Publications
Publications
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- Faculty Publications (326)
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- November 1981 (Revised September 1983)
- Case
Pixley-Richards, Inc.
By: John F. Cady and Frank V. Cespedes
- July 1979 (Revised January 1995)
- Case
Hammermill Paper Co.
By: Thomas J. Raymond and Frank V. Cespedes
Keywords: Pulp and Paper Industry
- July 1979 (Revised July 1995)
- Teaching Note
Hammermill Paper Co., Teaching Note
By: Thomas J. Raymond and Frank V. Cespedes
Keywords: Pulp and Paper Industry
- Research Summary
Entrepreneurial Management: Customer Discovery and Business Development
This research focuses on: (a) market research methods and tactics suitable to startups seeking their initial customers and validation of their initial business model; (b) guidelines for conducting visits with potential customers as part of the startup ptrocess; and (c)... View Details
- Research Summary
Performance Pricing and Business Strategy
This research focuses on companies that have sustained high willingness-to-pay over diverse market conditions, including economic slumps. It examines how firms identify, articulate, and communicate value to selected customer groups and the organizational implications,... View Details
- Research Summary
Strategy Implementation: Role and Management of the Sales Force
My research concerns the role and management of the sales force as agents of a firm's business strategy and not only as individual or team contributors to profitable growth. This work takes the form of course development, teaching and workshops in HBS executive... View Details
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