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Show Results For
- All HBS Web
(2,421)
- People (4)
- News (415)
- Research (1,772)
- Events (4)
- Multimedia (13)
- Faculty Publications (1,057)
- 07 Apr 2015
- First Look
First Look: April 7
Publications April 2015 Harvard Business Review How to Really Motivate Salespeople By: Chung, Doug J. Abstract—Much of what we believe about the best ways to compensate and motivate the sales force is based on theory and lab... View Details
Keywords: Sean Silverthorne
- 01 Mar 2003
- News
Books
Connecting the Dots by Cathleen Benko and F. Warren McFarlan Selling China by Yasheng Huang What Customers Think by Gerald Zaltman Connecting the Dots by Cathleen Benko and F. Warren McFarlan (Harvard Business School Press) A recent study by the Project View Details
- 17 Mar 2015
- News
The First Five Years: Adam Enbar (MBA 2010)
everything. I would get in at 6 a.m. to clean the office and make coffee, and then just do whatever needed to be done in order to move the ball forward, from sales and marketing to finance and accounting (top of my mind during the first... View Details
- Profile
Arum Kang
contrary to her expectations, a line of children's hair accessories failed to post the sales numbers she had anticipated. "When I got to the floor," Arum says, "I saw that my product was crowded among too many competing... View Details
- 01 Sep 2009
- News
How to Fix Wall Street
policy. But it is also a story of easy money and lazy ethics. Garden- variety offenses such as misleading sales practices were apparently rampant. Perhaps most troubling from an ethical point of view was the seemingly careless, if not... View Details
- 08 Sep 2003
- Research & Ideas
A Bold Proposal for Investment Reform
be seen from two angles—those supplying information and those demanding it. Who exactly are the players on the demand versus the supply side? A: The supply side includes management and those associated with reviewing and attesting to... View Details
- 01 Dec 1999
- News
The Message and the Media: Advertising's Brave New World
technical, regulatory, and economic. Advances in technology, which enhance existing advertising capabilities and create new ones, reach well beyond the Internet and include things such as innovative new software, sophisticated data View Details
Keywords: Peter K. Jacobs
- 05 Aug 2002
- What Do You Think?
Is Platform Leadership Old Hat or the Wave of the Future?
sale to Procter & Gamble. Platform leadership requires ingenuity, a strong customer franchise, a vision of the future, and substantial resources. It is not for everyone. But is it a goal that more and more organizations should strive... View Details
Keywords: by James Heskett
- 01 Jul 2002
- Research & Ideas
What it Takes to Lead Through Turmoil
improvisational theater." When chief executive Scott McNealy decided to push Sun Microsystems beyond workstation sales and into service and other opportunities around the Internet, every department in the company came up with ideas... View Details
Keywords: by Sean Silverthorne
- 25 Jan 2011
- First Look
First Look: Jan. 25
dynamic, historical account of the events that have shaped the brand over time. Using a particular type of brand biography, "the underdog," we empirically show how managers can strategically use brand biographies in brand... View Details
Keywords: Sean Silverthorne
- 18 Nov 2010
- Research & Ideas
GM’s IPO: Back to the Future
decision by the Bush White House to provide more than $20 billion to GM, Chrysler, and their financial subsidiaries, the auto task force put together by President Obama managed a restructuring of both companies at a breathtaking pace.... View Details
- Profile
Xue (Ken) Yuan
General Electric’s Advanced Materials division in Shanghai, where he served as a sales representative for silicon resins in east China. When the division was sold off and became an independent business, Momentive, Xue stayed on for six... View Details
- Fast Answer
FIELD Global Immersion Resources: Argentina
style="tab-stops:list 1.0in">Useful for: targeted publications on business and management topics such as strategy, business... View Details
- November 10, 2022
- Article
5 Ways Startups Can Prepare for a Recession
By: Lou Shipley
Startups face unique challenges during economic downturns. They typically aren’t yet profitable and so are reliant on outside funding—and therefore are especially exposed when macroeconomic conditions change. To make it through a recession, startup CEOs should hit the... View Details
Keywords: Entrepreneurship; Organizational Culture; Sales; Customer Focus and Relationships; Decisions; Inflation and Deflation; Financial Crisis; Employee Relationship Management; Business Startups; Credit
Shipley, Lou. "5 Ways Startups Can Prepare for a Recession." Harvard Business Review Digital Articles (November 10, 2022).
- February 2011 (Revised November 2013)
- Case
The Cheezburger Network
By: John Deighton and Leora Kornfeld
Cheezburger Network was a Web publisher of humorous, user-contributed content, using social media for dissemination, and selling advertising against the traffic of 1 billion page views per quarter. In January 2011, it raised $30 million in venture capital for the... View Details
Keywords: Budgets and Budgeting; Digital Marketing; Customer Relationship Management; Venture Capital; Emerging Markets; Strategic Planning; Sales; Internet and the Web; Publishing Industry; Web Services Industry
Deighton, John, and Leora Kornfeld. "The Cheezburger Network." Harvard Business School Case 511-091, February 2011. (Revised November 2013.) (request a courtesy copy.)
- 13 Jul 2010
- First Look
First Look: July 13
infrastructure ITG had constructed to support clients with customized software tools and technical support had grown well beyond sustainable levels. With his management team, Gasser had developed a two-part response to the challenge: a... View Details
Keywords: Martha Lagace
- 23 Mar 2021
- Blog Post
A Lifelong Friendship: From Classmates in Cameroon to Roommates at HBS
and my mamma a manager in tech. They never spared an opportunity to reiterate the importance of family, education, and hard work to me and my three siblings. My fondest memories are from our Christmas family gatherings with my parents,... View Details
- 01 Dec 2009
- News
Alumni Books
development opportunities, or proper rewards. Expanding on their previous books, The HR Scorecard and The Workforce Scorecard, the authors recommend that workforces be managed like portfolios, with more investments in the jobs that create... View Details
- 01 Mar 2004
- News
Toy Story
developers that couldn’t play by the discounters’ strict rules had fewer sales channels. With all the fun that toys bring to kids, the business is characterized by copycats, empty piggy banks, and aggressive competition that might make a... View Details
- 09 Nov 2022
- News
Part Ownership of a Dream
value would be a whopping $184 million. Days before the Breeders’ Cup, Finley reflected on how he managed to purchase a horse that many are comparing to all-time greats like Man O’ War and Secretariat. After winning the Kentucky Derby,... View Details