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- All HBS Web (602)
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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
- 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
- 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
- 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
- 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
- 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
- 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
- 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
- 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
- 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
- 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
- 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