Sales Force Management - Publications - Faculty & Research

November 2016
Case

Pete & Gerry's

By: Jose Alvarez and Natalie Kindred

10 Jan 2005
What Do You Think?

Public Pension Reform: Does Mexico Have the Answer?

in my retirement, or 2) It is money I put in now to pay people who are already retired. I prefer the first view ... ." There was support for forced savings programs. Bill Bittner said, "[Without one] I am afraid a large portion... View Details

Keywords: by James Heskett; Financial Services

February 22, 2023
Article

How to Seed Organic Marketing in a Video-First World

By: Ayelet Israeli, Leonard A. Schlesinger and Matt Higgins

Early direct-to-consumer (DTC) companies relied on plentiful capital and low-cost digital marketing to power growth. But as this sector has matured, capital is more constrained, social media is more cluttered, and customer acquisition costs are rising. DTC companies... View Details

Keywords: Online Business; Ecommerce; E-commerce; E-Commerce Strategy; Omnichannel Retail; Omnichannel Retailing; Influencer Marketing; Consumer; Organic Growth; Video Advertising; Promotion; Celebrities; Online Advertising; Online Channel; Online Communities; Online Community; Go To Market Strategy; Platform; Media; Media Content; Digital; Digital Culture; Digital Influencers; Direct To Consumer Marketing; Direct-to-consumer; Innovation ＆ Entrepreneurship; Innovation; Sales; Digital Platforms; Digital Marketing; Digital Strategy; Consumer Behavior; Internet and the Web; Advertising; Business Model; Growth Management; Marketing; Marketing Strategy; Marketing Channels; Marketing Communications; Communication Strategy; Innovation Strategy; Retail Industry; Consumer Products Industry; Fashion Industry; Advertising Industry; Apparel and Accessories Industry; Beauty and Cosmetics Industry; Food and Beverage Industry; Media and Broadcasting Industry; United States; North America

Citation

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08 Mar 2017
Blog Post

Education Sector Opportunities at HBS

Technology Innovations in Education, Managing Human Capital, and an independent project through the Social Innovation Lab. She was also able to examine the economic forces around teachers unions through her... View Details

13 Feb 2015
News

Lessons in Perseverance

turmoil of a military dictatorship, hyperinflation, and a guerrilla war that killed 70,000 Peruvians. Then, with the country stable, she faced a pressing issue and turned to HBS for help. Accepted into the Owner/President Management (OPM)... View Details

Keywords: Tyler Bridges; Elementary and Secondary Schools; Educational Services

01 Jul 2002
Research & Ideas

What it Takes to Lead Through Turmoil

improvisational theater." When chief executive Scott McNealy decided to push Sun Microsystems beyond workstation sales and into service and other opportunities around the Internet, every department in the company came up with ideas... View Details

Keywords: by Sean Silverthorne

01 Dec 2016
News

Alumni Books of 2016

successful), and the future (create the new model).This framework makes leading innovation easier because it gives leaders a simple vocabulary and set of tools for managing and measuring the different sets of behaviors and activities,... View Details

01 Sep 2011
News

The City Solution

Life Green Day Related Links What businesses can do to make a difference Takeaways: Preparing for the population boom Case study: Slum for sale Conference report: Investing in Cities of the 21st Century Making a Difference in the World -... View Details

Keywords: Garry Emmons; Administration of Environmental Quality Programs; Government; Electric Power Generation, Transmission, Distribution; Utilities

03 May 2013
News

Looking Through Glass, Historically

between "hand-made" and "machine-made." When Westmoreland finally closed down in the 1980s, it had outlasted all but one major hand-glassware company. Last year, that company finally fell victim to a market force it couldn't control: the... View Details

Keywords: Visual arts; crafts; glass making; Miscellaneous Manufacturing; Manufacturing

Web

2.9 Leaves of Absence | MBA

graduation may request a leave of absence. Requests for a leave of absence may be granted by the Registrar in consultation with other officers of the University, as appropriate. With respect to a voluntary leave of absence for medical reasons, the View Details

25 Jul 2005
Research & Ideas

An Organization Your Customers Understand

Imagine an organization made up of a variety of three-dimensional shapes. Rectangular blocks represent the functions: manufacturing, R&D, and sales and marketing. The spheres are regional offices. Pyramids represent product groups—one... View Details

Keywords: by Robert Simons

15 Sep 2014
Research & Ideas

Are the Most Talented Employees the Highest Paid? Yes—If They’re Bankers

on compensation of talented people, then you stop this mechanism, and you run the risk of having your company be less profitable," Vallée says. "You're putting a friction on a competitive market that's doing what it's meant to do." He notes, though, that market View Details

Keywords: by Carmen Nobel; Banking

22 Sep 2014
Op-Ed

Online Banks Fill Funding Needs for Small Business

Kabbage and can be referred to as online balance sheet lenders. Their loans typically are short-term, less than nine months, and fund working capital and inventory purchases. Many of these loan products operate similarly to a merchant cash advance, with a fixed amount... View Details

Keywords: by Karen Mills; Banking; Financial Services

22 Feb 2022
News

March 2022 Alumni and Faculty Books

for success while avoiding common traps. Filled with practical examples, this book will help you prepare and manage your job search; build your network to be an exponential multiplier for you; be ready when you meet recruiting teams; and... View Details

04 Jun 2001
Research & Ideas

Why dot.coms Will Rise Again

& Fung is a publicly traded family company that McFarlan reckoned would clock $5 billion in US sales by the end of 2001. The company operates a supply chain network involving "thousands" of factories across China, Southeast... View Details

Keywords: by Martha Lagace

19 Sep 2024
Blog Post

A Day at Royal FloraHolland: The Epicenter of the Global Flower Market

hour after the sale is finalized. The Operational Might of RFH Royal FloraHolland's operational scale is truly breathtaking. Managing a network of 2,300 buyers, 3,400 members, and 4,800 suppliers, it... View Details

15 Apr 2014
First Look

First Look: April 15

Publisher's link: http://www.people.hbs.edu/jlerner/private-equity-jobs-and-productivity-8-march-2014-with-ables-and-figures-clean.pdf August 2013 Strategic Management Journal The Impact of Corporate Social Responsibility on Investment... View Details

Keywords: Sean Silverthorne

21 Jul 2010
Research & Ideas

HBS Faculty Debate Financial Reform Legislation

force the short side of any financial derivative (i.e., those with the obligation to make delivery) to make a large deposit at the beginning of each deal to assure performance even if the market goes south. Third, the legislation requires... View Details

Keywords: by Staff

01 Jun 2015
News

Higher Ground

LPO in August 2005. A week later, while guest conducting in Korea, he saw reports on CNN that New Orleans, though battered by Hurricane Katrina, had managed to avoid major damage. But constant email updates from an LPO member, which had... View Details

Keywords: Dan Morrell; Amusement, Gambling, and Recreation Industries; Arts, Entertainment; Health, Social Assistance

07 Apr 2011
What Do You Think?

When Should the Public Sector Take Over in a Meltdown?

argues for the "public's right to know," but suggests two other questions in assessing the need for a takeover: "What's the cause of the problem? And what are the public interests at stake?" Gerald Nanninga suggests the criterion of whether... View Details

Keywords: by Jim Heskett; Energy; Utilities

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