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    • All HBS Web  (4,325)
      • Faculty Publications  (914)

      Sales Force ManagementRemove Sales Force Management →

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      • Article

      Channel Integration, Sales Dispersion, and Inventory Management

      By: Santiago Gallino, Antonio Moreno and Ioannis Stamatopoulos
      We study the effects of the introduction of cross-channel functionalities on the overall sales dispersion of retailers and the implications of these effects for inventory management. To do that, we analyze data from a leading U.S. retailer who introduced a... View Details
      Keywords: Retail Operations; Online Retail; Channel Integration; Sales Dispersion; Long Tail; Empirical Operations; Inventory Management; Omnichannel Retail; Marketing Channels; Integration; Sales; Logistics; Operations; Management; Retail Industry
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      Gallino, Santiago, Antonio Moreno, and Ioannis Stamatopoulos. "Channel Integration, Sales Dispersion, and Inventory Management." Management Science 63, no. 9 (September 2017): 2813–2831.
      • August 29, 2017
      • Article

      How to Successfully Work Across Countries, Languages, and Cultures

      By: Tsedal Neeley
      According to a recent McKinsey Global Institute report, the number of people in the global labor force will reach 3.5 billion by 2030. Among the enormous changes this will demand are new skills, attitudes, and behaviors. A five-year study of the global workforce at... View Details
      Keywords: Global Range; Globalized Firms and Management; Employees; Competency and Skills; Success
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      Neeley, Tsedal. "How to Successfully Work Across Countries, Languages, and Cultures." Harvard Business Review (website) (August 29, 2017).
      • August 2017 (Revised November 2017)
      • Case

      VTS

      By: Mark Roberge and Michael Roberts
      The case raises issues around sales force deployment and management issues in the SaaS industry. Specifically, VTS sells a software product to the real estate industry and has designed a Go-to-Market strategy for what the founders perceive to be the unique... View Details
      Keywords: Salesforce Management; Compensation and Benefits; Managerial Roles; New York (city, NY)
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      Roberge, Mark, and Michael Roberts. "VTS." Harvard Business School Case 818-048, August 2017. (Revised November 2017.)
      • August 2017 (Revised July 2018)
      • Case

      MannKind Corporation: Take a Deep Breath, This Time Afrezza Will Work

      By: Elie Ofek and Amanda Dai
      In June 2014, MannKind Corporation announced that after years of development and billions of dollars in expenses, the FDA had finally approved its drug, Afrezza. MannKind would thus be the only company with an inhalable insulin on the market. As an alternative to... View Details
      Keywords: Health Care and Treatment; Product Launch; Product Positioning; Marketing Strategy; Adoption; Pharmaceutical Industry
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      Ofek, Elie, and Amanda Dai. "MannKind Corporation: Take a Deep Breath, This Time Afrezza Will Work." Harvard Business School Case 518-031, August 2017. (Revised July 2018.)
      • August 2017
      • Article

      Incentives versus Reciprocity: Insights from a Field Experiment

      By: Doug J. Chung and Das Narayandas
      We conduct a field experiment in which we vary the sales force compensation scheme at an Asian enterprise that sells consumer durable goods. With variation generated by the experimental treatments, we model sales force performance to identify the effectiveness of... View Details
      Keywords: Sales Force Compensation; Field Experiment; Heterogeneity; Loss Aversion; Reciprocity; Salesforce Management; Compensation and Benefits
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      Chung, Doug J., and Das Narayandas. "Incentives versus Reciprocity: Insights from a Field Experiment." Journal of Marketing Research (JMR) 54, no. 4 (August 2017): 511–524. (Lead article.)
      • July 2017
      • Article

      What Do Measures of Real-Time Corporate Sales Tell Us About Earnings Surprises and Post-announcement Returns?

      By: Kenneth A. Froot, Namho Kang, Gideon Ozik and Ronnie Sadka
      We develop real-time proxies of retail corporate sales from multiple sources, including approximately 50 million mobile devices. These measures contain information from both the earnings quarter (within quarter) and the period between that quarter's end and the... View Details
      Keywords: Announcements; Business Earnings; Sales; Retail Industry
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      Froot, Kenneth A., Namho Kang, Gideon Ozik, and Ronnie Sadka. "What Do Measures of Real-Time Corporate Sales Tell Us About Earnings Surprises and Post-announcement Returns?" Journal of Financial Economics 125, no. 1 (July 2017): 143–162. (Revised from NBER Working Paper No. 22366, June 2016, Harvard Business School Working Paper No. 16-123, April 2016.)
      • June 2017
      • Teaching Note

      Quiet Logistics (A) and (B)

      By: Robert Simons and Jennifer Packard
      Teaching Note for HBS Nos. 115-001 and 115-003. View Details
      Keywords: Strategy And Execution; Management Control Systems; Five Forces; Risk; Adaptability; Distribution Industry; Technology Industry; United States
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      Simons, Robert, and Jennifer Packard. "Quiet Logistics (A) and (B)." Harvard Business School Teaching Note 117-052, June 2017.
      • June 2017 (Revised September 2021)
      • Case

      Sales Misconduct at Wells Fargo Community Bank

      By: Suraj Srinivasan, Dennis W. Campbell, Susanna Gallani and Amram Migdal
      Set in early 2017, this case examines widespread sales misconduct at Wells Fargo Community Bank. Wells Fargo's governance and controls are described in the lead up to the September 2016 announcement that Wells Fargo had settled with regulators for $185 million in... View Details
      Keywords: Corporate Governance; Governance Controls; Governing Rules, Regulations, and Reforms; Governing and Advisory Boards; Executive Compensation; Lawsuits and Litigation; Crisis Management; Mission and Purpose; Organizational Design; Business and Community Relations; Business and Government Relations; Crime and Corruption; Business Organization; Business Model; Ethics; Corporate Accountability; Governance Compliance; Policy; Compensation and Benefits; Resignation and Termination; Laws and Statutes; Legal Liability; Business or Company Management; Risk Management; Business Processes; Organizational Culture; Organizational Structure; Failure; Agency Theory; Business and Shareholder Relations; Business and Stakeholder Relations; Risk and Uncertainty; Salesforce Management; Public Opinion; Banking Industry; North and Central America
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      Srinivasan, Suraj, Dennis W. Campbell, Susanna Gallani, and Amram Migdal. "Sales Misconduct at Wells Fargo Community Bank." Harvard Business School Case 118-009, June 2017. (Revised September 2021.)
      • June 2017 (Revised May 2018)
      • Supplement

      Hilti Fleet Management Video Supplements

      By: Ramon Casadesus-Masanell, Oliver Gassmann and Roman Sauer
      This case explores the introduction of fleet management in the construction industry by the premium power tools manufacturer Hilti in 2000. Following its customers’ needs, Hilti moved from selling power tools to leasing them as a service. The introduction of the new... View Details
      Keywords: Hilti; Business Model Innovation; Fleet Management; Decision-making; Implementation; Power Tools Industry; Europe; Switzerland; Liechtenstein; Business Model; Restructuring; Transformation; Transition; Customer Value and Value Chain; Construction; Leasing; Strategy; Decision Making; Construction Industry; Switzerland; Liechtenstein; Germany; Austria; Europe; United States; Asia; Brazil; China; Latin America; North America; Africa; Japan; Hong Kong
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      Casadesus-Masanell, Ramon, Oliver Gassmann, and Roman Sauer. "Hilti Fleet Management Video Supplements." Harvard Business School Multimedia/Video Supplement 717-808, June 2017. (Revised May 2018.)
      • June 2017
      • Teaching Note

      IBM Transforming, 2012–2016: Ginni Rometty Steers Watson

      By: Rosabeth Moss Kanter and Jonathan Cohen
      Ginni Rometty, who became IBM CEO in 2012, led efforts to transform the company around cognitive computing and the AI platform Watson. This Teaching Note helps instructors understand and teach the Harvard Business School case “IBM Transforming, 2012–2016: Ginni Rometty... View Details
      Keywords: Digital; Technological Change; Artificial Intelligence; Data; IBM; Watson; Internet Of Things; Innovation and Invention; Management; Sales; Information Technology; Technological Innovation; Transformation; AI and Machine Learning
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      Kanter, Rosabeth Moss, and Jonathan Cohen. "IBM Transforming, 2012–2016: Ginni Rometty Steers Watson." Harvard Business School Teaching Note 317-126, June 2017.
      • 2017
      • Book

      Profits and Sustainability: A History of Green Entrepreneurship

      By: Geoffrey Jones
      This book explores whether profits and environmental sustainability are compatible through the lens of a global history of green entrepreneurship between the nineteenth century and today. It tells the story of the extraordinary and often eccentric men and women who... View Details
      Keywords: Environmental Entrepreneurship; Green Business; Sustainability; Entrepreneurship; Ethics; Business History; Religion; Environmental Sustainability; Agriculture and Agribusiness Industry; Banking Industry; Beauty and Cosmetics Industry; Consumer Products Industry; Alternative Energy Industry; Financial Services Industry; Food and Beverage Industry; Green Technology Industry; Tourism Industry; Africa; Asia; Europe; Latin America; North and Central America; Oceania
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      Jones, Geoffrey. Profits and Sustainability: A History of Green Entrepreneurship. New York: Oxford University Press, 2017.
      • June 2017 (Revised October 2017)
      • Case

      Becton Dickinson: Innovation and Growth (A)

      By: Raffaella Sadun, Michael Beer and James Weber
      In late 2015, CEO Vince Forlenza was reviewing Becton Dickinson’s transformation efforts designed to enable the company to innovate and grow in a changing environment. Becton Dickinson had been a successful medical device company for over 100 years. In recent years,... View Details
      Keywords: Transformation; Change Management; Innovation Leadership; Mergers and Acquisitions; Organizational Change and Adaptation; Organizational Culture; Organizational Design; Strategy; Growth and Development Strategy; Medical Devices and Supplies Industry; Health Industry; Manufacturing Industry; United States
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      Sadun, Raffaella, Michael Beer, and James Weber. "Becton Dickinson: Innovation and Growth (A)." Harvard Business School Case 717-419, June 2017. (Revised October 2017.)
      • June 2017
      • Case

      Magellan Boatworks

      By: John A. Quelch and James T. Kindley
      Magellan Boatworks is a midsize manufacturer of customized, power "cruising yachts." In the face of economic and political uncertainty in late 2016, Magellan's VP of sales and marketing, Walt Robinson, wonders whether he should request a budget increase for 2017.... View Details
      Keywords: Marketing; Marketing Communications; Advertising; Strategy; Salesforce Management
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      Quelch, John A., and James T. Kindley. "Magellan Boatworks." Harvard Business School Brief Case 917-547, June 2017.
      • May 2017 (Revised November 2017)
      • Case

      Cotopaxi: Managing Growth for Good

      By: Andy Wu and Laura Huang
      Cotopaxi, an innovative outdoor gear business targeting millennials, focuses on profit and social impact. This registered benefit corporation was formed by Davis Smith who coalesced his experiences as a Wharton MBA student along with professional knowledge from an... View Details
      Keywords: Entrepreneurship; Social Venture; Benefit Corporation; B-Corp; Retail; Consumer Products; Apparel; Social Impact; Social Entrepreneurship; Business Model; Product Positioning; Social Enterprise; Mission and Purpose; Consumer Products Industry; Retail Industry
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      Wu, Andy, and Laura Huang. "Cotopaxi: Managing Growth for Good." Harvard Business School Case 717-488, May 2017. (Revised November 2017.)
      • May 2017
      • Teaching Note

      Hilti Fleet Management (A) and (B)

      By: Ramon Casadesus-Masanell, Oliver Gassmann and Roman Sauer
      These notes are meant to accompany Hilti Fleet Management (A): Turning a Successful Business Model on Its Head (717-427) and Hilti Fleet Management (B): Towards a New Business Model (717-465).
      This case explores the introduction of fleet management in the... View Details
      Keywords: Hilti; Business Model Innovation; BMI; Fleet Management; Decision-making; Implementation; Power Tools Industry; Europe; Switzerland; Liechtenstein; Business Model; Restructuring; Transformation; Transition; Customer Value and Value Chain; Customer Focus and Relationships; Construction; Innovation and Invention; Leasing; Strategy; Decision Making; Growth Management; Construction Industry; Switzerland; Liechtenstein; Germany; Austria; Europe; United States; Asia; Brazil; China; Latin America; Africa; Japan; Hong Kong; France; Italy; Spain
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      Casadesus-Masanell, Ramon, Oliver Gassmann, and Roman Sauer. "Hilti Fleet Management (A) and (B)." Harvard Business School Teaching Note 717-507, May 2017.
      • May 2017 (Revised September 2018)
      • Case

      Hilti Fleet Management (A): Turning a Successful Business Model on Its Head

      By: Ramon Casadesus-Masanell, Oliver Gassmann and Roman Sauer
      This case explores the introduction of fleet management in the construction industry by the premium power tools manufacturer Hilti in 2000. Following its customers’ needs, Hilti moved from selling power tools to leasing them as a service. The introduction of the new... View Details
      Keywords: Hilti; Business Model Innovation; BMI; Fleet Management; Decision-making; Implementation; Power Tools Industry; Business Model; Restructuring; Transformation; Transition; Customer Value and Value Chain; Customer Focus and Relationships; Construction; Innovation and Invention; Leasing; Strategy; Decision Making; Construction Industry; Switzerland; Liechtenstein; Germany; Austria; Europe; United States; Asia; Brazil; China; Japan; Hong Kong
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      Casadesus-Masanell, Ramon, Oliver Gassmann, and Roman Sauer. "Hilti Fleet Management (A): Turning a Successful Business Model on Its Head." Harvard Business School Case 717-427, May 2017. (Revised September 2018.)
      • May 2017 (Revised August 2021)
      • Case

      Mavi: Fashioning a Path to Brand Growth

      By: Jill Avery and Gamze Yucaoglu
      This case examines the strategic choices and business model with regards to branding at Mavi, a leading Turkish apparel retailer. The case is presented from the perspective of the company CEO and its global brand director who is also part owner. In 2015, Mavi had sales... View Details
      Keywords: Brand Management; Brand Architecture; Brand Portfolio Strategy; Brand Positioning; International Expansion; Retailing; Fashion; Pricing; Fast Fashion; Emerging Economies; Brand Extension; Marketing; Marketing Strategy; Brands and Branding; Emerging Markets; Growth and Development Strategy; Expansion; Global Range; Decision Choices and Conditions; Fashion Industry; Retail Industry; Turkey; Europe; Asia
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      Avery, Jill, and Gamze Yucaoglu. "Mavi: Fashioning a Path to Brand Growth." Harvard Business School Case 517-075, May 2017. (Revised August 2021.)
      • 2018
      • Working Paper

      Opportunistic Returns and Dynamic Pricing: Empirical Evidence from Online Retailing in Emerging Markets

      By: Chaithanya Bandi, Antonio Moreno, Donald Ngwe and Zhiji Xu
      We investigate how dynamic pricing can lead to higher operational costs through more product returns in the online retail industry. Dynamic pricing has been widely applied by many online retailers. Research has shown that, in response to dynamic pricing, some customers... View Details
      Keywords: Price; Policy; Consumer Behavior; Cost Management; Emerging Markets; Retail Industry
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      Bandi, Chaithanya, Antonio Moreno, Donald Ngwe, and Zhiji Xu. "Opportunistic Returns and Dynamic Pricing: Empirical Evidence from Online Retailing in Emerging Markets." Working Paper, September 2018.
      • May 2017
      • Article

      The Reference Wars: Encyclopædia Britannica's Decline and Encarta's Emergence

      By: Shane Greenstein
      The experience of Encyclopædia Britannica provides the canonical example of the decline of an established firm at the outset of the digital age. Competition from Microsoft’s Encarta in 1993 led to sharp declines in the sales of books, which led to the distressed sale... View Details
      Keywords: Digital; Britannica; Diseconomies; Encyclopedias; Applications and Software; Books; Competition; Publishing Industry
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      Greenstein, Shane. "The Reference Wars: Encyclopædia Britannica's Decline and Encarta's Emergence." Strategic Management Journal 38, no. 5 (May 2017): 995–1017.
      • April 2017 (Revised March 2024)
      • Case

      Making Target the Target: Boycotts and Corporate Political Activity

      By: Nien-hê Hsieh and Victor Wu
      Through the challenges facing Target, the case examines ways in which corporations can become involved in political and legislative debates and processes, ranging from campaign contributions to lobbying to political activism. In 2016, Target CEO Brian Cornell must... View Details
      Keywords: Boycott; Corporate Political Activity; Lobbying; LGBTQ; Campaign Contributions; Campaign Finance; Retail; Shareholder Activism; Public Opinion; Social Issues; Corporate Social Responsibility and Impact; Mission and Purpose; Problems and Challenges; Laws and Statutes; Rights; Crisis Management; Risk Management; Media; Political Elections; Taxation; Corporate Accountability; Values and Beliefs; Fairness; Diversity; Customers; Communication; Business and Government Relations; Retail Industry; United States
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      Hsieh, Nien-hê, and Victor Wu. "Making Target the Target: Boycotts and Corporate Political Activity." Harvard Business School Case 317-113, April 2017. (Revised March 2024.)
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