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- All HBS Web (1,460)
- Faculty Publications (465)
- 07 Oct 2019
- Sharpening Your Skills
How Companies Can Make Up with (Very) Unhappy Customers
Mark Zuckerberg delayed action and side-stepped responsibility. Two Million Fake Accounts: Sales Misconduct at Wells Fargo Coming out of the financial crisis, Wells Fargo was one of the world’s most successful banks. But then its View Details
- 01 Jun 2012
- News
A Better World, One Idea at a Time
commission-based, door-to-door sales organization while reinvesting profits to expand and provide employee benefits in Haiti. In addition to the judges’ picks, the “Audience Choice” award went to Essmart, a retail distribution company in...
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- 01 Jun 2004
- News
Luxe Redux
explains. “Any brand has the evergreen challenge,” says Vicki P. Haupt (MBA 1979), a senior advisor at Steuben Glass in New York who operates her own consultancy. “It’s a great art to define what relevancy means for your brand while...
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- 15 Dec 2015
- News
Lovepop Woos The Sharks
make sure you have answers. You have to be solid on your numbers. You can’t say “Hey, let me turn to page three here to see what our sales were last year.” It has to all be in your head when you’re in front of the sharks. But it wasn’t...
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- 02 Dec 2019
- What Do You Think?
How Does a Company like Boeing Respond to Intense Competitive Pressure?
the rocket, which was built and operated by another company, the United Launch Alliance.” While we were addressing one possible example of a lack of coordinated, long-term thinking under pressure (among other things) associated with the...
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- 29 Apr 2008
- First Look
First Look: April 29, 2008
Working PapersNone this week Cases & Course MaterialsAvaya (A) Harvard Business School Case 508-048 Avaya's top management wants to improve demand generation. This requires an improvement in the relationship between Sales and...
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Martha Lagace
- 01 Sep 2005
- News
Business Plan Contest Has Many Winners
contacted the 705 alumni who took part in the Business Plan Contest between 1997 and 2004. The survey’s 269 respondents reported starting 254 enterprises, with nearly 200 businesses still up and running and generating $550 million in View Details
- 16 Jul 2018
- Blog Post
3 Key Take-a-Ways From My Summer at Zalando
geographies it covers. 3. Zalando Lounge Campaign and Content Production Tour Zalando Lounge is Zalando’s shopping club. With +15M registered members, it offers daily sales promotions of fashion and lifestyle products. Once a week,...
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Consumer Products / Retail
- 26 Jul 2010
- Research & Ideas
Yes, You Can Raise Prices in a Downturn
customers willingly pay higher prices. The relevant readers are general managers responsible for a P&L, marketing and sales managers responsible for making product and selling decisions (including pricing), and people in View Details
- 01 Oct 1999
- News
Eight Among Many: Robert F. Diromualdo
DiRomualdo decided to make his passion for books - especially spy stories and historical novels - his business as well. In 1989, he was hired by Tom and Louis Borders to expand the Ann Arbor, Michiganbased $20 million bookstore operation...
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James E. Aisner
- 22 Feb 2019
- News
Empowering a New Generation of Business Leaders
assigned a product or service to turn into a business, and then the rest was up to them. That included raising money to start the business, creating a marketing plan, and developing some of the company’s operations, like banking, sales...
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- 01 Sep 2004
- News
The Wisdom of Crowds
profile. “He refuses to use his name to get a dinner reservation,” said his roommate, Matt Bakal (MBA 2004). Zagat intends to expand Zagat Survey’s Web business (building Zagat.com’s content and capabilities) and its corporate sales...
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- 23 May 2019
- News
Marla Beck, MBA/MPA 1998
decision to buck the industry standard and invest in employees. “Our business model gives employees a career path,” she says, noting that half of the company’s top managers started as sales associates. As she expanded Bluemercury beyond...
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Susan Young
- 26 May 2015
- First Look
First Look: May 26
Publications March 2015 AFP Exchange Well Said: Why Articulating Your Strategy Can Set You Apart. By: Cespedes, Frank V. Abstract—Senior finance managers now operate in an altered c-suite landscape. The executives reporting to the CEO...
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Sean Silverthorne
- 20 Jul 2015
- Research & Ideas
Globalization Hasn’t Killed the Manufacturing Cluster
staying ahead of the market. That has helped the lead firm in this case grow from sales of 20 million euros in 1997 to 500 million euros today. "They drove the innovation. They weren't waiting around to be told," Pisano says. Another...
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- 03 Jun 2016
- News
Again in a Great City
Add the renewed growth of the US auto industry, which set all-time sales records in 2015 and helped Detroit’s unemployment rate drop to its lowest in 15 years; add the phenomenon that is Dan Gilbert, the billionaire businessman who made...
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April White; photographed by Brian Kelly
- 25 Oct 2016
- First Look
October 25, 2016
set in May 2016, discusses sales strategy and managing sales and service at Oversight Systems, an Atlanta, Georgia–based software firm that developed analytics for organizations to monitor their data for...
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Sean Silverthorne
- January 2011
- Teaching Note
Neoprene (TN)
By: Tom Nicholas
Teaching Note for 810-084.
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- 25 Mar 2001
- Research & Ideas
Who Wants to Be an Entrepreneur? [Part II]
moved on to join the launch of Staples, managing that company's West Coast operations and international joint ventures, and finally assuming responsibility for all sales and marketing. But by 1996, when an...
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by John S. Rosenberg
- 01 Mar 2011
- First Look
First Look: March 1
mind-set and will be expected to offer your CEO deep insights on key business decisions. This article explores those developments in more detail and explains other findings about the latest requirements in each of seven C-level jobs: CIO, chief marketing and View Details
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Sean Silverthorne