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Publications

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    • All HBS Web  (1,479)
      • Faculty Publications  (188)

      Inside Sales ModelRemove Inside Sales Model →

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      • April 1993 (Revised July 1994)
      • Case

      MathSoft, Inc. (A)

      By: V. Kasturi Rangan
      MathSoft's VP of sales has doubled the size of the company's direct field sales force to support the launch of a new, high-end workstation software product priced at almost $9,000. However, sales of the new product are far below plan. At the same time, the VP of... View Details
      Keywords: Information Technology; Corporate Entrepreneurship; Applications and Software; Communication Strategy; Salesforce Management; Marketing Channels; Advertising; Product Launch; Information Technology Industry; Industrial Products Industry; United States
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      Rangan, V. Kasturi. "MathSoft, Inc. (A)." Harvard Business School Case 593-094, April 1993. (Revised July 1994.)
      • April 1993 (Revised June 1994)
      • Supplement

      MathSoft, Inc. (B)

      By: V. Kasturi Rangan
      Describes the president's decision regarding MathSoft's marketing channels and communications methods, and the company's sales results during the next five quarters. The (A) case market response model is also updated. View Details
      Keywords: Communication Technology; Forecasting and Prediction; Curriculum and Courses; Learning; Knowledge Sharing; Growth and Development Strategy; Marketing Channels; Education Industry
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      Rangan, V. Kasturi. "MathSoft, Inc. (B)." Harvard Business School Supplement 593-095, April 1993. (Revised June 1994.)
      • Article

      Brand Choice, Purchase Incidence, and Segmentation: An Integrated Modeling Approach

      By: Randolph E. Bucklin and Sunil Gupta
      Keywords: Brands and Branding; Decision Choices and Conditions; Sales; Segmentation
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      Bucklin, Randolph E., and Sunil Gupta. "Brand Choice, Purchase Incidence, and Segmentation: An Integrated Modeling Approach." Journal of Marketing Research (JMR) 29, no. 2 (May 1992): 201–215. (Finalist for the 1997 O'Dell Award, Journal of Marketing Research.)
      • February 1991
      • Article

      Stochastic Models of Interpurchase Time with Time-Dependent Covariates

      By: Sunil Gupta
      Keywords: Theory; Sales
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      Gupta, Sunil. "Stochastic Models of Interpurchase Time with Time-Dependent Covariates." Journal of Marketing Research (JMR) 28 (February 1991): 1–15.
      • Article

      Developing Models for Planning Retailer Sales Promotions: An Application to Automobile Dealerships

      By: Anirudh Dhebar, Scott A. Neslin and John A. Quelch
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      Dhebar, Anirudh, Scott A. Neslin, and John A. Quelch. "Developing Models for Planning Retailer Sales Promotions: An Application to Automobile Dealerships." Journal of Retailing 63, no. 4 (Winter 1987): 333–364.
      • 1980
      • Working Paper

      Components of Manufacturing Inventories: A Structural Model of the Production Process

      By: Alan J. Auerbach and Jerry R. Green
      This paper presents a structural model of production and inventory accumulation based on the hypothesis of cost minimization. It differs from previous attempts in several respects. First, it integrates the analysis of input inventories with output inventories, treating... View Details
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      Auerbach, Alan J., and Jerry R. Green. "Components of Manufacturing Inventories: A Structural Model of the Production Process." NBER Working Paper Series, No. 491, June 1980.
      • Research Summary

      Overview

      By: Feng Zhu
      Professor Zhu’s research focuses on the design of platform business models and its impact on platform performance. Platforms have become central to our economy. A platform is a product or service that enables two or more customer groups to interact. For example,... View Details
      • Forthcoming
      • Article

      Training, Communications Patterns, and Spillovers Inside Organizations

      By: Miguel Espinosa and Christopher T. Stanton
      This paper examines how training affects productivity across hierarchical layers within organizations. After a randomized training program for frontline employees at a government agency, trained workers' output increased while their requests for managerial assistance... View Details
      Keywords: Spillovers; Labor Productivity; Firm Objectives, Organization, And Behavior
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      Espinosa, Miguel, and Christopher T. Stanton. "Training, Communications Patterns, and Spillovers Inside Organizations." Journal of Political Economy (forthcoming).
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