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Show Results For
- All HBS Web
(413)
- People (1)
- News (58)
- Research (324)
- Events (3)
- Multimedia (2)
- Faculty Publications (169)
- 01 Sep 2013
- News
Passion & Purpose
expertise in technology was helpful because I didn't have preconceived notions of how things should be done.” Lee transformed a struggling software sales company into a global provider of IT products and services. Under her leadership,... View Details
- 19 Jul 2016
- First Look
July 19, 2016
probability of default causes a 6% decline in the value of Argentine equities and a 1% depreciation of a measure of the exchange rate. We examine the channels through which a sovereign default may affect the economy. Harvard Business... View Details
Keywords: Sean Silverthorne
- 01 Mar 2012
- News
Shop Talk, Different Avenues
disruptive business model: an online site that requires customers to register, featuring flash sales of discounted luxury goods for men and women in categories including designer clothing, accessories, home goods, food and wine, and... View Details
- 16 Feb 2004
- Research & Ideas
Marketing Wine to the World
industry. Buyer power appears to be higher in the Old World. Consumers are more sophisticated and somewhat more price sensitive in the Old World than in the New World. More sales occur through supermarkets and other off-premise locations... View Details
- 25 Oct 2016
- First Look
October 25, 2016
approach to sales, including the sales team's composition, compensation, and incentive structure. Over time, Oversight had engaged in a variety of channel partnerships, and some were more successful than... View Details
Keywords: Sean Silverthorne
- 20 Mar 2007
- First Look
First Look: March 20, 2007
Working PapersIncorporating Price and Inventory Endogeneity in Firm-Level Sales Forecasting Authors:Saravanan Kesavan, Vishal Gaur, and Ananth Raman Abstract As numerous papers have argued, sales, inventory, and gross margin for a... View Details
Keywords: Martha Lagace
- Profile
Aimmy Asavatevavith
Big C Supercenter, a retailer she had worked with before enrolling at HBS, informed with a greater understanding of alternative sales channels and equipped with ability to ask the hard questions. She'll also... View Details
Keywords: Retail/Hospitality
- 01 Oct 2020
- What Do You Think?
Are CEOs the Wrong Leaders for Stakeholder Capitalism?
(iStock) iStock SUMMING UP Who Will Call the Shots in Stakeholder Capitalism? At one time in my checkered academic career I studied, researched, and published papers about interorganizational management. Specifically, I was interested in measuring the benefits of... View Details
Keywords: by James Heskett
- 01 Mar 2023
- News
Case Study: Power Nappy
thriving “pure DTC” brands due to rising customer-acquisition costs, the continued importance of retail, and the reality of Amazon Prime. Few customers purchase in a single channel long-term but rather purchase across View Details
- 28 Oct 2019
- Research & Ideas
Brick-and-Mortar Stores Are Making a Comeback
will not survive are the retailers that are more like a warehouse, or just physical repositories of goods. Real estate is too expensive for that purpose. The opportunity to think about online and offline as complementary channels has... View Details
- 14 Oct 2013
- Research & Ideas
Blockbuster! Why Star Power Works
that actual data on how markets are evolving tell a much different story than what Anderson predicted. As demand shifts from offline retailers with limited shelf space to online channels with much larger assortments, the View Details
- 18 Apr 2005
- Research & Ideas
Selling Luxury to Everyone
everybody is getting into the cosmetic business.— Tyler Morse, Bliss "We'll know exactly what brands are performing well, exactly what sizes are selling," she said. Instant Feedback Morse said controlling a retail channel is a... View Details
- 03 Aug 2022
- News
Hungry for Change
figure out other ways to get it to them.” Today, Sun & Swell’s sales come principally through website and wholesale channels that can accommodate the products’ shorter shelf life, including corporate offices... View Details
Keywords: April White
- 01 Sep 2018
- News
Case Study: A Good Fit
billion in disability benefits a year, Eldridge says. Gain Life’s existing wellness market has good prospects, although it’s highly competitive, “almost to the point of commoditization,” he adds, and the sales cycles can last up to a... View Details
Keywords: Jen McFarland Flint
- 08 Jul 2014
- First Look
First Look: July 8
upgrading of its channel strategy design that accounted for 46% of North America sales in 2006. Nonetheless, NetApp senior management announced they expected to grow revenue another 30% in fiscal 2007 with... View Details
Keywords: Carmen Nobel
- 12 Oct 1999
- Research & Ideas
Rapid Response: Inside the Retailing Revolution
which facilitates the accurate and instantaneous exchange of sales figures between the manufacturer and the retailer. In the mid-1980s, these advances began to chip away at the barriers commonly found throughout the various stages of... View Details
- 13 Nov 2000
- Research & Ideas
Managing to Learn: How Companies Can Turn Knowledge into Action
(Illustration: Dave Cutler) After a decade of extraordinary growth, Nike faced slowing sales in the early 1980s because the normally market-wise company had missed a major turn in the road. Reebok had introduced softer and more... View Details
Keywords: by Laurie Joan Aron
- 2009
- Working Paper
Gray Markets and Multinational Transfer Pricing
By: Romana L. Autrey and Francesco Bova
Gray markets arise when a manufacturer's products are sold outside of its authorized channels, for instance when goods designated for a foreign market are resold domestically. One method multinationals use to combat gray markets is to increase internal transfer prices... View Details
Keywords: Price; Multinational Firms and Management; Demand and Consumers; Distribution Channels; Business and Government Relations; Sales; Competitive Strategy
Autrey, Romana L., and Francesco Bova. "Gray Markets and Multinational Transfer Pricing." Harvard Business School Working Paper, No. 09-098, February 2009. (Revised October 2009.)
- 19 Nov 2001
- Research & Ideas
Wrapping Your Alliances In a World Wide Web
concurrent data from all members of the supply chain, and the Internet-based technologies discussed above are rapidly proving to be the preferred channels for these data. In addition to enabling rich point-to-point links, the Internet is... View Details
Keywords: by Andrew McAfee
- Web
Launching Tech Ventures - Course Catalog
indirect selling efforts and at what phase in the startup's lifecycle should each be employed? How can founders themselves be the most effective sales engine for an early-stage company, even though it clearly does not scale as a go to... View Details