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  • November 2021
  • Article

The Comprehensive Effects of Sales Force Management: A Dynamic Structural Analysis of Selection, Compensation, and Training

By: Doug J. Chung, Byungyeon Kim and Byoung G. Park
This study provides a comprehensive model of an agent’s behavior in response to multiple sales management instruments, including compensation, recruiting/termination, and training. The model on agents’ behavior takes into account many of the key elements that... View Details
Keywords: Salesforce Management; Recruitment; Selection and Staffing; Compensation and Benefits; Resignation and Termination; Training; Behavior; Analysis
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  • November 2019
  • Article

How Do Sales Efforts Pay Off? Dynamic Panel Data Analysis in the Nerlove-Arrow Framework

By: Doug J. Chung, Byungyeon Kim and Byoung G. Park
This paper evaluates the short- and long-term value of sales representatives’ detailing visits to different types of physicians. By understanding the dynamic effect of sales calls across heterogeneous physicians, we provide guidance on the design of optimal call... View Details
Keywords: Nerlove-Arrow Framework; Stock-of-goodwill; Dynamic Panel Data; Serial Correlation; Instrumental Variables; Sales Effectiveness; Detailing; Analytics and Data Science; Sales; Analysis; Performance Effectiveness; Pharmaceutical Industry
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  • August 2024
  • Background Note

Mitigating Climate Change with Machine Learning

By: Michael W. Toffel, Kelsey Carter, Amy Chambers, Avery Park and Susan Pinckney
This note highlights how machine learning is being used to decarbonize (reduce GHG emissions) several key sectors including electricity, transportation, building, industrial processes, and agriculture -- and how machine learning is being used to accelerate efforts to... View Details
Keywords: Climate; Artificial Intelligence; Adaptation; Climate Change; AI and Machine Learning; Innovation and Invention
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  • 29 Jan 2013
  • Research & Ideas

Creating the Perfect Super Bowl Ad

better by snatching a burger from his mouth and kicking him under the dinner table when he orders fries. Sitting on a park bench, the couple agree that drinking Pepsi MAX is OK—until a pretty jogger waves at the husband. The wife throws... View Details
Keywords: by Kim Girard; Advertising; Media & Broadcasting
  • 12 Mar 2007
  • Research & Ideas

The New Real Estate

where you sometimes see more camel and donkey carts (now there's green energy!) than autos parked outside. India's 300-million-strong middle class is hungering for consumer goods and decent homes. Despite the lack of infrastructure, this... View Details
Keywords: by Arthur I. Segel; Construction; Real Estate
  • 07 Jul 2015
  • First Look

First Look: July 7, 2015

that made dozens of seed investments in technology-focused startups. Pitched as an event that could pack a year's worth of networking into a single day, Founder Field Day was perhaps the firm's largest bet to date. On a spring day in May 2014, as some 300 invited... View Details
Keywords: Sean Silverthorne
  • 25 Jan 2013
  • Research & Ideas

Why a Harvard Finance Instructor Went to the Kumbh Mela

business end—the Sangam or the point where the Yamuna and Ganga merge (think of Battery Park in Manhattan or the Bund in Shanghai)—to where the northern suburbs peter out in District 7. The organizers say this is 1,900 hectares (4,700... View Details
Keywords: by John D. Macomber; Construction; Real Estate
  • 29 May 2018
  • First Look

New Research and Ideas, May 29, 2018

produced multiple blockbuster hits. ESPN, ABC, and other cable and broadcast properties were producing record profits. Attendance was up at Disney parks and cruise ships, while the Shanghai Disney Resort, the company’s third and largest... View Details
Keywords: Dina Gerdeman
  • 17 Jun 2002
  • Research & Ideas

A Litmus Test for Entrepreneurs

advice. He suggested that the company test and refine its business model by initially focusing on one payment operation, for parking tickets, in one U.S. city. The entrepreneurs almost bit off his head. "The leader in this market... View Details
Keywords: by Walter Kuemmerle
  • 08 Jul 2015
  • What Do You Think?

Do Americans Work Too Much and Think About Work Too Little?

that, "It's very hard to change one's habit and society's perception. You may be the only executive strolling in the park with young mothers and playing kids. You feel completely out of place, and feel like 'getting back to... View Details
Keywords: by James Heskett; Financial Services
  • 2019
  • Article

Ridesharing with Driver Location Preferences

By: Duncan Rheingans-Yoo, Scott Duke Kominers, Hongyao Ma and David C. Parkes
We study revenue-optimal pricing and driver compensation in ridesharing platforms when drivers have heterogeneous preferences over locations. If a platform ignores drivers' location preferences, it may make inefficient trip dispatches; moreover, drivers may strategize... View Details
Keywords: Ridesharing; Pricing; Compensation and Benefits; Geographic Location; Market Design; Mathematical Methods
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  • 23 Aug 2010
  • Research & Ideas

The Drive to Acquire’s Impact on Globalization

insatiable drive to acquire cannot be fulfilled, even by a steady increase in wealth, if one is steadily falling behind others. This may be illogical—a Porsche is a Porsche, no matter what's parked in the driveway next door—but it is the... View Details
Keywords: by Paul R. Lawrence
  • 19 Feb 2013
  • First Look

First Look: Feb. 19

Group had transformed itself in two decades from a small welding material factory in 1989 to a leading global construction equipment manufacturer with 5 industrial parks in China; 5 R&D and manufacturing bases in America, Germany,... View Details
Keywords: Sean Silverthorne
  • 08 Jun 2010
  • First Look

First Look: June 8

case:http://cb.hbsp.harvard.edu/cb/product/410110-PDF-ENG Purchase this supplement (B):http://cb.hbsp.harvard.edu/cb/product/410111-PDF-ENG Mirae Asset: Korea's Mutual Fund Pioneer Mukti Khaire, Michael Shih-Ta Chen, and G.A. DonovanHarvard Business School Case 810-123... View Details
Keywords: Martha Lagace
  • 2021
  • Working Paper

Deep Learning for Two-Sided Matching

By: Sai Srivatsa Ravindranatha, Zhe Feng, Shira Li, Jonathan Ma, Scott Duke Kominers and David Parkes
We initiate the use of a multi-layer neural network to model two-sided matching and to explore the design space between strategy-proofness and stability. It is well known that both properties cannot be achieved simultaneously but the efficient frontier in this design... View Details
Keywords: Strategy-proofness; Deep Learning; Two-Sided Platforms; Marketplace Matching; Balance and Stability
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  • 02 Jan 2018
  • Op-Ed

'Dear Working Knowledge'--Our Favorite Reader Comments of the Year

had died while she was interned. And as it happens I can see the masts of Hanslope Park from where I sit here in calm rural Buckinghamshire on our election day. It's great that Ms. Elkins is teaching at HBS, to be reminded that the School... View Details
Keywords: by Sean Silverthorne
  • 07 Jun 2017
  • Research & Ideas

How an African History Scholar Became a Modern Righter of Wrongs

escaped destruction, Hanslope Park held detailed records of which files had been destroyed, and how: for instance, which files had been burned, which had been dumped into the Indian Ocean, and so on. Document documenting the destruction... View Details
Keywords: by Carmen Nobel
  • 01 Aug 2005
  • Research & Ideas

How to Choose the Best Deal

he'd think about it and headed to a nearby Dodge dealership. He took a Durango for a test drive—right back to the Ford lot, parking next to the Explorer he'd been looking at moments earlier. The salesman dashed out of the showroom.... View Details
Keywords: by Michael Wheeler
  • 04 Feb 2015
  • What Do You Think?

Is There a Stanford-Google-Silicon Valley School of Management?

to several of the responses. As Carl X. Parks put it, "Organizations can utilize tools from Google's best practices to enhance or redevelop their own (where applicable). But as a whole, this may not always be directly transferable to... View Details
Keywords: by James Heskett; Education
  • 01 Aug 2000
  • Research & Ideas

A Latin American Vision: New HBS Research Center Opens

Fernando de la Rua, the President of Argentina noted, "This is an historic day," about the opening of the School's new Latin America Research Center in Buenos Aires. Speaking as guest of honor at the Center's inaugural dinner on August 3rd at the View Details
Keywords: by Martha Lagace

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