Sales Force Management - Publications - Faculty & Research

01 Dec 2019
News

From Das’s Desk

written and the insights and lessons they offer. The Disruptive Voice – A series that looks at examples of disruptive innovation being explored by academics, researchers, and practitioners who were inspired by Professor Clay Christensen. View Details

Keywords: podcasts; lifelong learning; alumni; Colleges, Universities, and Professional Schools; Educational Services

Blog

Have You Checked out Podcasts from HBS?

management Managing the Future of Work: Discussion of the forces reshaping the nature of work Women at Work: Conversations about role of women in the today’s workplace... View Details

15 Nov 2020
News

Exploring China’s Belt & Road Initiative

Cizik Professor of Management Practice in Business Administration, the course was designed to help students understand the BRI from both an operations and a political-economy perspective. “China’s global efforts, especially its overseas... View Details

Barry Schwartz

Schwartz is the business half of Calvin Klein Inc.’s leadership, and without his industry savvy, Klein’s popular fashion designs could not have become so successful. Schwartz’s attentive management style allowed the company to purchase... View Details

Keywords: Fabric & Apparel

06 Aug 2001
Research & Ideas

Go Global—or No? Can You Make the Case?

the face of a new competitive threat. HBR published comments from four management gurus on what DataClear should do. (See Close Up.) Now it's your turn. We have included an excerpt of the case and a summary of the consultants' advice. But... View Details

Keywords: by Walter Kuemmerle

January 2009
Supplement

Live Nation Faces the Music (B)

By: Stephen P. Bradley, Frank V. Cespedes and Kerry Herman

In 2008, concert producer and promoter Live Nation, faces a decision about its strategy in light of the tumultuous changes in the music industry and the increasing power of the major artists. As the music business once again recreates itself in response to new... View Details

Keywords: Arts; Transformation; Revenue; Framework; Five Forces Framework; Demand and Consumers; Industry Structures; Relationships; Opportunities; Power and Influence; Business Strategy; Music Industry

Citation

01 Oct 1997
News

After 27 Years at HBS, Shapiro Shifts Professional Focus

whose new office is located in Concord, Massachusetts, will continue to pursue independent research in areas such as performance-based pricing, software pricing, and professional-service pricing; the management of large, industrial View Details

01 Feb 1997
News

New Releases

include essays from scholars at institutions such as HBS, Stanford, and MIT, as well as from senior managers at Intel, IBM, and Mercer Management Consulting. Drawing on lessons from leading companies of the... View Details

April 2009
Case

Supply Chain Optimization at Hugo Boss (A)

By: Ananth Raman, Nicole DeHoratius and Zahra Kanji

We evaluate the impact of a supply chain pilot implemented at Hugo Boss. This pilot entailed altering the way in which Hugo Boss orders from its suppliers. We explore the challenge of assessing the impact of supply chain change, the link between operational performance... View Details

Keywords: Order Taking and Fulfillment; Logistics; Supply Chain Management; Performance Evaluation; Sales; Apparel and Accessories Industry; Retail Industry; Europe

Citation

Educators

Purchase

31 Oct 2004
Research & Ideas

The New CEO’s Wrong Message

than a year's work by a division manager and his team. They had developed advertising, prepared promotional materials, crafted a sales and distribution plan, and assigned responsibilities for different parts... View Details

Keywords: by Michael E. Porter, Jay W. Lorsch & Nitin Nohria

01 Sep 2009
News

Read All About It!

the 1930s, for example, per-person movie ticket sales were seven times higher than at the end of the 1990s. Fox Photos/Getty Images In the sweep of U.S. history, consumption had been a force for great... View Details

Keywords: Garry Emmons; Colleges, Universities, and Professional Schools; Educational Services; Publishing Industries (except Internet); Information

01 Dec 2020
What Do You Think?

How Can We Get Companies to Invest More in Low-Wage Workers?

force of researchers at the Massachusetts Institute of Technology reminds us again how badly those on the front lines, particularly the men without four-year degrees who make up two-thirds of American workers, have done in relation to... View Details

Keywords: by James Heskett

07 Sep 2020
Research & Ideas

How to Help Small Businesses Survive COVID's Next Phase

small-business owners can take now Mills offers three recommendations to cash-strapped business owners: Focus on social media and email to reach customers. The coronavirus pandemic forced many analog companies to embrace digital... View Details

Keywords: by Danielle Kost; Food & Beverage; Service

24 Mar 2020
Research & Ideas

These Coronavirus Heroes Show Us How Crisis Leadership Works

challenge: keeping Merck’s antibiotic factory running after school closures forced employees with children to stay home. Omar Ishrak, Medtronic CEO, leads a global company of 100,000 people. His greatest challenge currently is ramping... View Details

Keywords: by Bill George; Health

24 Apr 2014
News

A commitment to conservation supports the bottom line

Protecting the country’s conservation land while also turning a profit guides the business model at The Lyme Timber Company. David Hoffer (AB 1990, MBA 1995, JD 1996), managing director at the timberland investment View Details

22 Feb 2016
Research & Ideas

The ‘Mother of Fair Trade’ was an Unabashed Price Protectionist

was beginning to take hold in the 1920s. Chains and department stores opened across America, using volume sales to offer lower prices on a variety of goods. Gleason encountered competition from these chain stores as well as “pineboards,”... View Details

Keywords: by Dina Gerdeman; Retail; Health; Legal Services

17 Dec 2015
News

Acquiring Business Skills To Advance A Career Trajectory

technology is expanding rapidly as the industry is being reinvigorated with new competitors and advanced electronics, materials, and manufacturing processes,” says Sondecker. His interest in aerospace began in earnest when patriotism inspired Sondecker to enroll at the... View Details

Keywords: Machinery Manufacturing; Manufacturing

22 Dec 2003
Research & Ideas

Why Negotiation is Like Jazz

negotiation requires adapting your communication acts to the most advantageous pattern. Learning The Notes Imagine you're a sales rep negotiating with the procurement manager of a professional services firm.... View Details

Keywords: by Kathleen L. McGinn

01 Mar 2017
News

Starting Lineup: No Reservations

$1.5 billion in sales last year. There are also rumors of an IPO. Chorus Hospitality Founder and CEO Michael Tisch (MBA 2014) Founded 2015 “A service-focused management partner,” Chorus Hospitality invests... View Details

26 Jan 2017
News

Finding a Path out of Poverty

Witwatersrand and then earned a master’s degree in finance from the University of Pretoria. From there he took on a series of positions in financial services, including head of trading, head of sales and marketing, and vice president,... View Details

Keywords: Margie Kelley

Publications