Sales Force Management - Publications - Faculty & Research - Harvard Business School

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February 2006 (Revised June 2007)
Case

Brazos Partners and Cheddar's Inc.

By: G. Felda Hardymon, Josh Lerner and Ann Leamon

Randall Fojtasek, a partner at Brazos Private Equity Partners, must decide whether to invest more money in Cheddar's restaurant chain, which the firm invested in 10 months earlier. The incremental investment would fund a real estate subsidiary that would own the... View Details

Keywords: Negotiation Deal; Price; Partners and Partnerships; Management; Investment; Leadership; Business Subsidiaries; Stocks

January 2008 (Revised May 2014)
Case

Kazuo Inamori, a Japanese Entrepreneur

By: Anthony J. Mayo, Masako Egawa and Mayuka Yamazaki

The case provides insight into a business leader whose cognizance of contextual forces (social, economic, and political) allowed him to drive significant change in an industry and Japanese society in the second half of the twentieth century. View Details

Keywords: Entrepreneurship; Business History; Leading Change; Management Style; Personal Development and Career; Telecommunications Industry; Japan

February 2016 (Revised June 2016)
Case

The Maggi Noodle Safety Crisis in India (A)

By: Karthik Ramanna and Radhika Kak

The local government in Delhi has ordered a ban on Nestlé's flagship product in India—Maggi Noodles—citing excessive lead content per government lab tests. Nestlé disputes the government tests, noting that internal and third-party tests show the product to be safe.... View Details

Keywords: Multinationals; Regulation; Customer Relations; Business And Government; Crisis Management; Leadership; Multinational Firms and Management; Globalization; Governing Rules, Regulations, and Reforms; Safety; Customer Relationship Management; Business and Government Relations; India; Europe; Switzerland

February 2008
Supplement

EFI, Inc. (C)

By: David B. Godes and Lauren Barley

This is a follow-on case to EFI, Inc. (A) and (B). It reports on the sales force's response to the new plan and provides some data as to their performance in the quarters immediately following the implementation of the new plan. View Details

Keywords: Motivation and Incentives; Salesforce Management; Compensation and Benefits; Information Technology Industry

August 2019 (Revised March 2022)
Case

Lemonade: Disrupting Insurance with Instant Everything, Killer Prices, and a Big Heart

By: Elie Ofek and Danielle Golan

Launching its first products in the fall of 2016 in New York, insurtech startup Lemonade was on a mission to disrupt the insurance market by using AI and behavioral economics principles. The company offered renters, homeowners, and condo insurance and mainly targeted... View Details

Keywords: AI; Business Startups; Insurance; Technological Innovation; Business Model; Disruption; Brands and Branding; Growth and Development Strategy; Global Strategy; Decision Making; Insurance Industry; Technology Industry

June 2011 (Revised May 2012)
Case

L'Oréal: Global Brand, Local Knowledge

By: Rebecca M. Henderson and Ryan Johnson

Worldwide, and in the U.S. marketplace in particular, the French cachet of L'Oréal was one of its most powerful marketing tools. However, with the opening up of emerging markets, L'Oréal had to cater to a diverse customer base: an aging population in the West, ethnic... View Details

Keywords: Globalization; Brands and Branding; Marketing Communications; Change Management; Sales; Emerging Markets; Segmentation; Innovation and Invention; Beauty and Cosmetics Industry; France; United States

October 2010
Case

Dubai Duty Free

By: Rajiv Lal and David Kiron

In mid-February 2009, Dubai Duty Free Managing Director Colm McLoughlin received the January sales report. He left the report lying on his desk unopened and went to walk around the shops as he did every morning. When he returned, he sat down at his desk, looked at the... View Details

Keywords: Customer Focus and Relationships; Marketing Strategy; Emerging Markets; Value Creation; Retail Industry; Dubai

April 2021 (Revised August 2021)
Case

Borusan CAT: Monetizing Prediction in the Age of AI (A)

By: Navid Mojir and Gamze Yucaoglu

Borusan Cat is an international distributor of Caterpillar heavy machines. Esra Durgun (Director of Strategy, Digitization, and Innovation) and Ozgur Gunaydin (CEO) seem to have bet their careers on developing Muneccim, a new predictive technology that is designed to... View Details

Keywords: Monetization Strategy; Artificial Intelligence; AI; Forecasting and Prediction; Applications and Software; Technological Innovation; Marketing; Segmentation; AI and Machine Learning; Construction Industry; Turkey

June 2022 (Revised October 2022)
Background Note

Digital Commerce and Delivery: Preparing Food and Retail Value Chains for a 50-50 World

By: William R. Kerr, Daniel O'Connor, Paige Boehmcke and Will Ensor

Increasing digitalization of grocery retail and quick commerce reveals insights about managing complex supply chains at scale and shifting revenue streams from product sales to data monetization. How are the roles of retailers changing? What happens if marginal cost... View Details

Keywords: Grocery Delivery; Grocery; Digitalization; Fulfillment; Delivery; Supply Chain; Disruption; Food; Supply Chain Management; Market Design; Trends; Value Creation; Goods and Commodities; Customer Value and Value Chain; Digital Transformation; Retail Industry; Food and Beverage Industry; United States; China

August 2016
Teaching Note

Mahindra Lifespace Developers' Venture into Affordable Housing

By: Joseph B. Fuller and Monica Baraldi

Mahindra Lifespace Developers Limited (MLDL) was the infrastructure and real estate arm of the Mahindra Group, an Indian conglomerate with revenues of $16.5 billion in 2014. Employing 400 experts in land acquisition, design, project management, sales and marketing, and... View Details

Keywords: Business Conglomerates; Business Startups; Development Economics; Developing Countries and Economies; Corporate Entrepreneurship; Social Entrepreneurship; Housing; Emerging Markets; Business and Government Relations; Human Needs; Social Issues; Urban Development; Real Estate Industry; India

September 2008
Case

Harrington Collection: Sizing Up the Active-Wear Market

By: Richard S. Tedlow and Heather Beckham

In the wake of slumping sales and sagging profit margins, a leading manufacturer and retailer of high-end women's apparel, Harrington Collection, must evaluate an opportunity to expand into the high-growth active-wear market. Sara Huey, Vice President of Strategic... View Details

Keywords: Breakeven Analysis; Product Introduction; Expansion; Consumer Behavior; Supply and Industry; Product Launch; Apparel and Accessories Industry

10 Dec 2020
News

How Long Can a Company Thrive Doing Just One Thing?

Ray A. Goldberg

A native of North Dakota, Dr. Goldberg received his A.B. from Harvard University in 1948, his MBA from the Harvard Graduate School of Business Administration in 1950 and his Ph.D. in Agricultural Economics from the University of Minnesota in 1952.

... View Details

Keywords: agribusiness; agriculture; fast food; food; food processing; forest products; grocery; high technology; information; restaurant; retailing; soft drink; textiles; tobacco; transportation; wholesale; wine

February 2002 (Revised December 2003)
Case

H-E-B Own Brands

By: V. Kasturi Rangan and Marie Bell

H-E-B is a $9 billion grocery chain located in Southwest Texas. This case focuses on H-E-B's private label strategy, a product category that accounts for 19% of H-E-B's sales and one that earns gross margins 50% higher than national brands. A leader in its markets,... View Details

Keywords: Growth and Development; Market Entry and Exit; Supply Chain Management; Private Ownership; Sales; Strategy; Competitive Strategy

TeachingInterests

Marketing Models Doctoral Seminar

This course is a doctoral level course on Quantitative Marketing. We will cover methodological as well as substantive topics this semester. Methodological topics include: Choice models, Entry and Exit models, Dynamic structural models, Bayesian estimation methods... View Details

April 2022 (Revised May 2022)
Case

Mastercard Labs (A) (Abridged)

By: Linda A. Hill, Sunil Gupta, Emily Tedards and Julia Kelley

When Ajaypal (Ajay) Banga became the CEO of Mastercard in 2010, he shifted the company’s competitive focus from card networks to cash itself. Mastercard’s new vision of a “World Beyond Cash” distilled into a three-pronged framework: Grow the core business, Diversify... View Details

March 1998 (Revised March 1999)
Case

Dell Online

By: V. Kasturi Rangan and Marie Bell

Dell started online commerce for its PCs in 1996, and by 1997 had achieved a sales rate of $3 million a day. The case describes the internal process that led to these dramatic results and poses the question of how the firm should leverage this activity to meet Michael... View Details

Keywords: Consumer Behavior; Market Transactions; Goals and Objectives; Business Processes; Distribution Channels; Internet and the Web; Information Infrastructure; Competitive Advantage; Computer Industry; Retail Industry

May 2019
Article

Marketplace Lending: A New Banking Paradigm?

By: Boris Vallée and Yao Zeng

Marketplace lending relies on large-scale loan screening by investors, a major deviation from the traditional banking paradigm. Theoretically, participation of sophisticated investors in marketplace lending improves screening outcomes but also creates adverse... View Details

Keywords: Marketplace Lending; Screening; Sophisticated Investors; Adverse Selection; Financing and Loans; Performance; Information

Find at Harvard

31 Jan 2014
News

How to really measure the value in health care

31 May 2016
HBS Seminar

Sandra Sucher, Harvard Business School

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