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Friday, September 22, 2017

How to Get Men Involved in Gender-Parity Initiatives

When it comes to programs aimed at increasing gender parity, diversaity officers struggle to engage men. In a paper recently published in Organization Science, we...

What Amazon’s Headquarters Wish List Signals About the Future of Cities

Amazon’s big announcement that it will build a second headquarters has caught the attention of local officials, economic development professionals and pundits across the...

What One Company Learned From Forcing Employees to Use Their Vacation...

By Neil Pasricha & Shashank Nigam Have you ever felt burned out at work after a vacation? I’m not talking about being exhausted from fighting...

More Frequent Sales Quotas Help Volume but Hurt Profits

By Doug J. Chung & Das Narayandas Firms often struggle with finding the best way to motivate their sales force. How much of a sales...

How Consumer Brands Can Connect With Customers in a Changing Retail...

By Robert Haslehurst, Chris Randall & Noor Abdel-Samed When news broke earlier this year about Amazon.com’s courting some of the world’s biggest consumer packaged goods...

Do Your Customers Really Want a ‘Smart’ Version of Your Product?

By Carey Smith When the “Internet of things” trend started surfacing, we, like many other companies, wanted to be a part of it. After meetings...

7 Reasons Salespeople Don’t Close Deals

By Steve W. Martin Interviews with buyers illustrate seven important lessons about the mistakes that salespeople make. They’re not trusted. Customers can think of a...

Data Can Do for Change Management What It Did for Marketing

By Michael L. Tushman, Anna Kahn, Mary Elizabeth Porray & Andy Binns Retailers combine data on demographics and weather to predict sales and develop merchandising...

Stop Using the Excuse ‘Change Is Hard’

By Nick Tasler During nearly every discussion about organizational change, someone makes the obvious assertion that “change is hard”. The problem with this attitude is that...

How to Give Good Employee Feedback

By David Burkus Talking to employees about their performance and how they can develop their careers is one of a manager’s most important tasks. Nevertheless,...

How General Electric Built an Innovation Lab

2014, GE Appliances launched FirstBuild to augment the strengths of a long-established company with those of an entrepreneurial start-up. Separation is the key. As a...

How Business-to-Business Sellers Are Offering Personalization

As consumers in a data-driven world, we’ve come to expect highly personalized sales experiences tailored to our specific needs. Companies like Netflix and Uber have...

Employees Who Trust Their Managers Are More Likely to Trust Their...

In the 2017 Edelman Trust Barometer survey, only 37 percent of global respondents said they trusted their CEOs, continuing the pattern of low trust...

10 Myths About Negotiating Your First Salary

Your starting salary serves as an anchor throughout your career. Starting too low could be a costly mistake. Don’t let these 10 common myths...

What Should an Apple Car Be?

Tim Cook recently confirmed that Apple is working on “autonomous systems”—which likely include cars. I see three different ways that Apple could use an...

Why Start-ups Like Uber Stumble Over Problems They Could Have Avoided

By Chris Zook & James Allen Rapidly growing companies—especially unicorns like Uber—face a high risk of stumbling. The term “unicorn” was coined to describe a rarity:...

6 Reasons Salespeople Win or Lose a Sale

By Steve W. Martin Why does a salesperson lose a sale? To identify the factors that help close a sale, we surveyed more than 230...

How Can Companies Compete With Amazon? Netflix Has the Answer

By Walter Frick Amazon.com’s grand ambition was on display earlier this month with the announcement that it will acquire Whole Foods for $13.7 billion. The move...

When a prototype isn’t enough, use theatrical tricks to sell your...

By Andy Boynton Human-centered design focuses on customer empathy, ethnographic research and rapid prototyping. “Stagecraft”, a related approach, fakes a new product or service to...

Multinationals Have a Bright Future, If You Know Where to Look

By Anil Gupta and Haiyan Wang The rise of economic nationalism has led many observers to announce that globalization is not just in retreat, but...