by John Quelch - Publications - Faculty & Research

April 2011
Case

Designs by Kate: The Power of Direct Sales

The sales representatives at Designs by Kate (DBK) sell private label jewelry at hosted parties and through online social media channels. They are also responsible for recruiting, training, and managing new sales reps. CEO and founder Kate Creevey designed the... View Details

Keywords: Direct Sales; Consumer Marketing; Marketing Management; Personal Selling; Sales Compensation; Sales Organization; Motivation and Incentives; Marketing Strategy; Salesforce Management; Performance; Compensation and Benefits; Apparel and Accessories Industry

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Courses by Faculty Unit - Course Catalog

Elective Curriculum: Course Descriptions Last Updated: 08 Nov 2024 By Unit View by Unit | View by Course Title | View by Faculty | Print View... View Details

07 May 2019
News

How Sonja Hoel Perkins Saved John McAfee from an Especially Bad Deal

As a young analyst, early in her career, Sonja Hoel Perkins (MBA 1993) had a nose for deals, according to the book Alpha Girls: The Women Upstarts Who Took on Silicon Valley’s Male Culture and Made the Deals of a Lifetime, by Julian... View Details

1995
Working Paper

Managing Marketing by the Customer Equity Criterion

By: Robert C. Blattberg and John Deighton

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October 2021 (Revised February 2022)
Case

upGrad: Delivering Career Outcomes Online: Degree by Degree

By: John J-H Kim, Anjali Raina and Rachna Chawla

In August 2021, the founders of upGrad, the latest unicorn in the Indian higher education online space, were deciding how to best use the funds to execute on their ambitious growth plans. Ronnie Screwvala, Mayank Kumar and Phalgun Kompalli had envisioned upGrad as an... View Details

Keywords: Unicorns; COVID-19 Pandemic; Higher Education; Internet and the Web; Spending; Growth and Development Strategy; Education Industry; India

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19 Nov 2014
HBS Case

Marketing Marijuana

available shortly, Marketing Marijuana in Colorado, Harvard Business School marketing professor John A. Quelch and coauthor David Lane look at lessons from the first few months of legalization to see what... View Details

Keywords: by Michael Blanding; Food & Beverage

31 May 2007
Working Paper Summaries

Extremeness Seeking: When and Why Consumers Prefer the Extremes

Keywords: by John T. Gourville & Dilip Soman

16 Jul 2014
HBS Case

Marketing Obamacare

"This is not like Field of Dreams, where if you build it they will come," Quelch says. "There are distinct categories of consumers, each of which needs to be addressed in a different way." View Details

Keywords: by Michael Blanding; Health

19 Dec 2012
Research & Ideas

Affordable Housing: Israel and the United States

besieged with global discord that threatens regional peace, faces the same domestic headlines. In 2011, when young Israelis—and extending eventually to not-so-young Israelis, fueled by Facebook—mounted a "cottage cheese... View Details

Keywords: by Nicolas P. Retsinas, John H. Vogel & Charles S. Laven; Construction; Real Estate

24 Apr 2014
News

'Paying it forward' by helping current students succeed

John Phelan (MBA 1990), a partner at MSD Capital, talks about providing opportunities for others, and lessons he learned at HBS. (Published April 2014) View Details

12 Nov 2015
Research & Ideas

Can Consumers be Trusted with Their Own Health Care?

presentation given at the fifth U.S.-China Health Summit at Harvard Medical School in September by John A. Quelch, the Charles Edward Wilson Professor of Business Administration at Harvard Business School... View Details

Keywords: by Dina Gerdeman; Health

23 Nov 2011
Working Paper Summaries

The Organization of Firms Across Countries

Keywords: by Nicholas Bloom, Rafaella Sadun & John Van Reenen

28 Sep 2007
Working Paper Summaries

Digital Interactivity: Unanticipated Consequences for Markets, Marketing, and Consumers

Keywords: by John A. Deighton & Leora Kornfeld

06 Apr 2015
Research & Ideas

After Germanwings, More Attention Needed on Employee Mental Health

focused on physical health much more than they have on mental health," says Professor John A. Quelch, Charles Wilson Professor of Business Administration at Harvard Business School. In collaboration with Carin-Isabel Knoop, executive... View Details

Keywords: by Michael Blanding; Health; Air Transportation

01 Aug 2001
News

HBS Alumni Association Board of Directors: President's Report

throughout the year on four specific areas, and I'd like to summarize each committee's work. Communications Under the leadership of John Hoffmann (MBA '64), this group focused on segmentation, design and content, and delivery. The... View Details

Keywords: John Hoffman

13 Mar 2005
Research & Ideas

The Tricky Business of Nonprofit Brands

authors John A. Quelch and Nathalie Laidler-Kylander see branding issues that are shared by many international entities, but also recognize that NGOs have missions and... View Details

Keywords: by Manda Salls

2016
Blog

Building A Culture of Health - John A. Quelch: Creating A Culture of Health

By: John A. Quelch

All American companies are in the health business whether they like it or not. The private sector directly pays for one-fifth of the whopping 17.5% of GDP spent on healthcare in the United States. Rather than viewing health merely as an insurance expense to be... View Details

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16 May 2016
HBS Case

Food Safety Economics: The Cost of a Sick Customer

a long time to build up a culture of integrity for any inspection service,” Quelch says. Plus in China, some suspect that foreign brands are at times unfairly targeted, accused of food safety violations that may be fabricated or... View Details

Keywords: by Dina Gerdeman; Food & Beverage