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Show Results For
- All HBS Web
(11,646)
- People (50)
- News (3,791)
- Research (5,316)
- Events (57)
- Multimedia (164)
- Faculty Publications (2,876)
- 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
Chung, Doug J., Byungyeon Kim, and Byoung G. Park. "The Comprehensive Effects of Sales Force Management: A Dynamic Structural Analysis of Selection, Compensation, and Training." Management Science 67, no. 11 (November 2021): 7046–7074.
- 13 Aug 2024
- Op-Ed
Can AI Save Physicians from Burnout?
documentation, litigation defense, and regulatory compliance. These excessive documentation requirements also strain the patient-physician relationship, reducing the time patients spend with their doctors... View Details
- 06 Mar 2018
- Blog Post
Peek: The People, The Experience, and The Case Method
I was in the early stages of pursuing a career as an engineer. However, buried beneath all the Lagrange multipliers, Laplace transforms, and quantitative constants laid a piece of my future. Everything radically changed for the better... View Details
- 01 Oct 1996
- News
Tedlow on Tires and the Meaning of Life
Michelin private label tires for its replacement business in 1965, that should have been the time to exit. In 1969, when Goodrich realized it couldn't make money and had a chance to sell to Michelin, it... View Details
- 09 Jan 2014
- News
Tapping into Opportunity
says Shenkar. Her awareness of how precious and limited water can be began while growing up in Israel. The Middle East has prospered for millennia by making the most out of what relatively little water there is in the region. Since the... View Details
- 2010
- Working Paper
Lawful but Corrupt: Gaming and the Problem of Institutional Corruption in the Private Sector
This paper describes how the gaming of society's rules by corporations contributes to the problem of institutional corruption in the world of business. "Gaming" in its various forms involves the use of technically legal means to subvert the intent of society's rules in... View Details
Keywords: Crime and Corruption; Civil Society or Community; Competitive Advantage; Earnings Management; Trust; Law; Performance; Investment Funds; Private Sector; Behavior; Relationships; Goals and Objectives
Salter, Malcolm S. "Lawful but Corrupt: Gaming and the Problem of Institutional Corruption in the Private Sector." Harvard Business School Working Paper, No. 11-060, December 2010.
- 10 Sep 2018
- Research & Ideas
Celebrating 'The Men and Women of the Corporation' 40 Years Later
companies. I wanted to learn how to have an impact and shape decisions. I had an opportunity to start doing some projects in a large corporation that became the one I wrote about for the book. Simultaneously, the question of women in the... View Details
Keywords: by Robin J. Ely
- 01 Dec 1999
- News
Covering the Issues
to the Harvard-Radcliffe Program in Business Administration.) Despite contrary indicators such as a 1954 cartoon "On Having a Wife in Business" that listed this situation's pros ("Wife has trouble finding time to spend money") View Details
- 17 Apr 2024
- Blog Post
New Venture Competition 2024: Business and Environment Ventures
The New Venture Competition is an annual competition sponsored by the Rock Center for Entrepreneurship and Social Enterprise Initiative open to all students and alumni who are launching new business View Details
- 01 Apr 2001
- News
Beyond the Rim: New Paths to Success in Asia
force behind a joint HBS-Tsinghua University executive education program that premiered in January (see sidebar). “With a 24-hour plane trip and thirteen time zones between Boston View Details
The Comprehensive Effects of Sales Force Management: A Dynamic Structural Analysis of Selection, Compensation, and Training
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 takes into account many of the key elements that constitute a realistic... View Details
- 20 Jun 2017
- First Look
First Look at New Research and Ideas, June 20
“waver” over time in the relative weight they put on them. The model predicts that good news about fundamentals can trigger large price bubbles. We analyze the patterns of cash-flow news that generate the largest bubbles, the reasons why... View Details
Keywords: Sean Silverthorne
- 27 Dec 2015
- Research & Ideas
The Most Popular Stories and Research Papers of 2015
to look at products as customers do: a way to get a job done. Creating a Positive Professional Image (19,535) In today’s diverse workplace, your actions and motives are constantly under scrutiny. Time to... View Details
- 25 Jun 2014
- Lessons from the Classroom
FIELD Trip: Conquering the Gap Between Knowing and Doing
learned, take action based upon these lessons, then adapt and iterate and react to what they observed." Enter FIELD. First proposed at the end of 2010, the idea was so enthusiastically embraced by... View Details
- Web
After the Opium War: Treaty Ports and Compradors - A Chronicle of the China Trade
“Acting as a middleman between two worlds, [the comprador] played a strategically important role in modern China’s economic growth, social change, and general acculturation,” historian Yen- P’ing Hao writes. 24 Over View Details
- Article
You Can't Always Get What You Want: The Real Exchange Rate and Manufacturing Performance in a World of Global Value Chains
By: Laura Alfaro, Alejandro Cuñat, Harald Fadinger and Yanping Liu
Real exchange rate devaluations are typically seen as a viable development strategy, but the effectiveness of the approach may vary over time and across countries. This column explores this issue by focusing on the microeconomics of firm-level responses to exchange... View Details
Keywords: Manufacturing Performance; Real Exchange Rate; Global Value Chains; Economics; Production; Performance
Alfaro, Laura, Alejandro Cuñat, Harald Fadinger, and Yanping Liu. "You Can't Always Get What You Want: The Real Exchange Rate and Manufacturing Performance in a World of Global Value Chains." Vox, CEPR Policy Portal (October 2, 2018).
- 01 Nov 1999
- Research & Ideas
John H. Patterson and the Sales Strategy of the National Cash Register Company, 1884 to 1922
described the register for the first time and explained how it would prevent theft and give an accurate account of the day's receipts. The goal of this stage was to schedule a... View Details
Keywords: by Walter A. Friedman
- Research Summary
3. Emergence and Early Growth of a New Venture in an Unfriendly Environment: The Role of a Business Group
Abstract: How can an established organization ease the emergence and early growth of a new venture in an unfriendly environment? To answer this question, I describe and analyze the foundation and early life of two biotechnology start-ups at the... View Details
- May 2010 (Revised April 2012)
- Teaching Note
Global Knowledge Management at Danone (TN) (A), (B) and (C)
By: Amy C. Edmondson and Natalie Kindred
Teaching Note for 608107. View Details
- 20 May 2020
- Blog Post
Jeff Surette and Mike Peters: A Winning Team at TB12
multiple sectors were managing through crisis, while building his own business acumen. Post HBS, Surette rejoined Parthenon for four years focusing on education and consumer goods consulting. Then when it came View Details