Filter Results
:
(2,992)
Show Results For
-
All HBS Web
(2,992)
- People (5)
- News (812)
- Research (1,872)
- Events (4)
- Multimedia (30)
- Faculty Publications (1,064)
Show Results For
-
All HBS Web
(2,992)
- People (5)
- News (812)
- Research (1,872)
- Events (4)
- Multimedia (30)
- Faculty Publications (1,064)
- 02 Jan 2014
- News
Nancy Koehn on the Business of Selling Happiness
- 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.
- 19 Dec 2016
- News
The Four-Letter Code to Selling Just About Anything
- 25 Mar 2018
- News
Uber Sells Southeast Asia Business to Rival Grab
- Web
Entrepreneurial Sales 101: Founder Selling - Course Catalog
HBS Course Catalog Entrepreneurial Sales 101: Founder Selling Course Number 1655 Senior Lecturer Mark Roberge Senior Lecturer Lou Shipley Fall; Q2; 1.5 credits 14 Sessions Paper/Project Senior Lecturer Mark Roberge Senior Lecturer Lou...
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.
- 04 Jan 2022
- News
Is Your Sales Team Struggling to Sell Solutions?
- 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
- 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.
- 09 Jan 2012
- Working Paper Summaries
When to Sell Your Idea: Theory and Evidence from the Movie Industry
- 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.
- March 2021 (Revised July 2021)
- Case
The Gauthier Family: To Sell or Not to Sell?
Wing, Christina R. "The Gauthier Family: To Sell or Not to Sell?" Harvard Business School Case 621-099, March 2021. (Revised July 2021.)
- February 1978 (Revised September 1986)
- Case
AT&T -- Long Lines Department National Account Selling (A)
Shapiro, Benson P. "AT&T -- Long Lines Department National Account Selling (A)." Harvard Business School Case 578-119, February 1978. (Revised September 1986.)
- 15 Jun 2015
- News
Target to sell its drugstores to CVS for $1.9b
- 20 Aug 2018
- News
Why Everyone on Your Team Should Learn to Sell
- 13 Jun 2016
- News