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Show Results For
- All HBS Web
(532)
- People (1)
- News (136)
- Research (279)
- Events (1)
- Multimedia (7)
- Faculty Publications (201)
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- 2015
- Chapter
Innovating without Information Constraints: Organization, Communities, and Innovation when Information Costs Approach Zero
By: Elizabeth J. Altman, Frank Nagle and Michael Tushman
Innovation has traditionally taken place within an organization's boundaries and/or with selected partners. This Chandlerian approach to innovation has been rooted in transaction costs, organizational boundaries, and information processing challenges associated with... View Details
Keywords: Knowledge Sharing; Cost; Innovation and Management; Collaborative Innovation and Invention
Altman, Elizabeth J., Frank Nagle, and Michael Tushman. "Innovating without Information Constraints: Organization, Communities, and Innovation when Information Costs Approach Zero." In The Oxford Handbook of Creativity, Innovation, and Entrepreneurship, edited by Christina E. Shalley, Michael A. Hitt, and Jing Zhou, 353–379. Oxford University Press, 2015.
- July 2017
- Article
The Four Stages to Becoming an Excellent Front-Line Sales Manager
Sales occupations account for more than 10% of the total U.S. labor force, and that official estimate is almost certainly low: In an increasingly service economy, many people who do business development for a living are not listed as “sales” for reporting purposes.... View Details
Keywords: Salesforce Management
Cespedes, Frank V. "The Four Stages to Becoming an Excellent Front-Line Sales Manager." Quotable (July 2017).
- January 2009
- Supplement
Live Nation Faces the Music (B)
By: Stephen P. Bradley, Frank V. Cespedes and Kerry Herman
In 2008, concert producer and promoter Live Nation, faces a decision about its strategy in light of the tumultuous changes in the music industry and the increasing power of the major artists. As the music business once again recreates itself in response to new... View Details
- Article
Predictions, Prophets, and Restarting Your Business
The first task of crisis management is a reasonably accurate view of the current situation and how it might evolve. There are many predictions about so-called “new normal” as a result of the semi-enforced social distancing necessitated by the coronavirus. But most are... View Details
Cespedes, Frank V. "Predictions, Prophets, and Restarting Your Business." Harvard Business School Working Knowledge (May 4, 2020).
- May 2017
- Case
Promontory, Inc.
By: Frank V. Cespedes and Amy Handlin
Promontory, Inc. is a small, privately owned firm in the promotional products (specialty advertising) industry. After starting the firm two years ago with the intention of pursuing a high-quality/high-price strategy, the CEO is seeking methods of increasing sales... View Details
Keywords: Salesforce Management; Marketing Strategy; Customization and Personalization; Business Model; Sales; Advertising Industry
Cespedes, Frank V., and Amy Handlin. "Promontory, Inc." Harvard Business School Brief Case 917-535, May 2017.
- 21 Oct 2014
- First Look
First Look: October 21
Publications October 2014 Harvard Business Review Press Aligning Strategy and Sales: The Choices, Systems, and Behaviors That Drive Effective Selling By: Cespedes, Frank V. Abstract—There are many books that provide strategy advice and... View Details
Keywords: Sean Silverthorne
- December 2016
- Article
Selective Regulator Decoupling and Organizations' Strategic Responses
By: Jonas Heese, Ranjani Krishnan and Frank Moers
Organizations often respond to institutional pressures by symbolically adopting policies and procedures but decoupling them from actual practice. Literature has examined why organizations decouple from regulatory pressures. In this study, we argue that decoupling... View Details
Keywords: Regulator Leniency; Beneficence; Mispricing; Upcoding; Nonprofit Organizations; Health Care and Treatment; Revenue; Health Industry
Heese, Jonas, Ranjani Krishnan, and Frank Moers. "Selective Regulator Decoupling and Organizations' Strategic Responses." Academy of Management Journal 59, no. 6 (December 2016). (Selected for Best Paper Proceedings of the 2015 Academy of Management Annual Meeting. Winner of the Healthcare Management Division of the Academy of Management 2015 Best Paper Award.)
- 22 May 2018
- First Look
New Research and Ideas, May 22, 2018
exit, output, and R&D. Taxing the continued operation of incumbents can lead to sizable gains (of the order of 1.4% improvement in welfare) by encouraging exit of less productive firms and freeing up skilled labor to be used for... View Details
Keywords: Dina Gerdeman
- January 1985 (Revised June 1993)
- Case
Turner Construction Co.
In June, 1984, a vice president at Turner Construction Co. must decide whether to approve a construction project being considered by one of Turner's territorial offices and how to manage that territory general manager's apparent reluctance to pursue another account... View Details
Keywords: Organizational Structure; Projects; Market Entry and Exit; Integration; Contracts; Marketing Strategy; Sales; Business or Company Management; Business Offices; Geographic Location; Construction Industry
Cespedes, Frank V. "Turner Construction Co." Harvard Business School Case 585-031, January 1985. (Revised June 1993.)
- 2020
- Article
Why Do User Communities Matter for Strategy?
By: Sonali K. Shah and Frank Nagle
In this essay, we explore how strategic management research and practice could benefit from considering the benefits and challenges obtainable through working with user communities. User communities represent a unique organizing structure for the exchange of ideas and... View Details
Keywords: User Communities; Innovation; Open Source; Collaboration; Cooperative Strategy; Knowledge Sharing; Strategy; Collaborative Innovation and Invention
Shah, Sonali K., and Frank Nagle. "Why Do User Communities Matter for Strategy?" Special Issue on Open Innovation. Strategic Management Review 1, no. 2 (2020): 305–353.
- May 2023
- Article
Where Sales Technology (Really) Helps
Interest in Sales Enablement (SE), the catch-all term for attempts to increase sales productivity with AI and other technologies, is driven by multiple factors. One is the declining costs of the tools. Also, selling is now data-hungry work and not just in tech sectors.... View Details
- December 16, 2021
- Article
Avoid a One-Size-Fits-All Approach to Sales Coaching
Coaching sales reps is about clarifying relevant behaviors and whether the issue is motivation or ability. Some reps may work hard, but lack certain capabilities while others demonstrate capability but seemingly lack motivation or effort. Good coaching helps to clarify... View Details
Cespedes, Frank V. "Avoid a One-Size-Fits-All Approach to Sales Coaching." Harvard Business Review Digital Articles (December 16, 2021).
- March 2018
- Teaching Note
Augmedix
Teaching Note for HBS No. 817-048. Augmedix provides a service that live-streams video of patient appointments to a remote scribe, freeing up significant physician time from electronic medical record data-entry tasks. The venture is confronting decisions in areas such... View Details
- January 2009 (Revised March 2013)
- Case
Live Nation Faces the Music
By: Stephen P. Bradley, Frank Cespedes and Kerry Herman
In 2008, concert producer and promoter Live Nation faces a decision about its strategy in light of the tumultuous changes in the music industry and the increasing power of the major artists. As the music business once again recreates itself in response to new... View Details
Keywords: Change Management; Decision Choices and Conditions; Music Entertainment; Five Forces Framework; Business and Stakeholder Relations; Corporate Strategy; Entertainment and Recreation Industry; Music Industry; Service Industry
Bradley, Stephen P., Frank Cespedes, and Kerry Herman. "Live Nation Faces the Music." Harvard Business School Case 709-441, January 2009. (Revised March 2013.)
- October 2016 (Revised April 2018)
- Case
DataXu: Selling Ad Tech
By: Frank V. Cespedes, John Deighton, Lisa Cox and Olivia Hull
DataXu served marketers by buying digital advertising for brands using its demand-side platform. It sought a way to build a more predictable revenue stream in the very transactional media marketplace, and hoped that two new marketing analytics products would give it a... View Details
Keywords: Sales Management; Pricing; Programmatic Ad Buying; ＂Marketing Analytics＂; Advertising Technology; Sales; Digital Marketing; Marketing Strategy; Advertising Campaigns; Product Launch; Product Positioning; Media; Technology Industry; Advertising Industry; Boston; Massachusetts
Cespedes, Frank V., John Deighton, Lisa Cox, and Olivia Hull. "DataXu: Selling Ad Tech." Harvard Business School Case 817-012, October 2016. (Revised April 2018.)
- September 2016
- Article
Communicating Value in Healthcare Using Radar Charts: A Case Study of Prostate Cancer
By: Nikhil G. Thaker, Tariq N. Ali, Michael E. Porter, Thomas W. Feeley, Robert S. Kaplan and Steven J. Frank
Question: Can we create a value-based tool to visualize the outcomes and cost of various treatments that could facilitate patient-centered decision making?
Summary Answer: We developed a standardized value framework by using radar charts to visualize and... View Details
Summary Answer: We developed a standardized value framework by using radar charts to visualize and... View Details
Thaker, Nikhil G., Tariq N. Ali, Michael E. Porter, Thomas W. Feeley, Robert S. Kaplan, and Steven J. Frank. "Communicating Value in Healthcare Using Radar Charts: A Case Study of Prostate Cancer." Journal of Oncology Practice 12, no. 9 (September 2016): 813–820.
- January 2019
- Teaching Note
Pricing PatientPing
Teaching Note for HBS No. 818-017. PatientPing sells a software platform that allows health care providers to receive real-time notifications (“pings”) when one of their patients is admitted to or discharged from a health-care facility. The platform facilitates... View Details
- 10 Apr 2012
- First Look
First Look: April 10
and Nazli Z. Uludere Aragon Publication:Chap. 11 in A Handbook of Globalisation and Environmental Policy. 2nd ed. Edited by Frank Wijen, Kees Zoeteman, Jan Pieters, and Paul van Seters, 321-261. Cheltenham,... View Details
Keywords: Carmen Nobel
- Article
Comparative Costs of Advanced Proton and Photon Radiation Therapies: Lessons from Time-driven Activity-based Costing in Head and Neck Cancer
By: Nikhil G. Thaker, Steven J. Frank and Thomas W. Feeley
Time-driven activity-based costing (TDABC) is an innovative costing tool in healthcare that can be used to directly compare the true cost of competing technologies over the full care cycle. Rather than only comparing therapeutic effectiveness over a limited number of... View Details
Keywords: Head And Neck Cancer; IMRT; Proton Therapy; Time-Driven ABC; Information Technology; Activity Based Costing and Management; Medical Specialties
Thaker, Nikhil G., Steven J. Frank, and Thomas W. Feeley. "Comparative Costs of Advanced Proton and Photon Radiation Therapies: Lessons from Time-driven Activity-based Costing in Head and Neck Cancer." Journal of Comparative Effectiveness Research 4, no. 4 (2015): 297–301.
- May–June 2021
- Article
Getting Up to Speed in Your Sales Efforts
By: Frank V. Cespedes and Zoran Latinovic
In a study before the pandemic, Pricewaterhouse Coopers found that companies had made little progress in the previous decade in speeding up their cash-conversion cycle, as the cash crunch generated by the pandemic painfully demonstrated. In most firms, sales velocity... View Details
Cespedes, Frank V., and Zoran Latinovic. "Getting Up to Speed in Your Sales Efforts." European Business Review (May–June 2021): 68–71.