Sales Force Management - Publications - Faculty & Research

09 Nov 2006
Research & Ideas

Andy Grove: A Biographer’s Tale

Whereas middle management is actually out there on the front lines. It's middle management, especially salespeople, who, if a sale is lost, they feel it in their pocketbook or in their wallet right away. If... View Details

Keywords: by Sean Silverthorne; Computer

24 Sep 2019
Research & Ideas

Do National Security Secrets Hold Back National Innovation?

substantial blow to society’s technological advancement, or a manageable cost to protect national interests, remains an open question. “One reading is that it had a chilling effect, as you had inventions that were temporarily lost to... View Details

Keywords: by Kristen Senz

21 Jul 2015
First Look

First Look: July 21, 2015

from its historical competence in hardware to become a provider of hardware and software for managing transactions across a range of industries and payments methods. Nuti envisioned a world in which consumers would use NCR hardware or... View Details

Keywords: Sean Silverthorne

09 Oct 2017
Research & Ideas

Fearing Fox News, Democratic-leaning Companies Delayed Negative Announcements

to explore the impact of a specific media source on the business landscape. "Depending on what the media reports on, it can actually create reputational costs for firms," says Jonas Heese, an assistant professor in the Accounting & View Details

Keywords: by Jen Deaderick; Media & Broadcasting

February 2017
Supplement

JCDecaux, 2016: Global Leader ... Again

By: John R. Wells and Gabriel Ellsworth

In 2016, JCDecaux was number one in the world in outdoor advertising. This was a far cry from the situation in 2003; at that time, JCDecaux had been unseated by Clear Channel from the number-one spot that it had held for decades, and it was fighting for second place... View Details

Keywords: JCDecaux; Clear Channel Outdoor; OUTFRONT Media; Lamar Advertising Company; Jean-François Decaux; Jean-Charles Decaux; Outdoor Advertising; Street Furniture; Airports; Billboards; Bicycles; Digital Devices; Digital Marketing; Bidding; Advertising; Advertising Campaigns; Acquisition; Mergers and Acquisitions; Business Growth and Maturation; Business Model; Business Organization; Family Business; For-Profit Firms; Joint Ventures; Design; Price; Profit; Revenue; Geographic Location; Geographic Scope; Global Range; Globalization; Global Strategy; Globalized Firms and Management; Multinational Firms and Management; Globalized Markets and Industries; Government Legislation; Business History; Human Resources; Laws and Statutes; Business or Company Management; Goals and Objectives; Growth and Development Strategy; Growth Management; Marketing; Brands and Branding; Marketing Channels; Marketing Strategy; Product Marketing; Demand and Consumers; Supply and Industry; Operations; Distribution; Infrastructure; Logistics; Product; Product Design; Production; Organizational Structure; Property; Public Ownership; Renting or Rental; Problems and Challenges; Business and Community Relations; Business and Government Relations; Family and Family Relationships; Sales; Situation or Environment; Luxury; Strategy; Business Strategy; Commercialization; Competition; Competitive Advantage; Competitive Strategy; Consolidation; Corporate Strategy; Customization and Personalization; Expansion; Segmentation; Mobile Technology; Wireless Technology; Air Transportation; Bicycle Transportation; Rail Transportation; Transportation Networks; Advertising Industry; France; Paris

Citation

Purchase

16 Nov 2010
First Look

First Look: November 16, 2010

In mid-February 2009, Dubai Duty Free Managing Director Colm McLoughlin received the January sales report. He left the report lying on his desk unopened and went to walk around the shops as he did every... View Details

Keywords: Sean Silverthorne

25 May 2016
Research & Ideas

How Consumers and Businesses are Reshaping Public Health

disaster that killed over 1,000 factory workers in Bangladesh in 2013 highlighted to Western consumers the challenging conditions faced by the workers who made their clothes. Consumer pressure on Western retailers worked its way back up the supply chain to View Details

Keywords: by John A. Quelch; Health

16 Jul 2013
First Look

First Look: July 16

dynamic consumer segmentation, which operates independent of the homogenization effect, and can in fact be stronger when the homogenization effect is weaker. We also find that bundles are treated as separate products (distinct from component products) by consumers.... View Details

Keywords: Anna Secino

21 Apr 2011
Research & Ideas

Searching for Better Practices in Social Investing

philanthropy and a search for 'give us better practices,' " said Nancy Roob, president and CEO of the Edna McConnell Clark Foundation (EMCF). Joining her on the panel were Matt Bannick (HBS MBA 1993), managing partner of Omidyar... View Details

Keywords: by Carmen Nobel; Financial Services

07 Mar 2000
Research & Ideas

Putting Health Care Consumers in the Driver’s Seat

management control and health care. Her latest book, Market-Driven Health Care, won the 1998 Book of the Year Award from the American College of Healthcare Executives. Herzlinger opened the conference by reporting on the View Details

Keywords: by Staff; Health

17 Apr 2012
First Look

First Look: April 17

Janisse Publication:Best Paper Proceedings of the Academy of Management (2012). Abstract We examine the internal supply chains at two service organizations to discover the source of disruptions that erode employees' efficiency. Through... View Details

Keywords: Carmen Nobel

24 Feb 2014
Research & Ideas

Busting Six Myths About Customer Loyalty Programs

activities makes them less attractive to leader brands. They prefer, ceteris paribus, heavier, less scalable promotional activities, like in-store demonstrations, big prize sweepstakes, and the like, which are less affordable for challenger brands. However, leader... View Details

Keywords: by Marcel Corstjens & Rajiv Lal; Retail; Consumer Products

04 Jun 2007
Research & Ideas

Is Health Care Making You Better—or Dead?

have written this book when you were writing Market-Driven Health Care (1996) or Consumer-Driven Health Care (2004)? A: I think at the time of Market-Driven Health Care, people were still delirious about the prospects of managed care.... View Details

Keywords: by Sean Silverthorne; Health

18 Jun 2007
Op-Ed

Leveling the Executive Options Playing Field

managers at the expense of investors and tax authorities.” My comments below provide an overview of the financial and tax accounting systems and their treatment of incentive compensation. Independently, the topics of financial accounting,... View Details

Keywords: by Mihir Desai

24 Oct 2024
Research & Ideas

With Millions of Workers Juggling Caregiving, Employers Need to Rethink Support

the workforce. Companies also pay a price, both directly and indirectly, often in ways they don’t fully understand, the report found. The Gazette spoke with its author Joseph B. Fuller, professor of management practice and co-chair of the... View Details

Keywords: by Christine Pazzanese, Harvard Gazette

05 Nov 2009
Research & Ideas

A Market for Human Cadavers in All but Name?

framework.) The window of opportunity, if you wish, is even larger than it might appear. More specifically, the purchase or sale of whole bodies—not parts—is absent from the Act's provision. Second, the purchase and View Details

Keywords: by Michel Anteby; Health

29 Jan 2008
First Look

First Look: January 29, 2008

potential: (1) project complexity, (2) cross-functionality, (3) temporary membership, (4) fluid team boundaries and (5) embeddedness in organizational structures. We argue that effective management of these five attributes allows not only... View Details

Keywords: Martha Lagace

30 Jul 2014
Lessons from the Classroom

Teaching The Deal

a reasonable request and deliver it with a smile, hopefully you can keep the other person in the room and see what happens next." Mohan—former managing director and now senior advisor of $15 billion VC and private equity firm Summit... View Details

Keywords: by Dina Gerdeman; Education

09 Jul 2014
Research & Ideas

How Business Leaders Can Strengthen American Schools

forces with the Bill and Melinda Gates Foundation and the Boston Consulting Group to determine how business leaders can partner more effectively with educators to support America's students and schools. "Study after study has shown... View Details

Keywords: by Julia Hanna; Education

23 Jul 2001
Research & Ideas

Looking for CEOs in All the Wrong Places

turnover is largely determined by two factors: whether the turnover is forced or natural, and whether an internal or external candidate is selected as the successor. CEO searches, as currently practiced, are likely to exclude many... View Details

Keywords: by Peter K. Jacobs; Employment

Publications