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

      Sales Force ManagementRemove Sales Force Management →

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      • October 2013 (Revised January 2016)
      • Case

      J.C. Penney's 'Fair and Square' Strategy (Abridged)

      By: Elie Ofek and Jill Avery
      As he gets ready to release 2nd quarter 2012 results, Ron Johnson, the new CEO of department store J.C. Penney, is reconsidering the dramatic changes he initiated for the business model and brand image of his company. A new pricing scheme he put in place in February,... View Details
      Keywords: Business Model; Change Management; Marketing Strategy; Price; Consumer Behavior; Decision Making; Management Teams; Brands and Branding; Retail Industry; United States
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      Ofek, Elie, and Jill Avery. "J.C. Penney's 'Fair and Square' Strategy (Abridged)." Harvard Business School Case 514-063, October 2013. (Revised January 2016.)
      • October 2013 (Revised February 2019)
      • Teaching Note

      Red Hen Baking Company

      By: Richard Ruback, Royce Yudkoff and Lisa Paige
      The case explores the decision to expand in a small business setting. In 2007, the Red Hen Baking Company (RHB) was deciding whether to move from its cramped and inefficient Duxbury, Vermont facility to a new facility in nearby Middlesex, Vermont. It had been in... View Details
      Keywords: Entrepreneurship; Capital; Risk Management; Expansion
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      Ruback, Richard, Royce Yudkoff, and Lisa Paige. "Red Hen Baking Company." Harvard Business School Teaching Note 214-043, October 2013. (Revised February 2019.)
      • October 2013 (Revised November 2013)
      • Case

      Blackstone and the Sale of Citigroup's Loan Portfolio

      By: Victoria Ivashina and David Scharfstein
      The credit boom that preceded the 2007-2009 financial crisis led to several lending practices that exposed banks to large risks. In particular, when the financial crisis unraveled, there were several billion dollars' worth of leveraged buyout (LBO) loans that were... View Details
      Keywords: Restructuring; Private Equity; Insolvency and Bankruptcy; Credit Derivatives and Swaps; Financial Markets; Investment; Banking Industry; Financial Services Industry
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      Ivashina, Victoria, and David Scharfstein. "Blackstone and the Sale of Citigroup's Loan Portfolio." Harvard Business School Case 214-037, October 2013. (Revised November 2013.)
      • October 2013 (Revised August 2015)
      • Case

      Outotec (A): Project Capture

      By: Robert J. Dolan and Doug J. Chung
      Outotec was a market leader in providing mining solutions to large mining companies. The company’s specialization and proprietary technology created value for its customers and helped the firm differentiate from its competitors. Yet, Outotec was not pricing or... View Details
      Keywords: Value-based Pricing; Bargaining Power Of Buyers; Marketing; Segmentation; Price; Policy; Sales; Management; Value Creation; Mining Industry
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      Dolan, Robert J., and Doug J. Chung. "Outotec (A): Project Capture." Harvard Business School Case 514-064, October 2013. (Revised August 2015.)
      • October 2013 (Revised August 2015)
      • Supplement

      Outotec (B): Action Plan

      By: Robert J. Dolan and Doug J. Chung
      Outotec was a market leader in providing mining solutions to large mining companies. The company’s specialization and proprietary technology created value for its customers and helped the firm differentiate from its competitors. Yet, Outotec was not pricing or... View Details
      Keywords: Value-based Pricing; Bargaining Power Of Buyers; Marketing; Segmentation; Price; Policy; Sales; Management; Value Creation; Mining Industry
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      Dolan, Robert J., and Doug J. Chung. "Outotec (B): Action Plan." Harvard Business School Supplement 514-065, October 2013. (Revised August 2015.)
      • October 2013 (Revised April 2015)
      • Case

      Myomo: Getting Sales in Motion

      By: Frank V. Cespedes, Shikhar Ghosh and Matthew Preble
      In late 2012, the management team of Myomo, a startup which had designed a unique myoelectric arm brace for patients with dysfunctional arms, was deciding which of the three sales models the company had tested to pursue as its sales strategy going forward. Each model... View Details
      Keywords: Technological Innovation; Information Technology; Marketing Strategy; Decision Choices and Conditions; Health Care and Treatment; Business Startups; Sales; Growth and Development Strategy; Medical Devices and Supplies Industry; Health Industry
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      Cespedes, Frank V., Shikhar Ghosh, and Matthew Preble. "Myomo: Getting Sales in Motion." Harvard Business School Case 814-034, October 2013. (Revised April 2015.)
      • October 2013
      • Supplement

      Dongfeng Nissan's Venucia (B)

      By: Forest Reinhardt, Mayuka Yamazaki and G.A. Donovan
      The (A) case describes the launch of a new passenger vehicle in China, produced jointly by Nissan of Japan and by Chinese automaker Dongfeng. Early sales results following the April 2012 launch were disappointing and the joint venture's managers had to decide how to... View Details
      Keywords: China; Japan; Multinational Firms; Cross-cultural/cross-border; Environment; Sustainability; Competitive Strategy; Product Launch; Global Strategy; Multinational Firms and Management; Crisis Management; Cross-Cultural and Cross-Border Issues; Auto Industry; China; Japan
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      Reinhardt, Forest, Mayuka Yamazaki, and G.A. Donovan. "Dongfeng Nissan's Venucia (B)." Harvard Business School Supplement 714-015, October 2013.
      • October 2013
      • Supplement

      Dongfeng Nissan's Venucia (C)

      By: Forest Reinhardt, Mayuka Yamazaki and G.A. Donovan
      The (A) case describes the launch of a new passenger vehicle in China, produced jointly by Nissan of Japan and by Chinese automaker Dongfeng. Early sales results following the April 2012 launch were disappointing and the joint venture's managers had to decide how to... View Details
      Keywords: China; Japan; Environment; Sustainability; Cross-cultural/cross-border; Competitive Strategy; Product Launch; Global Strategy; Multinational Firms and Management; Crisis Management; Cross-Cultural and Cross-Border Issues; Auto Industry; China; Japan
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      Reinhardt, Forest, Mayuka Yamazaki, and G.A. Donovan. "Dongfeng Nissan's Venucia (C)." Harvard Business School Supplement 714-016, October 2013.
      • October 2013
      • Case

      Dongfeng Nissan's Venucia (A)

      By: Forest Reinhardt, Mayuka Yamazaki and G.A. Donovan
      The (A) case describes the launch of a new passenger vehicle in China, produced jointly by Nissan of Japan and by Chinese automaker Dongfeng. Early sales results following the April 2012 launch were disappointing and the joint venture's managers had to decide how to... View Details
      Keywords: China; Japan; Cross-cultural/cross-border; Multinational Firms; Competitive Strategy; Product Launch; Global Strategy; Multinational Firms and Management; Crisis Management; Cross-Cultural and Cross-Border Issues; Auto Industry; China; Japan
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      Reinhardt, Forest, Mayuka Yamazaki, and G.A. Donovan. "Dongfeng Nissan's Venucia (A)." Harvard Business School Case 714-014, October 2013.
      • October 2013
      • Article

      Shattering the Myth of Separate Worlds: Negotiating Non-Work Identities at Work

      By: Lakshmi Ramarajan and Erin M. Reid
      How much of our self is defined by our work? Fundamental changes in the social organization of work are destabilizing the relationship between work and the self. As a result, parts of the self traditionally considered outside the domain of work, i.e., "non-work"... View Details
      Keywords: Identity; Diversity; Strategy; Jobs and Positions; Work-Life Balance
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      Ramarajan, Lakshmi, and Erin M. Reid. "Shattering the Myth of Separate Worlds: Negotiating Non-Work Identities at Work." Academy of Management Review 38, no. 4 (October 2013): 621–644.
      • September 2013
      • Case

      SafeBlend Fracturing

      By: Benson P. Shapiro, Frank V. Cespedes and Alisa Zalosh
      The CEO of SafeBlend Technologies must set a price for the company's environmentally friendly fracturing fluid additive. The firm is negotiating a new contract with its biggest client, Bristol Natural Gas. For the last two years, SafeBlend has been the sole provider of... View Details
      Keywords: Information Technology; Customer Relationship Management; Price; Negotiation; Competitive Advantage; Environmental Sustainability; Energy Sources; Sales; Energy Industry
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      Shapiro, Benson P., Frank V. Cespedes, and Alisa Zalosh. "SafeBlend Fracturing." Harvard Business School Brief Case 914-513, September 2013.
      • September 2013
      • Teaching Note

      Trader Joe's

      By: David L. Ager and Michael A. Roberto
      Based on a variety of metrics, Trader Joe's ranked as one of the most successful grocers in the United States in 2013. Experts estimated that the company had the highest sales per square foot of any major grocery chain, even significantly higher than top performer... View Details
      Keywords: Comparative Advantage; Core Competencies; Growth Strategy; Strategic Positioning; Industry Analysis; Competitive Strategy; Competitive Advantage; Organizational Culture; Growth and Development Strategy; Retail Industry; Food and Beverage Industry; United States
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      Ager, David L., and Michael A. Roberto. "Trader Joe's." Harvard Business School Teaching Note 714-420, September 2013.
      • September 2013 (Revised April 2014)
      • Case

      Trader Joe's

      By: David L. Ager and Michael A. Roberto
      Based on a variety of metrics, Trader Joe's ranked as one of the most successful grocers in the United States in 2013. Experts estimated that the company had the highest sales per square foot of any major grocery chain, even significantly higher than top performer... View Details
      Keywords: Core Competencies; Growth Strategy; Strategic Positioning; Industry Analysis; Competitive Strategy; Competitive Advantage; Organizational Culture; Growth and Development Strategy; Retail Industry; Food and Beverage Industry; United States
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      Ager, David L., and Michael A. Roberto. "Trader Joe's." Harvard Business School Case 714-419, September 2013. (Revised April 2014.)
      • August 2013 (Revised December 2014)
      • Case

      Taking Dell Private

      By: David J. Collis, David B. Yoffie and Matthew Shaffer
      In July 2012, Michael Dell, CEO and founder of Dell, Inc., met with a representative of Silver Lake Partners to explore taking his company private. The company, which he had founded in his dorm room as a college freshman and which had made him the youngest Fortune 500... View Details
      Keywords: Strategy; Going Private; The PC Market; Market For Corporate Control; Corporate Strategy; Leveraged Buyouts; Change Management; Private Equity; Market Entry and Exit; Private Ownership; Information Infrastructure; Applications and Software; Internet and the Web; Computer Industry; Technology Industry; United States
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      Collis, David J., David B. Yoffie, and Matthew Shaffer. "Taking Dell Private." Harvard Business School Case 714-421, August 2013. (Revised December 2014.)
      • July 2013 (Revised July 2015)
      • Background Note

      Innovating in Health Care—Framework

      By: Regina E. Herzlinger
      Contains the framework for the second-year Innovating in Health Care course. Delineates the role of six exogenous forces on new ventures: structure, financing, regulations, consumers, accountability, technology, and public policy and presents the essential elements of... View Details
      Keywords: Health Care and Treatment; Management; Health Industry
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      Herzlinger, Regina E. "Innovating in Health Care—Framework." Harvard Business School Background Note 314-017, July 2013. (Revised July 2015.)
      • July 2013 (Revised August 2017)
      • Case

      TaKaDu

      By: Elie Ofek and Matthew Preble
      In December 2012, Amir Peleg, founder and CEO of TaKaDu, reflected on how to position his young firm for the next fiscal year and beyond. The small Israeli startup had developed an innovative software system that used patented algorithms and statistical analysis to... View Details
      Keywords: Innovation; Customer Selection; Business Marketing; High-tech Marketing; Enterprise Resource Planning; Water Resources; Water Management; Utilities; Product Positioning; Expansion; Resource Allocation; Applications and Software; Entrepreneurship; Business Startups; Business Strategy; Innovation and Invention; Growth and Development Strategy; Utilities Industry; Australia; Israel
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      Ofek, Elie, and Matthew Preble. "TaKaDu." Harvard Business School Case 514-011, July 2013. (Revised August 2017.)
      • 2013
      • Chapter

      Market Imperfections and Sustainable Competitive Advantage

      By: Felix Oberholzer-Gee and Dennis Yao
      This chapter reviews the main theories in strategic management that seek to explain persistent differences in profitability across companies. We argue that these differences are ultimately explained by market imperfections. Studying differences in financial performance... View Details
      Keywords: Strategic Management; Market Imperfections; Five Forces Framework; Competitive Advantage; Profit
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      Oberholzer-Gee, Felix, and Dennis Yao. "Market Imperfections and Sustainable Competitive Advantage." Chap. 12 in Oxford Handbook of Managerial Economics, by Christopher R. Thomas and William F. Shughart II, 262–277. Oxford University Press, 2013.
      • June 2013 (Revised August 2017)
      • Case

      Coupa

      By: Michael Roberts and William Sahlman
      The case describes the growth of Coupa, a software as a service platform for procurement / expense management. The issues in the case are around how fast to grow and how to finance that growth. The case includes a detailed financial model that will help students... View Details
      Keywords: Managing Growth; Sales Force Management; Growth Management; Entrepreneurship; Salesforce Management
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      Roberts, Michael, and William Sahlman. "Coupa." Harvard Business School Case 813-114, June 2013. (Revised August 2017.)
      • June 2013 (Revised March 2014)
      • Case

      Kvadrat: Leading for Innovation

      By: Boris Groysberg and Sarah L. Abbott

      In 2013, Anders Byriel, CEO of the family-owned Danish textiles company, Kvadrat, considered the firm's strategic plan. In 2000, Byriel and Mette Bendix, Kvadrat's Product Director, had taken over management of the company from their fathers, who had founded Kvadrat... View Details

      Keywords: General Management; Organizational Behavior; Strategy; Performance Management; Leadership; Business or Company Management; Growth and Development Strategy; Management Practices and Processes; Human Resources; Denmark; Europe; Asia
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      Groysberg, Boris, and Sarah L. Abbott. "Kvadrat: Leading for Innovation." Harvard Business School Case 413-120, June 2013. (Revised March 2014.)
      • May 2013
      • Case

      Wendy Peterson

      By: Linda A. Hill and Alisa Zalosh
      Wendy Peterson was recently promoted to Vice President of Sales at the Plano, Texas, office of AccountBack, an accounting software and services company. To penetrate a perceived market niche, Peterson hires Fred (Xing) Wu, whose familiarity with and access to Chinese... View Details
      Keywords: Leadership; Conflict Management; Salesforce Management; Rank and Position; Performance Evaluation; Management Teams; Cross-Cultural and Cross-Border Issues; Accounting Industry; Texas
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      Hill, Linda A., and Alisa Zalosh. "Wendy Peterson." Harvard Business School Brief Case 913-560, May 2013.
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