Publications
Publications
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- All HBS Web
(392)
- Faculty Publications (300)
- November 1988
- Teaching Note
IBM Marketing Organization (A) and (B), Teaching Note
Keywords: Marketing
- October 1988 (Revised November 2006)
- Background Note
Aspects of Sales Management: An Introduction
Discusses certain general issues that affect sales-management requirements in most companies: 1) the nature of the salesperson's "boundary role" in the organization, and 2) the relevance and limits of compensation policies as a key means of affecting the salesperson's... View Details
Keywords: Salesforce Management
- October 1988 (Revised October 1989)
- Background Note
Aspects of Marketing Organization: An Introduction
Discusses the typical strengths, vulnerabilities, and key management skills associated with three common forms of marketing organization: a product-focused organization, a market-focused organization, and a functionally-focused organization. It considers how the nature... View Details
Keywords: Marketing Strategy
- October 1988 (Revised November 1989)
- Case
Pepsi-Cola Fountain Beverage Division: Tea Breeze
Keywords: Food and Beverage Industry
- October 1988
- Case
Pepsi-Cola Fountain Beverage Division: Marketing Organization
- September 1988 (Revised November 1989)
- Case
Honeywell, Inc.: International Organization for Commercial Avionics (A)
Keywords: Air Transportation Industry
- September 1988
- Case
Honeywell, Inc.: International Organization for Commercial Avionics (B)
- July 1988 (Revised October 1989)
- Teaching Note
Westinghouse Electric Corp. (A) and (B), Teaching Note
Keywords: Electronics Industry
- May 1988 (Revised October 1989)
- Teaching Note
Alloy Rods Corp., Teaching Note
Teaching Note for (9-586-046). View Details
- May 1988
- Case
Capital Cities/ABC, Inc: Spot Sales
- April 1988 (Revised June 1993)
- Case
MCI Telecommunications Corp.: VNET (A)
Keywords: Telecommunications Industry
- February 1988
- Case
IBM Marketing Organization (A): Changes in Structure
- February 1988
- Case