Sales Force Management - Publications - Faculty & Research

02 Mar 2015
Research & Ideas

‘Retail Revolution’ Excerpt: The Scale of the Ecommerce Threat

day, 7 days a week and is available from one's own home without a trip. While Amazon has been compared to Walmart, it's probably most apt to compare Amazon to category killers. Amazon's sales are only a fraction of Walmart's, but like... View Details

Keywords: Re: Rajiv Lal; Retail

09 Jan 2006
Research & Ideas

What Really Drives Your Strategy?

external factors play a surprising role in strategy formulation and execution. As Gilbert explains, "A lot of our book is about understanding (a) that realized strategy is often different from intended strategy, and (b) there are View Details

Keywords: by Martha Lagace

01 Dec 2005
News

Alumni Achievement Awards: Honorees and Victories

business as he rescued Big Blue, then a stumbling mainframe-computer giant, and rebuilt it into a powerful but nimble information-technology company. Judith R. Haberkorn (AMP 111, 1992) The retired president for consumer sales and... View Details

Keywords: Management; Management; Management; Management; Management

February 2002 (Revised March 2004)
Case

Volvo Trucks (B): Acquisition of RVI

By: Michael E. Porter and Orjan Solvell

Supplements the (A) case. View Details

Keywords: Market Entry and Exit; Competitive Strategy; Five Forces Framework; Truck Transportation; Global Strategy; Globalized Markets and Industries; Manufacturing Industry; Retail Industry; United States; Europe

Citation

Educators

Purchase

30 Oct 2005
Research & Ideas

Tuning Jobs to Fit Your Company

Operations managers who are insulated from the marketplace must be forced to interact with people in units that are closest to customers. In all of these cases, it's up to senior View Details

Keywords: by Robert Simons

03 Mar 2008
Research & Ideas

Marketing Your Way Through a Recession

your weaker distributors and upgrade your sales force by recruiting those sacked by other companies. 6. Adjust pricing tactics. Customers will be shopping around for the best deals. You do not necessarily... View Details

Keywords: by John Quelch

09 Jul 2008
Research & Ideas

Starbucks’ Lessons for Premium Brands

prices. Third, opening new stores and launching a blizzard of new products create only superficial growth. Such strategies take top management's eye off of improving same store sales year-on-year. This is the heavy lifting of retailing,... View Details

Keywords: by John Quelch; Retail

04 Apr 2000
Research & Ideas

The Right Way to Restructure Conglomerates in Emerging Markets

handle. It also poses practical problems. For instance, how easy is it to estimate a reliable breakup value for a business group in the middle of a fire sale and in the absence of a well-developed market for asset sales? But if... View Details

Keywords: by Tarun Khanna & Krishna Palepu

08 Mar 2019
Blog Post

“There’s no quick shortcut to success:” Zorpads takes off

in New York City working as a healthcare consultant, and Wiegele, who spends his days working in product marketing for Hot Wheels in Los Angeles, credit their partnerships for allowing them the freedom to explore the creative side of this growing business. They brought... View Details

15 Nov 2016
News

China IFC: Global Access, Global Perspective

and their management teams.” The Business of Going Global, China-Style, one of six IFCs in the MBA Program’s Elective Curriculum in 2016, was designed and led by two faculty members with extensive knowledge of the region. Willy C. Shih,... View Details

01 Mar 2008
News

Reimagining China and India

is behaving in predictable ways once you understand their circumstances and historical context. Do multinationals treat India and China largely as sales opportunities? Yes. I think most multinationals traditionally have gone to these... View Details

Keywords: Roger Thompson; Business Schools & Computer & Management Training; Business Schools & Computer & Management Training; Business Schools & Computer & Management Training; Business Schools & Computer & Management Training

01 Sep 2004
News

A Market-Based Prescription

The Bulletin caught up with HBS professor Regina E. Herzlinger this summer as she was en route to Nashville to accept the 2004 Healthcare Financial Management Association Board of Directors’ Award. The prestigious honor recognizes thought... View Details

Keywords: Deborah E. Blagg; Colleges, Universities, and Professional Schools; Educational Services; Health, Social Assistance

01 Mar 2017
News

HBX: Reimagining HBS for the Digital Age

message for my team and how we communicate with our customers has begun to shift.” Paige Peterson, participant in Disruptive Strategy certificate program, sales manager “I have already applied so much of... View Details

29 Mar 2010
Research & Ideas

Ruthlessly Realistic: How CEOs Must Overcome Denial

of him and his company. But eventually, when sales of his breakthrough, no-frills Model T began to flag because car buyers became interested in style, not just functionality, Ford refused to face facts. He denied that the world had moved... View Details

Keywords: by Martha Lagace; Auto; Retail; Technology

01 Mar 2004
News

Reforming Company Boards

exceed analyst expectations. Businesses do not grow that way. If they’re managed well, they grow incrementally, with minor setbacks. The model that we have come to rely on — that companies’ earnings grow smoothly — is just not right. Do... View Details

Keywords: Corporate Services

01 Jun 2018
News

June 2018 Alumni and Faculty Books

And his afterlife: “When three-headed Cerberus greeted him / Socrates replied: ‘I won’t need / an attack dog, thank you. I married one.’” Mergers and Acquisitions: Integration and Transformation Management as the Gateway to Success by... View Details

John Stuart

Having started in the cereal business as a sweeper at Quaker Oats, Stuart always paid attention to details and to the efficiency with which his father managed the company. His first major task at Quaker Oats was to create a more effective... View Details

Keywords: Food & Tobacco

26 Apr 2004
Research & Ideas

A Clear Eye for Innovation

The Roman god Janus had two sets of eyes—one pair focusing on what lay behind, the other on what lay ahead. General managers and corporate executives should be able to relate. They, too, must constantly look backward, attending to the... View Details

Keywords: by Charles A. O'Reilly III & Michael L. Tushman

09 Feb 2016
First Look

February 9, 2016

most sales compensation plans (about 70%, according to surveys) incentivize volume independent of the type of sale or cost-to-serve different customers. This is ineffective deal View Details

Keywords: Sean Silverthorne

05 Sep 2012
First Look

First Look: September 5

scientists that may be due to a performance management system that leaves top performing employees slighted by the practice of uniform ratings. In an effort to retain top employees, the company institutes a View Details