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  • All HBS Web  (602)
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    • Research  (397)
    • Events  (2)
  • Faculty Publications  (109)
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  • 05 Jun 2020
  • Research & Ideas

How Anchor Investors Help Impact Funds Succeed

evaluating impact funds. Additionally, anchor investors, on average, provide larger early investments than nonanchor investors. These larger investments provide efficiency to newly launching managers who might not have an embedded distribution and View Details
Keywords: by Sean Silverthorne; Financial Services
  • 22 Nov 2004
  • Research & Ideas

Side Effects: The Case of Propecia

physicians, using the company's army of field representatives. The problem of so-called "detailing" to physicians was that the sales reps have literally a few minutes or even seconds to pitch directly to the doctor, and are... View Details
Keywords: by Sean Silverthorne; Health; Pharmaceutical
  • 11 Apr 2011
  • Lessons from the Classroom

Teaching a ‘Lean Startup’ Strategy

direct authority. But there's lots of responsibility. It's their job to figure out what the product should look like. It's their job to persuade the engineers that this is what they need to build, and to persuade the View Details
Keywords: by Carmen Nobel; Technology; Computer
  • 09 Oct 2001
  • Research & Ideas

Driven: How Human Nature Shapes Organizations

employees. For example, most firms depend on the continuing high regard of their customers. Repeat sales are essential. To achieve this the product or service needs to engage customers in terms of all four drives. Hence firms need to... View Details
Keywords: by Paul Lawrence & Nitin Nohria
  • 16 May 2000
  • Research & Ideas

Getting the Message: How the Internet is Changing Advertising

them come to you," Deighton adds. DoubleClick's area of expertise involves its ability to package media on the Web to meet the goals of marketers and its employment of technology to facilitate using the Web as an advertising vehicle. In addition to acting as a... View Details
Keywords: by Susan Young
  • 21 Apr 2015
  • First Look

First Look: April 21

Meanwhile, Allstate continued to lose market share to GEICO and Progressive as it struggled to build its direct sales business in the face of opposition from its tied-agent distribution system. During the... View Details
Keywords: Carmen Nobel & Sean Silverthorne
  • 10 Oct 2011
  • Research & Ideas

Retailing Revolution: Category Killers on the Brink

increased at an impressive pace in the early 2000s even though Internet sales in the United States grew dramatically. Retail sales advanced from $2.87 trillion to almost $4 trillion between 1999 and 2007.... View Details
Keywords: by Rajiv Lal & Jose B. Alvarez; Retail
  • 18 Sep 2017
  • Research & Ideas

'Likes' Lead to Nothing—and Other Hard-Learned Lessons of Social Media Marketing

a direct connection between a social media chat about a product with the actual purchase of that product. “The biggest challenge right now is that all this money is shifting into digital marketing, but there are still a lot of questions... View Details
Keywords: by Dina Gerdeman; Advertising; Technology
  • 20 Oct 2011
  • Research & Ideas

Getting the Marketing Mix Right

model helps measure that." The Ideal Mix When planning marketing campaigns, brand managers have a wide portfolio of weapons to draw on, including in-store merchandising, advertising, coupons and sweepstakes, trade promotions, prices, and deployment of a View Details
Keywords: by Dina Gerdeman
  • 29 Aug 2018
  • What Do You Think?

What Should Harley-Davidson’s Management Do?

Harley demographic aging out of the sport the new concepts are a step in the right direction most of all, the product must be right.” Kevin O’Meara agreed, saying that, “the tariffs and the ‘Twitter war’ are masking the true issues (1)... View Details
Keywords: by James Heskett; Auto
  • 18 Aug 2003
  • Research & Ideas

How New Managers Become Great Managers

made a series of upward and lateral moves that entailed a number of tough assignments across many functional areas. Beginning as the director of regional operations in New England, this manager had profit and loss responsibility for fifty underperforming stores. Hiring... View Details
Keywords: by Linda Hill
  • 25 Jun 2013
  • First Look

First Look: June 25

processes to provide managers throughout P&G with direct access to up-to-date data and advanced analytics. In addition, GBS has embedded analysts within the business units to work alongside leaders and managers in driving real-time... View Details
Keywords: Anna Secino
  • 10 Nov 2003
  • Research & Ideas

Globalization: The Strategy of Differences

Unfortunately, "local" didn't seem to be any better a description of Coke's market space than "global." On March 7, 2002, the Asian Wall Street Journal announced: "After two years of lackluster sales the... View Details
Keywords: by Pankaj Ghemawat
  • 18 Feb 2019
  • Book

What’s Really Disrupting Business? It’s Not Technology

models to forge new sales channels, revenue streams, and customer segments. Could you give an example? Teixeira: Incumbents tend to respond to decoupling by gluing back the part of the value chain that was broken. The other alternative is... View Details
Keywords: by Danielle Kost; Beauty & Cosmetics; Insurance; Service; Retail
  • 06 Sep 2004
  • Research & Ideas

The Innovator’s Battle Plan

least attractive. Sales can go up (high price points replace low price points). Margins typically go way up. The incumbent stops worrying about disloyal, dissatisfied, low-paying (overshot) customers whom outsiders may term... View Details
Keywords: by Clayton M. Christensen, Scott D. Anthony & Erik A. Roth
  • 19 Sep 2016
  • Research & Ideas

Why Isn't Business Research More Relevant to Business Practitioners?

not see their role ‘as an enabler of direct public participation in decision-making through formats such as deliberative meetings, and do not believe there are personal benefits for investing in these activities.’ And yet if society is to... View Details
Keywords: by Carmen Nobel; Education
  • 09 Jul 2018
  • Research & Ideas

Overcoming the Challenges of Selling Brand New Technology (Hey, Need a 3-D Printer?)

company would be able to retain its direct connection. Ironically, much of the work of the salesforce lay in convincing buyers that the desktop printers weren’t “too good to be true,” and that a reliable printer could be produced at such... View Details
Keywords: by Michael Blanding; Technology; Consumer Products; Electronics; Industrial Products; Information Technology; Manufacturing; Medical Devices & Supplies; Retail
  • 03 May 2010
  • Research & Ideas

What Is the Future of MBA Education?

say your book offers a compass, not a roadmap: it points readers in a direction but doesn't tell them exactly which path to take. Datar: The right answer for each school depends on that school's strategy, challenges, constraints, and... View Details
Keywords: by Martha Lagace; Education
  • 26 Jul 2006
  • Research & Ideas

The Strategic Way to Go to Market

Briefly, what are the opportunities and challenges presented by the Internet as a channel? A: The average cost of a direct sales call is about $150. The Internet is at about $5 or less per interaction! Of... View Details
Keywords: by Sean Silverthorne
  • 01 Mar 2010
  • Op-Ed

A Golden Opportunity for Ford and GM

their own. The bigger question is, will Ford and GM be able to capitalize on this opportunity for the long term? I was with Whitacre when he initially learned that Toyota was suspending sales of 57 percent of its autos sold in the United... View Details
Keywords: by Bill George; Auto
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