Information Processing - Publications - Faculty & Research

22 Feb 2021
Book

Reaching Today's Omnichannel Customer Takes a New Sales Strategy

example of sales-related hyperbole, Cespedes points to the dire predictions that online buying will eventually cause the real-life “death of a salesman.” While online information sources affect selling, retail sales through ecommerce... View Details

Keywords: by Kristen Senz

27 Oct 2002
Research & Ideas

Want a Happy Customer? Coordinate Sales and Marketing

small number of large major accounts, some mid-sized ones (the previous focus of the field sales force), and often a bunch of little ones. And, accounts are complex collections of diffuse buying teams involving different customer functional departments (purchasing,... View Details

Keywords: by Benson Shapiro

Person Page

Course Development

By: Debora L. Spar

Managing International Trade and Investment

Despite the ease with which it is often conducted, doing business across borders is not the same as doing it at home. Rather, it entails a whole new set of managerial challenges: re-assessing competitive... View Details

10 Sep 2020
Research & Ideas

The COVID Two-Step for Leaders: Protect and Pivot

performance while ensuring that their limited energy and processing capacity is being spent on truly mission-critical tasks. "It is nearly impossible to plan for the next six months—there simply is not enough data and View Details

Keywords: by Boris Groysberg and Katherine Connolly Baden

26 Nov 2001
Op-Ed

Why Corporate Budgeting Needs To Be Fixed

shenanigans have become so common that they're almost invisible. The budgeting process is so deeply embedded in corporate life that the attendant lies and games are simply accepted as business as usual, no matter how destructive they are.... View Details

Keywords: by Michael C. Jensen

08 Mar 2022
Blog Post

Recalling My First Cold Call: A Conversation with Second-Year Students

discussing a topic that involved bottlenecks, processing capacities, and cycle times. In the split second after my name was called, I had to think about how I wanted to answer the question, but I also looked back at my past experiences to... View Details

Web

ARD - Georges F. Doriot : Educating Leaders, Building Companies, Baker Library, Harvard Business School

Home Site map Map / Directions Search: General Information HBS Home About Annual Report Campus Commencement Dean Nohria Employment Fifty Years of Women Give News New Construction Academic Programs Doctoral Programs Executive Education MBA... View Details

04 Mar 2020
Research & Ideas

How Schmoozing with the Boss Helps Men Get Promoted

recruitment, hiring, and promotion processes and by conducting pay audits to evaluate salaries by gender. Yet Cullen’s research suggests that companies may need to consider more subtle underlying forces that are holding women back,... View Details

Keywords: by Dina Gerdeman

22 Dec 2022
Blog Post

TOP 10 MBA VOICES BLOGS OF 2022

backgrounds. First off, don’t worry, you do not need to apply for financial aid until after you have applied and been admitted to the MBA Program. That being said, we know financing the MBA is something that is already on your mind. To help you get the View Details

27 Nov 2000
Research & Ideas

The Dynamics of Standing Still: Firestone Tire & Rubber and the Radial Revolution

Firestone's bottom-up capital budgeting process functioned flawlessly, quickly converting Ford and General Motors' demands into concrete commitments to radial production capacity. In a November 1972 Executive Committee meeting,... View Details

Keywords: by Donald N. Sull; Manufacturing; Transportation

Web

the Art of American Advertising - Advertising Products

Home Site map Map / Directions Search: General Information HBS Home About Annual Report Campus Commencement Dean Nohria Employment Fifty Years of Women Give News New Construction Academic Programs Doctoral Programs Executive Education MBA... View Details

11 Mar 2021
News

Leading with Heart

overwhelming. In five days, we had more than 250,000 pounds. We had to go back on the radio and appeal to people to stop sending checks because we had no way to even process it. And it was a moment of a deep connection with humanity for... View Details

18 Nov 2013
Research & Ideas

Pulpit Bullies: Why Dominating Leaders Kill Teams

a result, the first group of leaders missed important clues, such as information from the doctor about the oxygen running low or opportunities by the photographer to earn more points if they stayed an extra day at a certain base camp. In... View Details

Keywords: by Michael Blanding

13 Nov 2019
Research & Ideas

Don't Turn Your Marketing Function Over to AI Just Yet

leverage content from customers’ product reviews to identify their future needs. But here the human analysts are key players. They must review the selected content and formulate customer needs, because natural language processing... View Details

Keywords: by Kristen Senz

12 Jan 2023
News

‘Debiasing’ Debt with Data

lending process driven solely by data. Working for Amazon in Seattle at the time, he went to some data-scientist friends armed with 1.2 million Small Business Association (SBA) loan records obtained through the Freedom of View Details

Keywords: Ralph Ranalli

Web

Launching Tech Ventures | HBS Online

startup ecosystem to improve your chances of raising capital Get an insider view into the venture capital (VC) process Develop an awareness of the systemic biases and ethical considerations in the startup ecosystem Who Will Benefit... View Details

20 May 2022
Blog Post

Nucleate Eco: Connecting Aspiring MBA Entrepreneurs with Cutting Edge Climate Research

closely with Nucleate Bio, who seeks to do the same thing, only they are focused on human health rather than sustainability. As an HBS MBA student, you’re free to apply, whether an RC or EC. You don’t need to have an idea in mind, one of the first parts of the View Details

12 Feb 2021
News

How Dunkin’ Donuts Took Over the World

chair in my living room, it occurred to me that Halberstam could just as well have been talking about me. And I basically began a transformation and went to my team, asked them to help. We apologized to our franchisees and invited them in, began to visit stores, we set... View Details

Keywords: brands; leadership; management; strategy; operations; career; Food and Beverage Stores; Retail Trade

10 Mar 2020
Research & Ideas

The Little Understood Problem Confronting Diverse Workplaces

diverse urban charter school were at first frustrated in their attempts to connect with and socialize students, but learned valuable lessons about asking questions and sharing information about themselves to break down barriers. The paper... View Details

Keywords: by Julia Hanna

Web

Payment and Financial Aid - HBS Online

happy to provide our tax ID and bank account information to facilitate payments from organizations sponsoring your enrollment. However, we cannot provide specialized information or complete paperwork as part... View Details

Publications