edmondson (Novartis Professor of Leadership and Management); Tiona W.... View Details
      • November 2012 (Revised July 2014)
      • Supplement

      Andrew Sullivan and Faraway Ltd (B): Sam Cartwright of Mothercare

      By: Frank V. Cespedes and Alex Godden
      The "Andrew Sullivan and Faraway Ltd" case series focuses on entrepreneurial selling, and is based on an older case study, "Deaver Brown and Cross River Inc." (9-394-042). It concerns two entrepreneurs, Andrew Sullivan and Hope Abasi, who have designed an innovative... View Details
      Keywords: Entrepreneurship; Sales; Marketing; Management; Consumer Products Industry; United Kingdom
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      • 2007
      • Working Paper

      Taxes and Portfolio Choice: Evidence from JGTRRA's Treatment of International Dividends

      By: Mihir A. Desai and Dhammika Dharmapala
      This paper investigates how taxes influence portfolio choices by exploring the response to the distinctive treatment of foreign dividends in the Jobs and Growth Tax Relief Reconciliation Act (JGTRRA). JGTRRA lowered the dividend tax rate to 15% for American equities... View Details
      Keywords: Equity; Financial Markets; International Finance; Investment Portfolio; Government Legislation; Taxation; United States
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      • 16 Dec 2021
      • News

      How Leaders Can Maintain Team Spirit In The Workplace