Sales Force Management - Publications - Faculty & Research

07 Aug 2000
Research & Ideas

Rocket Science Retailing

better supply chain management.For many of the retailers in our study, forecasting product demand is a right-brain function that relies on the gut feel of a few individuals and not on the systematic use of sales data. But it's a big... View Details

Keywords: by Marshall L. Fisher, Ananth Raman & Anna Sheen McClelland; Retail

November 2009 (Revised September 2011)
Case

The Last DVD Format War?

By: Andrei Hagiu

Provides a brief overview of the standards battle between HD-DVD and Blu-ray, focusing on the events that precipitated the Blu-ray victory in early 2008. View Details

Keywords: Five Forces Framework; Standards; Competitive Strategy; Competitive Advantage; Hardware; Media and Broadcasting Industry; Technology Industry

Citation

Educators

Purchase

27 Sep 2004
Research & Ideas

IBM Finds Profit in Diversity

task forces' progress at various junctures to IBM's Worldwide Management Council. Gerstner and Childs followed up with the task force sponsors to ensure that the groups were gathering meaningful information... View Details

Keywords: by David A. Thomas

Feb 06 2019
Short Film

Achieving Personal and Professional Growth

Dec 01 2016
Testimonial

Appreciating Different Perspectives in the Classroom

Aug 18 2016
Testimonial

Blazing Trails in the Entertainment Industry

Jul 22 2016
Testimonial

Reaching the Next Stage of Your Career

Jun 21 2016
Testimonial

Stepping Back and Gaining Perspective

01 Mar 2010
News

Lords of Strategy

John Weber In his new book, The Lords of Strategy: The Secret Intellectual History of the New Corporate World (Harvard Business Press), Walter Kiechel III (MBA ’76) traces the rise of modern management consulting from the 1960s to the... View Details

Keywords: Garry Emmons; Management of Companies and Enterprises; Management of Companies and Enterprises; Management of Companies and Enterprises; Management of Companies and Enterprises; Management of Companies and Enterprises; Management of Companies and Enterprises

01 Dec 2003
News

Flex Time

sophisticated communication systems that include detailed weekly reports from UCC’s sales force and senior managers. As long as her days may be — talking on the phone with customers, following up on issues... View Details

Keywords: Manufacturing

Mar 17 2016
Testimonial

Dwyane Wade Goes One-on-One with Professor Elberse

Mar 04 2016
Testimonial

Finding a New Approach to Success

01 Sep 2005
News

New Career Wanted

moving to part time for family or lifestyle reasons. In late career, we often see people who are downshifting or exploring the nonprofit sector. There’s also a spike two or three years after graduation, when young managers often realize... View Details

Keywords: Deborah Blagg; Business Schools & Computer & Management Training; Business Schools & Computer & Management Training

Bernard Marcus

employees that would revolutionize the home improvement market. As Home Depot grew, it surpassed competitors like Hechinger's and Lowe's, as well as forced the closing of Marcus and Blank's former employer. By the end of Marcus' tenure,... View Details

Keywords: Retail

25 Feb 2020
News

Q&A: William Kerr and Joseph Fuller

William Kerr and Joseph Fuller at podcast studio in Klarman Hall on HBS campus (photo by Susan Young) HBS launched the Managing the Future of Work project in 2017 to advance research that business and policy leaders can put into action as... View Details

01 Jun 2010
News

Admit It: You’re in Denial

marketing produced the legendary Model T, which put America on wheels and made Ford a business titan. More than 15 million Model T autos were sold in the two decades after its introduction in 1908. But something happened. By 1927, Model T View Details

Keywords: Richard S. Tedlow; Management; Management; Management; Management; Management

28 Mar 2016
Working Paper Summaries

Do Incentive Plans for Exemplary Employees Lead to Productive or Counterproductive Outcomes?

Keywords: by Carolyn Deller and Tatiana Sandino; Telecommunications

March 1997 (Revised July 1999)
Case

S1 Corporation

S1 is a fast growing subsidiary of the Samsung Group in South Korea that sells business security products. S1 has implemented a number of marketing initiatives that the company president would like to have evaluated. View Details

Keywords: Marketing Strategy; Price; Salesforce Management; Consumer Products Industry; Service Industry; South Korea