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Show Results For
- All HBS Web
(3,003)
- People (5)
- News (815)
- Research (1,878)
- Events (4)
- Multimedia (30)
- Faculty Publications (1,067)
- September 1980 (Revised July 1981)
- Supplement
AT&T -- Long Lines Department National Account Selling (C)
By: Thomas V. Bonoma and Benson P. Shapiro
Bonoma, Thomas V., and Benson P. Shapiro. "AT&T -- Long Lines Department National Account Selling (C)." Harvard Business School Supplement 581-033, September 1980. (Revised July 1981.)
- 10 May 2018
- News
Google sells the future, powered by your personal data
- 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.
- September 2022
- Case
Selling for a Song: Valuing Robert Farrell’s Music Catalog
By: E. Scott Mayfield and Chijioke Orjiakor
- September 1980 (Revised October 1983)
- Supplement
AT&T -- Long Lines Department National Account Selling (D)
By: Thomas V. Bonoma and Benson P. Shapiro
Bonoma, Thomas V., and Benson P. Shapiro. "AT&T -- Long Lines Department National Account Selling (D)." Harvard Business School Supplement 581-034, September 1980. (Revised October 1983.)
- 01 Jul 2011
- News
Corporates need to hard sell strategy to their people
- 17 Oct 2019
- Research & Ideas
‘Chick Beer’ for Women? Why Gender Marketing Repels More Than Sells
Chick Beer tried to entice weight-conscious women with the brew’s 97 calories and 3.5 carbs per bottle, “about the same as half of a carrot.” And Clutch, a brand of dryer sheets, encourages men to “grab your manliness,” promising that “girls will like the way your... View Details
- Research Summary
Selling China: Foreign Direct Investment During the Reform Era
The aim of the book is to illustrate the dynamics of foreign direct investment (FDI) in China in the 1990s. The topic is important both because China is the world's second largest recipient of FDI and because there are substantial misconceptions about the drivers of... View Details
- September 1980 (Revised July 1981)
- Supplement
AT&T -- Long Lines Department National Account Selling (B)
By: Thomas V. Bonoma and Benson P. Shapiro
Bonoma, Thomas V., and Benson P. Shapiro. "AT&T -- Long Lines Department National Account Selling (B)." Harvard Business School Supplement 581-032, September 1980. (Revised July 1981.)
- 06 Mar 2019
- News
Tesla’s Online Selling Is a Big Bet on Millennials
Should Your Company Sell on Amazon? Reach Comes at a Price—Harvard Business Review
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... View Details
In this article, the authors present a... View Details
- October 15, 2020
- Article
Selling Value, Not Subscriptions, Is the Future of Business
By: Marco Bertini
Bertini, Marco. "Selling Value, Not Subscriptions, Is the Future of Business." Forbes.com (October 15, 2020).
- June 2002
- Teaching Note
Hewlett Packard-Computer Systems Organization: Selling to Enterprise Customers, TN
By: Das Narayandas
Teaching Note for (9-500-064). View Details
Keywords: Computer Industry
- 23 Nov 2022
- News
What Founders Need to Know Before Selling Their Startup
- 15 Dec 2023
- News
How to Sell in This New Day with Frank Cespedes
- 24 Dec 2018
- News
Best Buy CEO Hubert Joly has nothing to sell you
- May 2013
- Case
Eureka Forbes Ltd.: Managing the Selling Effort (A) (Photonovel Version)
By: Das Narayandas, Kallol Das 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
Narayandas, Das, Kallol Das, and Kerry Herman. "Eureka Forbes Ltd.: Managing the Selling Effort (A) (Photonovel Version)." Harvard Business School Case 513-015, May 2013.
- September 1999 (Revised October 1999)
- Case
Auto Collection: Ford's Better Idea for Selling Cars and Trucks
Ford encourages its independent dealers to consolidate, showing them the benefits size can bring both to themselves and their customers. Now, consolidated dealerships improve customer service and reduce costs. View Details
Hallowell, Roger H. "Auto Collection: Ford's Better Idea for Selling Cars and Trucks." Harvard Business School Case 800-030, September 1999. (Revised October 1999.)