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- All HBS Web
(827)
- People (4)
- News (264)
- Research (447)
- Multimedia (1)
- Faculty Publications (76)
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- 09 Dec 2019
- Research & Ideas
Identify Great Customers from Their First Purchase
impression of each customer much the same way two people ascertain each other’s character on a first date—by interpreting certain cues to infer important traits. “Let’s say you’re on a first date and you want to figure out whether this View Details
- 31 Aug 2021
- Book
Feeling Powerless at Work? Time to Agitate, Innovate, and Orchestrate
should do: “agitate, innovate, and orchestrate.” Ordinary people can effect change After all, people lower down the organizational ladder, who may seem to have little influence, often have far more power than they realize to change their workplaces, View Details
Keywords: by Jay Fitzgerald
- 22 Jul 2002
- Research & Ideas
Is Performance-Based Pricing the Right Price for You?
services that simultaneously provide greater customer value and higher supplier profitability. We constantly strive to move elements of the relationship from the zero-sum conflict side to the win-win cooperation side to achieve business success and relieve View Details
- 19 Apr 2004
- Research & Ideas
Birth of the American Salesman
were rooted in craftwork traditions, seldom exhibited a similar interest in mass selling campaigns. Salesmanship flourished in America for cultural reasons as well. In a country that, from the outset, held democratic elections and had no... View Details
Keywords: by Laura Linard
- 24 Jun 2002
- Research & Ideas
Four Keys of Enduring Success: How High Achievers Win
business—Stevenson said he and Nash hear three great fears: "I won't be a success." "I will be a success, but it won't be enough." "I will be a success, but I'll have to sell my soul." People seek success for... View Details
Keywords: by Martha Lagace
- 07 Jul 2021
- Book
Good News for Disgraced Companies: You Can Regain Trust
providing a warm, welcoming, personalized experience at every level, from executives and managers to housekeeping and wait staff. And Patagonia has demonstrated its pro-environment stance by continually re-examining its practices—from... View Details
Keywords: by Lane Lambert
- 22 Jan 2013
- First Look
First Look: Jan. 22
attests to the idea that ritual behavior stimulates goal-directed action (to consume). Experiment 3 found that performing rituals oneself enhanced consumption more than merely watching someone else perform the same ritual, suggesting that View Details
Keywords: Sean Silverthorne
- 30 Jul 2007
- Research & Ideas
Repugnant Markets and How They Get That Way
want the selling of kidneys to be legal might be the following. Suppose you don't want to sell your kidney. The standard argument is that if we made selling kidneys legal, you... View Details
Keywords: by Martha Lagace
- 14 Jul 2014
- Research & Ideas
Pay Attention To Your ‘Extreme Consumers’
What do Porsche fanatics, a video game hater, and a person who cooked two weeks' worth of meals in a rice cooker have in common? They are all "extreme consumers"—those whose tastes are so out there that mainstream market researchers tend... View Details
Keywords: by Michael Blanding
- 04 Apr 2011
- HBS Case
Reinventing the National Geographic Society
the same question Fahey debated with his team: to whom should this person report? To Fahey himself, signaling the importance of the role? To the Global Media Group, which is responsible for the magazine, book publishing, TV and film, and... View Details
- 28 Jan 2020
- Book
Advanced Leadership Requires More Than Outside-The-Box Thinking
person can do it all. What do your discussions with leaders teach us about putting together a coalition? Kanter: I urge leaders to live by the Change Agent Rule of Three. In every situation, leaders must deal with three groups of... View Details
Keywords: by Sean Silverthorne
- 03 Jun 2014
- First Look
First Look: June 3
that is fully staffed and before new acquisition processes have been formalized, Reses must decide whether acquiring Stamped is a wise strategy. The case also considers the perspective of Robby and Bart and explores if selling Stamped to... View Details
Keywords: Sean Silverthorne
- 22 Feb 2021
- Book
Reaching Today's Omnichannel Customer Takes a New Sales Strategy
only have to use more data in their selling activities, but there's more cross-functional coordination required. "Improving sales productivity ... affects growth, civic discourse, and the lives of millions of people." If a buyer has a... View Details
Keywords: by Kristen Senz
- 06 Oct 2020
- Sharpening Your Skills
18 Tips Managers Can Use to Lead Through COVID's Rising Waters
managing through the pandemic. The topics: people and personal management, strategy, marketing, and organizational design. PEOPLE AND PERSONAL MANAGEMENT Tip: Guide your team to create new norms, protocols,... View Details
Keywords: by Sean Silverthorne
- 27 Jun 2011
- Research & Ideas
Recovering from the Need to Achieve
presidents he managed still echoed in his head. He couldn't escape his frustrations about carrying one partner who hated travel, didn't know how to sell business, and—while good at producing work that was assigned to him—hadn't progressed... View Details
Keywords: by Kim Girard
- 12 Aug 2019
- Research & Ideas
How Scale Changes a Manager's Responsibilities
decision, but to guide and mentor the team through the decision process. You may interview candidates at this stage, too, but I suggest this be to help a junior manager resolve concerns they have about the candidate or probe more deeply on areas in which they feel less... View Details
Keywords: by Julia Austin
- 08 Mar 2019
- Research & Ideas
Seven Negotiation Lessons from Amazon's HQ Disaster in Queens
Amazon officials understandably figured that the prize it offered New Yorkers would sell itself: 25,000+ jobs paying in excess of $100,000 each with all the ancillary economic benefits. Decide (on Long Island City, Queens), Announce (the... View Details
- 13 Nov 2012
- First Look
First Look: November 13
economy. The fraud renewed the focus on corporate governance policies worldwide, but especially in Japan, where the lack of board independence and a deep-rooted corporate culture entrenched in personal loyalties fostered an environment... View Details
Keywords: Sean Silverthorne
- 28 Sep 2011
- Research & Ideas
The Profit Power of Corporate Culture
expectations regarding things such as opportunities for personal development, frequent and timely feedback, and advancement, especially in organizations that are contracting rather than expanding. It could be a product of the fear of job... View Details
Keywords: by Sean Silverthorne
- 04 Feb 2002
- Research & Ideas
How a Juicy Brand Came Back to Life
unfolds. An Endearing Artlessness Some brands just want to have fun, and from birth Snapple was one of them. Operating from the back of his parents' pickle store in Queens, Arnie Greenberg and his friends Leonard Marsh and Hyman Golden started View Details