Filter Results
:
(1,861)
Show Results For
-
All HBS Web
(3,079)
- People (5)
- News (812)
- Research (1,861)
- Events (4)
- Multimedia (30)
- Faculty Publications (1,064)
Show Results For
-
All HBS Web
(3,079)
- People (5)
- News (812)
- Research (1,861)
- Events (4)
- Multimedia (30)
- Faculty Publications (1,064)
Sort by
- November 2011 (Revised April 2012)
- Teaching Note
Quadriserv and the Short Selling Market (TN)
By: Lauren Cohen, Christopher Malloy and Timothy Gray
Keywords:
Market Transactions
- October 1983 (Revised December 1984)
- Case
Manac Systems: Selling Legal Software Systems (A)
Bonoma, Thomas V. "Manac Systems: Selling Legal Software Systems (A)." Harvard Business School Case 584-037, October 1983. (Revised December 1984.)
- Research Summary
The Appropriability of Reputation in Franchises Selling Brands
We develop a multi-market model in which there are two kinds of firms: brands and small firms (or agents). Firms interact with short lived clients in the market for goods (or services) and with each other in the market for franchises. The model is one of adverse...
View Details
- September–October 2022
- Article
Should Your Company Sell on Amazon?: Reach Comes at a Price
By: Ayelet Israeli, Leonard A. Schlesinger, Matt Higgins and Sabir Semerkant
Selling on Amazon allows brands to reach millions of consumers—but that exposure comes with costs. They include smaller margins, more competition, the risk of commoditization, and less knowledge about customers.
In this article, the authors present a scorecard to...
View Details
Keywords:
Retail;
Retailing;
Online Business;
Ecommerce;
E-commerce;
E-Commerce Strategy;
Omnichannel Retail;
Omnichannel Retailing;
Amazon;
Amazon.com;
Sales;
Digital Marketing;
Internet and the Web;
Business Model;
Retail Industry;
Consumer Products Industry;
Fashion Industry;
Advertising Industry;
Battery Industry;
Apparel and Accessories Industry;
Beauty and Cosmetics Industry;
Distribution Industry;
Electronics Industry;
Food and Beverage Industry;
United States
Israeli, Ayelet, Leonard A. Schlesinger, Matt Higgins, and Sabir Semerkant. "Should Your Company Sell on Amazon? Reach Comes at a Price." Harvard Business Review 100, no. 5 (September–October 2022): 38–46.
- 2003
- Other Unpublished Work
New Horizons in Selling and Sales Management
Keywords:
Salesforce Management
- 2004
- Book
Birth of a Salesman: The Transformation of Selling in America
This book chronicles the remarkable metamorphosis of the American salesman from itinerant amateur to trained expert. From the mid-nineteenth century to the eve of World War II, the development of sales management transformed an economy populated by peddlers and...
View Details
Friedman, Walter A. Birth of a Salesman: The Transformation of Selling in America. Cambridge: Harvard University Press, 2004.
- August 2004 (Revised September 2004)
- Case
Caja Espana: Managing the Branches to Sell (B)
Supplements the (A) case.
View Details
Martinez-Jerez, Francisco de Asis, and Rosario de Albornoz. "Caja Espana: Managing the Branches to Sell (B)." Harvard Business School Case 105-012, August 2004. (Revised September 2004.)
- April 2004 (Revised March 2006)
- Teaching Note
Enron Corporation: May 6, 2001 Sell Recommendation (TN)
By: David F. Hawkins and Jacob Cohen
Teaching Note to (9-104-075).
View Details
Keywords:
Financial Services Industry
- September 1984 (Revised November 1985)
- Teaching Note
Computer Devices, Inc.: Selling Intelligent Terminals, Teaching Note
By: Robert J. Dolan
- July 2005 (Revised February 2009)
- Case
Eureka Forbes Ltd.: Managing the Selling Effort (A)
By: Das Narayandas and Kerry Herman
The CEO of EFL (India), a direct sales organization, must decide which changes to the sales compensation systems would better motivate his sales reps and improve their sales performance.
View Details
Keywords:
Compensation and Benefits;
Management;
Performance Improvement;
Sales;
Motivation and Incentives;
India
Narayandas, Das, and Kerry Herman. "Eureka Forbes Ltd.: Managing the Selling Effort (A)." Harvard Business School Case 506-003, July 2005. (Revised February 2009.)
- March 2000 (Revised February 2005)
- Case
Hewlett Packard--Computer Systems Organization: Selling to Enterprise Customers
By: Das Narayandas and Robert C. Dudley
In late 1996, Manuel Diaz, head of Worldwide Sales for Hewlett-Packard's (HP) Computer Systems Organization (CSO), is reviewing the results of an audit of HP's enterprise customer management approach with the objective of identifying market and organizational...
View Details
Keywords:
Accounting Audits;
Transformation;
Customer Relationship Management;
Cost vs Benefits;
Marketing Strategy;
Sales;
Computer Industry
Narayandas, Das, and Robert C. Dudley. "Hewlett Packard--Computer Systems Organization: Selling to Enterprise Customers." Harvard Business School Case 500-064, March 2000. (Revised February 2005.)
- March 2017 (Revised November 2017)
- Case
BlackRock (A): Selling the Systems? (with video links)
By: Ranjay Gulati, Jan W. Rivkin and Kelly McNamara
As the case opens in 1999, several key leaders at BlackRock, Inc., then a relatively small asset management firm, are trying to convince CEO Larry Fink and others that the firm should begin to offer Aladdin—its proprietary analytics and trading platform—to other asset...
View Details
Keywords:
Strategy;
Competition;
Information Technology;
Asset Management;
Competitive Strategy;
Financial Services Industry;
United States
Gulati, Ranjay, Jan W. Rivkin, and Kelly McNamara. "BlackRock (A): Selling the Systems? (with video links)." Harvard Business School Multimedia/Video Case 717-484, March 2017. (Revised November 2017.)
- September 2005
- Supplement
Eureka Forbes Ltd.: Managing the Selling Effort (DVD)
By: Das Narayandas
Keywords:
Salesforce Management
Narayandas, Das. "Eureka Forbes Ltd.: Managing the Selling Effort (DVD)." Harvard Business School Video Supplement 506-705, September 2005.
- December 2014
- Article
When to Sell Your Idea: Theory and Evidence from the Movie Industry
By: Hong Luo
I study a model of investment and sale of ideas and test its empirical implications using a novel data set from the market for original movie ideas. Consistent with the theoretical results, I find that buyers are reluctant to meet unproven sellers for early-stage...
View Details
Keywords:
Market For Ideas;
Information Asymmetry;
Expropriation Risk;
Intermediary;
Intellectual Property Protection;
Strategy;
Intellectual Property;
Film Entertainment;
Sales;
Entertainment and Recreation Industry
Luo, Hong. "When to Sell Your Idea: Theory and Evidence from the Movie Industry." Management Science 60, no. 12 (December 2014): 3067–3086.
- 2020
- Book
The Ends Game: How Smart Companies Stop Selling Products and Start Delivering Value
By: Marco Bertini and Oded Koenigsberg
How some firms are rewriting the rules of commerce by pursuing “ends”—actual outcomes—rather than selling “means”—their products and services.
View Details
Bertini, Marco, and Oded Koenigsberg. The Ends Game: How Smart Companies Stop Selling Products and Start Delivering Value. Management on the Cutting Edge. Cambridge, MA: MIT Press, 2020.
- 2014
- Book
Aligning Strategy and Sales: The Choices, Systems, and Behaviors That Drive Effective Selling
There are many books that provide strategy advice and selling methodologies. But there is a gap in the management literature when it comes to linking sales efforts with strategy. Part 1 of this book provides data indicating how and why sales remain (by far) the biggest...
View Details
Cespedes, Frank V. Aligning Strategy and Sales: The Choices, Systems, and Behaviors That Drive Effective Selling. Boston, MA: Harvard Business Review Press, 2014.
- 09 Jul 2018
- Research & Ideas
Overcoming the Challenges of Selling Brand New Technology (Hey, Need a 3-D Printer?)
SeventyFour Few phrases in business are more seductive than the one attributed to Ralph Waldo Emerson in the 19th century: “Build a better mousetrap and the world will beat a path to your door.” Unless, of course, what you are selling is...
View Details
- Research Summary
Selling your Heritage: The Challenge of Legacy Divestitures
This paper studies companies that diversify away from and later divest their historical cores, or "legacy" businesses. There are many reasons a firm might undertake this strategy, including a concentration of the legacy business in a declining... View Details
- February 2008
- Case
Campbell Soup Company: Selling Channel Innovation to Customers
Campbell Soup, like most food manufacturers, faced grocery chain and wholesale demand for its goods driven by Campbell's own promotional pricing structure rather than retail consumer demand. Former policies to encourage overstock created huge swings in production and...
View Details
Keywords:
Information Technology;
Distribution Channels;
Order Taking and Fulfillment;
Manufacturing Industry;
Food and Beverage Industry
Ton, Zeynep. "Campbell Soup Company: Selling Channel Innovation to Customers." Harvard Business School Case 608-141, February 2008.
- 09 Jan 2012
- Working Paper Summaries