Sales Force Management - Publications - Faculty & Research

16 Apr 2001
Research & Ideas

Brand Power from Wedgwood to Dell: Part One

when he began his own pottery workshop in 1759. Nevertheless, each of the three, she writes, instinctively grasped the fundamentals of earning long-term customer trust and loyalty. Effective brand creation and management have a vital... View Details

Keywords: by Martha Lagace

22 Jun 2009
Research & Ideas

“Too Big To Fail”: Reining In Large Financial Firms

with a financial crisis. That's what Fed Chairman Bernanke and Treasury Secretary Paulson did when faced with the Bear Stearns crisis in March 2008. "Maybe they were right, and maybe they were wrong to force Bear's View Details

Keywords: by Roger Thompson; Banking; Financial Services

18 Jul 2019
News

A Category Leader

created to give people who work in our stores as beauty experts a career path and leadership opportunities. Even today, we have staffers who started as sales associates 15 years ago who run half the country and are leaders in our company.... View Details

18 Nov 2014
First Look

First Look: November 18

Publications November 2014 Wiley Encyclopedia of Management Management as a Profession By: Khurana, Rakesh, and Eric Baldwin Abstract—No abstract available. Publisher's link:... View Details

Keywords: Sean Silverthorne

15 Oct 2024
News

Ratan Tata, Visionary Business Leader, Dies at 86

lives of others—whether through his businesses or through his philanthropy. I loved and admired Mr. Tata and learned so much from him. He exemplified how business can be a tremendous force for good in society and how decency and humility... View Details

Profile

Abena Nyantekyi-Owusu

that contribute to development and are crucial for growth.” Abena began with GE’s medical and health care device divisions, serving as a business analyst responsible for “increasing growth and market share” in West & Central Africa. When she became an account View Details

29 Jan 2021
News

Holding Business to Account

Photo courtesy Geeta Aiyer Photo courtesy Geeta Aiyer In the early 1990s, Geeta Aiyer (MBA 1985) was an analyst and portfolio manager at the United States Trust Company of Boston. Among her investments was Albertsons, a rapidly expanding... View Details

25 Aug 2022
News

Case Study: Sound Check

Hoffman-Senn. The founders have questions about a leap like this: How would they adapt to the sales cycles? How or when would larger clients affect their staffing structure and self-service platform? Are these worries even warranted?... View Details

Keywords: Management, Scientific, and Technical Consulting Services; Professional Services

13 Jan 2015
First Look

First Look: January 13

Online Sales By: Teixeira, Thales S. Abstract—Consumers have become avid media multitaskers, moving seamlessly between their TVs and digital devices. Shorter TV commercials have reduced both the quantity and quality of consumer attention... View Details

Keywords: Sean Silverthorne

28 Jul 2014
Research & Ideas

Eyes Shut: The Consequences of Not Noticing

In their contracts with Walmart, suppliers must agree to accept any financial or criminal liability resulting from the sale of their products. Elmburg felt that Walmart, given its size and as the point of purchase, had an ability to... View Details

Keywords: by Max H. Bazerman; Retail

03 Aug 2022
News

Hungry for Change

Management consulting doesn’t lend itself to a balanced diet. Always on the go for her projects at Kurt Salmon, Kate Flynn (MBA 2012) would grab whatever packaged food appeared healthiest to her. For a long time, she sought low-calorie... View Details

Keywords: April White

01 Mar 2004
News

Job Hunting in a Tight Market: Strength in Numbers

quickly, a job hunter should target two hundred positions. These are not job openings, but two hundred positions you think may be right for you. For example, if there were thirty appropriate sales positions (not openings) at a certain... View Details

Keywords: Colleges, Universities, and Professional Schools; Educational Services

06 Mar 2007
First Look

First Look: March 6, 2007

business school campus. They moved to Beijing, rounded out their management team, received venture capital investment, developed joint-venture partnerships, and set key milestones to create a full-impact product launch for their social... View Details

Keywords: Martha Lagace

29 Jun 2016
Op-Ed

What Hath the United Kingdom Wrought?

conditions of this non-consensual separation, and even more complex and important, what status it will allow Britain to have going forward. It will have to tow a fine line between being too harsh--to defuse contagion in other EU countries where the centrifugal View Details

Keywords: by Dante Roscini

01 Dec 1997
News

Growing Together

Gleason (MBA '97) is finding a way to make both a profit and a difference. Last fall, as a part of HBS associate professor Marco Iansiti's Managing Product Development course, Gleason created a model for a company that would employ... View Details

Keywords: Marguerite Rigoglioso and Nancy O. Perry

30 Oct 2018
First Look

New Research and Ideas, October 30, 2018

and service its own customer relationships and manage the effectiveness and efficiency of its sales funnel. Currently, a team of chat representatives worked with marketing to qualify and prime prospects for... View Details

Keywords: Dina Gerdeman

18 Jul 2005
Research & Ideas

Time to Rethink the Corporate Tax System?

characterize profits to tax authorities and capital markets separately). There is also much anecdotal evidence on the profusion of tax shelters and compensation incentives for managing effective tax rates. View Details

Keywords: by Ann Cullen

04 Nov 2008
First Look

First Look: November 4, 2008

Inc.—Engineered Products Division Harvard Business School Case 709-434 Curled Metal Incorporated has declining sales but has developed a new product (curled metal pile driver pads) that, in field tests, deliver customer benefits that are... View Details