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- All HBS Web
(455)
- News (105)
- Research (263)
- Events (1)
- Multimedia (1)
- Faculty Publications (91)
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- 03 Feb 2015
- First Look
First Look: February 3
firms, which are most equity dependent, and is larger in industries with higher exposure to misvaluation shocks. Download working paper: http://papers.ssrn.com/sol3/papers.cfm?abstract_id=1719204 A Methodology for Operationalizing View Details
Keywords: Sean Silverthorne
- 28 May 2008
- First Look
First Look: May 28, 2008
buyers (industrial, financial, U.S., German). This case contains confidential information for the RubyFibre Enterprises management role. Challenges include how to set up and implement the most promising View Details
Keywords: Martha Lagace
- 12 Aug 2013
- Research & Ideas
‘Hybrid’ Organizations a Difficult Bet for Entrepreneurs
primarily by the sale of the glasses themselves. VisionSpring is what organization scholars call a "hybrid" social venture, since it combines the social welfare logic of a nonprofit and the commercial logic of a for-profit business. When... View Details
Keywords: by Michael Blanding
- 25 Oct 2016
- First Look
October 25, 2016
about disruption, but you need a salesforce aligned with strategy to do something about it. This article discusses how investments in sales affect core levers of enterprise value creation (and destruction).... View Details
Keywords: Sean Silverthorne
- 23 Nov 1999
- Research & Ideas
What’s Your Strategy for Managing Knowledge?
Ernst & Young. Love was preparing an important bid for a large industrial manufacturer that needed help installing an enterprise resource planning system. He had already directed projects for implementing information systems for... View Details
- 09 Feb 2016
- First Look
February 9, 2016
Publisher's link: https://www.hbs.edu/faculty/Pages/item.aspx?num=50453 November 2, 2015 Harvard Business Review The Best Ways to Hire Salespeople By: Cespedes, Frank V., and Daniel Weinfurter Abstract—Companies typically spend more on hiring in View Details
Keywords: Sean Silverthorne
- 04 Jun 2001
- Research & Ideas
RealNetworks, CNET, and Judo Strategy
sales and no earnings went public with market valuations in the billions of dollars before falling to the ground little more than a year ago. But that's as far as the analogy goes, according to Yoffie. 'no Room For Error' "Post-crash... View Details
Keywords: by Jim Aisner
- 01 Jul 2008
- First Look
First Look: July 1, 2008
full advantage of its growing product portfolio. Students debate the merits of going after new customers by building an enterprise sales force or mining the existing customer base with an inside View Details
Keywords: Martha Lagace
- 05 Mar 2013
- First Look
First Look: March 5
Paper: http://www.people.hbs.edu/shanson/Issuer_Quality_2013_RFS_Final.pdf The Cost of High-Powered Incentives: Employee Gaming in Enterprise Software Sales Authors:Larkin, Ian Publication:Journal of Labor... View Details
Keywords: Sean Silverthorne
- 19 Jul 2004
- Research & Ideas
Why Innovations Sit on the Shelf
about what they've learned, and what changes they're planning. This collective, public conversation was critical when sales managers at Mattel Canada were trying to initiate a different kind of innovation: introducing a new View Details
- 13 Mar 2018
- First Look
March 13, 2018
historians in recent years, academic research on business groups has, to date, remained within the boundary of emerging markets. The major aim of this volume is to explore the long-term evolution of different varieties of large View Details
Keywords: Sean Silverthorne
- 03 Dec 2001
- What Do You Think?
What Happens When the Sumo Master Learns Judo?
does not trust Microsoft and its use of 'customer' information to market to customers and hold them digitally captive. This demographic will continue to provide sales to (a judo master competitor)." These comments reflect general... View Details
Keywords: by James Heskett
- 29 Mar 2010
- Research & Ideas
Ruthlessly Realistic: How CEOs Must Overcome Denial
of him and his company. But eventually, when sales of his breakthrough, no-frills Model T began to flag because car buyers became interested in style, not just functionality, Ford refused to face facts. He denied that the world had moved... View Details
- 21 Oct 2014
- First Look
First Look: October 21
literature when it comes to linking sales efforts with strategy. Part 1 of this book provides data indicating how and why sales remain (by far) the biggest part of strategy implementation in most firms, the... View Details
Keywords: Sean Silverthorne
- 01 Dec 2015
- First Look
December 1, 2015
vary the sales force compensation scheme at an Asian enterprise that sells consumer durable goods. With variation generated by the experimental treatments, we model sales force... View Details
Keywords: Sean Silverthorne
- 25 Feb 2002
- Research & Ideas
MNCs in Asia: Investing in the Future
said Howson, who focuses on mergers and acquisitions, project finance, and capital markets in his firm's Beijing office. The creation of domestic capital markets, increasing access to foreign capital, legal changes in corporate structuring, and the View Details
Keywords: by Julia Hanna
- 26 Apr 2004
- Research & Ideas
A Clear Eye for Innovation
well. Most successful enterprises are adept at refining their current offerings, but they falter when it comes to pioneering radically new products and services. Kodak and Boeing are just two of the more recent examples of once dominant... View Details
- 30 Aug 2016
- First Look
August 30, 2016
forthcoming Journal of Marketing Research Incentives versus Reciprocity: Insights from a Field Experiment By: Chung, Doug J., and Das Narayandas Abstract—We conduct a field experiment in which we vary the sales force compensation scheme... View Details
Keywords: Carmen Nobel
- 19 Mar 2013
- First Look
First Look: March 19
report higher future sales growth and show a negative relation between profitability change and sales growth in high corruption geographic segments compared to firms with high anticorruption efforts. The net... View Details
Keywords: Sean Silverthorne
- 25 Mar 2014
- First Look
First Look: March 25
present day. The chapter focuses on the role of business enterprises as powerful actors in the spread of global capitalism after 1848 and up the present day. It shows how multinational firms have created and co-created markets and... View Details
Keywords: Sean Silverthorne