Sales Force Management - Publications - Faculty & Research

12 Oct 1999
Research & Ideas

Confronting the Challenges that Face Bricks-and-Mortar Stores

What does cyberspace mean for physical retail space? Has online shopping changed the fundamentals of retailing? How should managers evaluate new in-store technologies? Harvard Business Review posed these questions to three retail... View Details

Keywords: by Raymond Burke; Retail

27 Feb 2006
Research & Ideas

Corporate Values and Employee Cynicism

"When Values Backfire: Leadership, Attribution, and Disenchantment in a Values-Driven Organization." "Our research shows that values must be managed with care," Cha and Edmondson say. Below, they join View Details

Keywords: by Martha Lagace

15 Oct 2008
First Look

First Look: October 15, 2008

Jorge Redmond, CEO of Chocolates El Rey, called a meeting with senior management to discuss the company's growth strategy. A relatively small firm with sales of around $14 million, El Rey produced top... View Details

Keywords: Martha Lagace

02 Dec 2019
What Do You Think?

How Does a Company like Boeing Respond to Intense Competitive Pressure?

trying to avoid. It’s alleged that pressure was increasingly being applied by top management to meet cost and delivery targets. Sales had done a great job selling planes several years out at prices based on... View Details

Keywords: by James Heskett; Air Transportation

07 Aug 2000
Research & Ideas

The Business of Biotech

coming of age of biotechnology. The disappearance of "blockbuster" drugs could create new management challenges for pharmaceutical companies. — Gary Pisano The prospect is exhilarating, but the road to this brave new biotech... View Details

Keywords: by Julia Hanna; Biotechnology; Health; Technology

30 Apr 2001
Research & Ideas

New Paths to Success in Asia

Businesses in the Asia-Pacific region today are caught up in a dizzying swirl of economic, cultural, political, technological, and social change. Enormous opportunities await managers who can harness these power currents to drive their... View Details

Keywords: by Alejandro Reyes & Deborah Blagg

17 Dec 2013
First Look

First Look: December 17

strategies, shortcomings, and achievements play out in the future? How do we imagine this great and resurgent nation with its embedded conflicts and challenges will look in 2034? We examine successively the forces that have made China as... View Details

Keywords: Carmen Nobel

October 2016
Supplement

24 Hour Fitness (B): Ownership Changes, 2005–2016

By: John R. Wells and Gabriel Ellsworth

In 2016, 24 Hour Fitness was the number-two fitness chain in the United States, generating revenues of $1.4 billion from 441 clubs serving 3.8 million members. Based in San Ramon, California, 24 Hour Fitness operated clubs in 13 states. Having grown rapidly to become... View Details

Keywords: Advertising; Advertising Campaigns; Buildings and Facilities; Acquisition; Business Growth and Maturation; Business Model; Business Organization; For-Profit Firms; Customers; Customer Focus and Relationships; Customer Satisfaction; Age; Training; Private Equity; Financing and Loans; Price; Profit; Revenue; Geographic Location; Geographic Scope; Health; Nutrition; Business History; Human Resources; Employees; Employee Relationship Management; Recruitment; Selection and Staffing; Journals and Magazines; Human Capital; Business or Company Management; Goals and Objectives; Growth and Development Strategy; Management Teams; Marketing; Brands and Branding; Marketing Channels; Marketing Communications; Marketing Strategy; Social Marketing; Demand and Consumers; Market Entry and Exit; Media; Organizational Design; Private Ownership; Problems and Challenges; Groups and Teams; Sales; Salesforce Management; Situation or Environment; Welfare or Wellbeing; Sports; Strategy; Business Strategy; Competition; Competitive Strategy; Competitive Advantage; Corporate Strategy; Expansion; Segmentation; Information Technology; Internet; Mobile Technology; Online Technology; Software; Web Sites; Value; Valuation; Health Industry; Media and Broadcasting Industry; United States; California; San Francisco

Citation

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25 Aug 2015
First Look

First Look Tuesday

Publications Forthcoming Management Science How Much Is a Win Worth? An Application to Intercollegiate Athletics By: Chung, Doug J. Abstract—Intercollegiate athletics in the United States have become a multibillion-dollar industry over... View Details

03 Mar 2003
Research & Ideas

The Ingredients of a Deal Disaster

was U.S.-owned, it had a history of stable lifetime employment and a union that enjoyed close relations with management. However, when the plant's first U.S. manager instigated downsizing to enhance returns—even though the plant was... View Details

Keywords: by Ron S. Fortgang, David A. Lax & James K. Sebenius

29 Dec 2014
Research & Ideas

Most Popular Articles and Research Papers of 2014

It's better to look good than to feel good. That was the observation of Billy Crystal's SNL character Fernando, and it seems to be born out in two articles from this year's most popular list. In The Manager in the Red Shoes, we learn that... View Details

20 Mar 2012
First Look

First Look: March 20

http://www.springer.com/economics/development/book/978-1-4614-1878-8?changeHeader Employee Selection as a Control System Authors:Dennis Campbell Publication:Journal of Accounting Research (forthcoming) Abstract Theories from the economics, View Details

Keywords: Sean Silverthorne

06 Sep 2005
Research & Ideas

When Product Variety Backfires

example would be laptop computers that vary in configuration, with one having a CD-ROM and another having a wireless modem. Entrees in a restaurant would be another example. In these cases, choosing one alternative provides you with some features, but View Details

Keywords: by Poping Lin; Consumer Products

23 Apr 2001
Research & Ideas

Brand Power from Wedgwood to Dell: Part Two

entrepreneurs, says HBS professor Nancy F. Koehn. In Part One of a discussion about her recent book—in the April 16 issue of HBS Working Knowledge—Koehn described the brand-building savvy of three entrepreneurs in the past, as well as their clear lessons for View Details

Keywords: by Martha Lagace

09 Jul 2024
Research & Ideas

Chance Encounters: What's at Stake in Return-to-Office Decisions

requiring folks to come back. I’ve been talking to the largest technology firms about this: They’ve created task forces to think about how they want to bring people back to the office, when, and why. Based on my own research, especially... View Details

Keywords: by Jen McFarland Flint, HBS Alumni Bulletin

01 Mar 2022
What Do You Think?

Is It Time for More Reverse Mentoring?

provides, it forces senior executives to become more familiar with how younger, even entry-level, people think, how they work, and how and what they are consuming. To make it work, senior executives have to make themselves vulnerable to... View Details

Keywords: by James Heskett

15 Jan 2008
First Look

First Look: January 15, 2008

addition to its traditional investment management business. The private equity industry is rapidly institutionalizing, with firms raising funds over $10 billion and some considering public offerings. A sale... View Details

Keywords: Martha Lagace

03 Mar 2011
Research & Ideas

HBS Faculty on Revolution in the Middle East and North Africa

tomorrow are going to be of the unsavory variety, 30 years of experience dealing with Iran shows that neglect and isolation are ineffective strategies for managing conflict. Second, diplomacy is about identifying what makes this situation... View Details

Keywords: Re: Deepak Malhotra; Energy; Utilities

18 Apr 2005
Research & Ideas

Selling Luxury to Everyone

mall and everybody is getting into the cosmetic business," he said. But most of the panelists said the opportunities of the past several years have far exceeded the challenges. Tahari said her company's sales have grown by more than... View Details

Keywords: by Julie Jette; Consumer Products

23 Jan 2006
Research & Ideas

Financial Reporting Goes Global

require it. Further, there has been a strong push back from European managers who feel the new IFRSs are too "ivory tower." This has forced members of the IASB to have meetings with these... View Details

Keywords: by Cynthia Churchwell; Accounting; Financial Services

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