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Show Results For
- All HBS Web
(4,146)
- People (11)
- News (946)
- Research (2,748)
- Events (7)
- Multimedia (21)
- Faculty Publications (1,499)
Henry S. Dennison
were issued preferred (non-voting) stock, and working managers controlled voting stock. From 1917 to 1951, Dennison Manufacturing’s sales increased from $3.5 million to over $37 million. View Details
Keywords: Wood, Paper & Forestry
- 04 Jan 2021
- What Do You Think?
How Do We Sustain Organization Diversity?
in new people? This is not as simple as it sounds. Inclusion is difficult. Research suggests that much of it does not lend itself to training. We can train managers to give “voice” to everyone in their organizations. What remains,... View Details
Keywords: by James Heskett
- 01 Jan 2007
- News
A. Malachi Mixon, III, MBA 1968
development cycle used to be 24 months; it's now 12." Complementing this, he adds, is a knowledgeable sales force that fosters relationships with home-care providers, nursing homes, and medical equipment... View Details
- 26 Jul 2006
- Research & Ideas
The Strategic Way to Go to Market
supplier thinks about ways to get the product/service out to the customer. If the company achieves its sales goals, it lulls the company into the assumption that the channels must be right. For all you know an alternate channel might have... View Details
Keywords: by Sean Silverthorne
- 01 Jun 2003
- News
Alumni Bookshelf
profits. Investment Banking: Addressing the Management Issues by Steven I. Davis (MBA '58) (Palgrave Macmillan) In his eighth book, international banking consultant Davis offers a timely analysis of the global issues facing the View Details
- 22 Apr 2008
- First Look
First Look: April 22, 2008
paid the sales force as a team. This has worked out fine, since they've been a near-monopoly seller of a single product category. However, this has changed. Not only are they facing new competition in their... View Details
Keywords: Martha Lagace
- 18 Nov 2008
- First Look
First Look: November 18, 2008
internal coordination issues with the company's sales force, and the financial returns versus other uses of capital for the company. The case raises issues in aligning business strategy and sales View Details
Keywords: Martha Lagace
- 18 Jun 2001
- Research & Ideas
Caught in the Cogs: When Manufacturing and IT Meet
Manufacturing and information technology these days go together like bread and butter. But it wasn't always so. As Professor David Upton pointed out in a Global Alumni Conference panel titled "E-Commerce and the New Operations," it wasn't that long ago that... View Details
Keywords: by Jim Aisner
- 01 Oct 1998
- News
Andresen Becomes First European and First Exec. Ed. Graduate to Endow HBS Professorship
I want to show my support for an institution that has made and will continue to make a valuable contribution to management practice all over the world," says Andreas Andresen (69th AMP), a retired German industrialist who recently became... View Details
- January 2004 (Revised February 2006)
- Case
Raymond James Financial
Raymond James Financial (RJF) currently sells financial services through two channels. It is considering adding a third in the "middle" of the other two. The current strategy has one channel with employees and another with independent contractors. These attract very... View Details
Keywords: Organizational Change and Adaptation; Salesforce Management; Marketing; Distribution Channels; Human Resources; Financial Services Industry; Service Industry
Godes, David B. "Raymond James Financial." Harvard Business School Case 504-027, January 2004. (Revised February 2006.)
- March 2010
- Teaching Note
New York Life and Immediate Annuities (TN)
By: Julio J. Rotemberg and John T. Gourville
Teaching Note for [510040]. View Details
- July 2005 (Revised January 2009)
- Case
Paper and More (A)
Provides a context and exercise for introducing retail inventory management, including cost optimization, service-level criteria, and forecasting in single and multiproduct settings. The owner of a single-location paper and paper products store considers the... View Details
Keywords: Cost Management; Measurement and Metrics; Logistics; Sales; Expansion; Consumer Products Industry; Retail Industry
Watson, Noel H. "Paper and More (A)." Harvard Business School Case 606-023, July 2005. (Revised January 2009.)
- 14 Jul 2003
- Research & Ideas
Keeping Your Balance With Customers
knowledgeable account managers who could work, in their words, "seamlessly," with the customer because they understood the customer's business. Their measure: the percentage of sales requiring such... View Details
Keywords: by Robert S. Kaplan & David P. Norton
- 01 Feb 1999
- News
Newman's Own Brand of Charity
and a modest investment of $40,000 in personal funds, Newman's Own grossed about $3.2 million in sales during its first year, generating a pretax profit of $373,000. Over the years the company's offerings have expanded to include other... View Details
- 01 Jun 2012
- News
Made in the USA
the Middle East, Armenia, and the Philippines have buoyed sales and enabled Scharfman to double the size of his workforce to 100 over the last five years. “Our selling point is that we make ‘homemade,’ ethnically authentic cheeses, but... View Details
- 20 Dec 2016
- Research & Ideas
The 10 Most Popular 'Cold Call' Podcasts
listeners behind the scenes of a case he or she has written, probing what inspired the case, exploring how it relates to management practice, and delving into interesting anecdotes that come from researching the case and teaching it in... View Details
Keywords: Re: Multiple Faculty
- Web
Challenges and Opportunities in the Restaurant Industry - Course Catalog
in their life and 1 in 3 Americans having their first job experience in a restaurant. Restaurants have provided significant management and ownership opportunities for women and minorities. Restaurants are also big business. In 2024, US... View Details
John P. Weyerhaeuser
The eldest son of Frederick Weyerhaeuser, John P. Weyerhaeuser continued to build the empire his father had begun. When John assumed the presidency, the family holdings numbered well over a dozen companies, ranging from sales entities to... View Details
Keywords: Wood, Paper & Forestry
- 01 Jun 2001
- News
"Unheard Voices" Brings to Light Three Centuries of American Women at Work
contributing to the family’s livelihood by spinning yarn, weaving cloth, sewing quilts, and producing other clothing and textile items for sale or trade. When she died, her husband’s second wife, Deliverance, took over these tasks and was... View Details
- 18 Aug 2011
- Lessons from the Classroom
Business Plan Contest: 15 Years of Building Better Entrepreneurs
impact on our trajectory." Last year, with three remaining locations in the Boston area, Finale's original lead investors acquired a majority ownership in the business, folding it into a Rhode Island-based holding company where Conforti now serves as View Details