Organizational Selling - Publications - Faculty & Research

09 Nov 2010
First Look

First Look: November 9, 2010

positioning of its mixed bag of brands. After launching an economy and an upscale brand, it dithered over the launch of its upper upscale and luxury brands. The case illustrates the marketing and organizational challenges of a hybrid... View Details

Keywords: Sean Silverthorne

Web

Events - Business History

16 Nov 2018 Business History Seminar Selling the Revolution: Communist China's Capitalist Ambassadors, 1949-1966 Christopher R. Leighton, Harvard Business School Nov 5 05 Nov 2018 Business History Seminar A Social History of Urban... View Details

04 Sep 2018
First Look

New Research and Ideas, September 4, 2018

2018 Individual Creativity in the Workplace An Integrated Model of Dynamic Problem Solving within Organizational Constraints By: Cromwell, Johnathan R., Teresa M. Amabile, and Jean-François Harvey Abstract—Rapid technological change,... View Details

Keywords: Dina Gerdeman

Web

Negotiating - Alumni

than money! Evaluate all aspects of an offer and prioritize those that are most important to you. These include: Organizational culture and values Paid vacation time Maternity/paternity leave Growth opportunities Career progression... View Details

04 Feb 2002
Research & Ideas

How a Juicy Brand Came Back to Life

unfolds. An Endearing Artlessness Some brands just want to have fun, and from birth Snapple was one of them. Operating from the back of his parents' pickle store in Queens, Arnie Greenberg and his friends Leonard Marsh and Hyman Golden started View Details

Keywords: by John Deighton; Food & Beverage

28 Jan 2020
Book

Advanced Leadership Requires More Than Outside-The-Box Thinking

innovation lie in moving outside the walls of disciplines and departments to help leaders gain the creativity of multiple perspectives so they could create high-impact social ventures, whether for-profit or not-for-profit. The issue isn’t the View Details

Keywords: by Sean Silverthorne

15 Nov 2011
First Look

First Look: November 15

http://www.hbs.edu/research/pdf/11-123.pdf Organizational Toolmaking: Transformations in the Influence of Experts Authors:Matthew Hall, Anette Mikes, and Yuval Millo Abstract In this study, we examine transformations in the influence of... View Details

Keywords: Sean Silverthorne

11 Feb 2020
Sharpening Your Skills

10 Rules Entrepreneurs Need to Know Before Adopting AI

for neural networks increase, as does accessibility to off-the-shelf APIs from big tech and academic institutions that help speed up innovation. Entrepreneurs have also learned the wisdom of targeting AI applications toward specific, well-defined business problems,... View Details

Keywords: by Rocio Wu

13 Jul 2010
First Look

First Look: July 13

ultimatum from Walmart, his largest customer, about his largest and most profitable product line: "We're dropping it." Among its hosiery products, the Kentucky Derby Hosiery Co. produces and sells a branded line of infant socks... View Details

Keywords: Martha Lagace

22 Jul 2002
Research & Ideas

Is Performance-Based Pricing the Right Price for You?

problem-solving process. When the two parties involved are buying and selling committees representing different organizational jurisdictions within their organizations, and perhaps different levels of... View Details

Keywords: by Benson Shapiro; Manufacturing

27 Oct 2002
Research & Ideas

Want a Happy Customer? Coordinate Sales and Marketing

technology, operations, finance, etc.), different levels in the customer's organizational hierarchy, and different customer regional and line of business organizations. Customers are reached through complex overlapping means including... View Details

Keywords: by Benson Shapiro

27 Jun 2011
Research & Ideas

Recovering from the Need to Achieve

now teaches organizational behavior and leadership at HBS, DeLong has worked alongside hundreds of HNAPs. He calls himself a card-carrying group member, albeit in recovery. Recovery, to DeLong, entails confronting and getting control of... View Details

Keywords: by Kim Girard

02 Oct 2006
Research & Ideas

Negotiating in Three Dimensions

trying to discern who influences the target player and to whom that player defers. For example, when we were advising a client who was eager to sell his company, we counseled him against his instincts to quickly open serious negotiations... View Details

Keywords: by Martha Lagace

07 Jun 2021
Book

9 Tips from an Expert Fundraiser: Help Donors 'Invest in Their Passion'

Few people enjoy asking for money. Whether you’re selling cookies or seeking a gift to fund medical research, it's rarely easy. “Many people see it as akin to begging,” writes Harvard Business School Professor F. Warren McFarlan in his... View Details

Keywords: by Danielle Kost

Web

Judges - Alumni

Prior to Now, she co-founded Nourish, a patented children's product that was distributed through traditional and online retail channels. Lara Co-Authored the best selling book, "Level Up: Rise Above the Hidden Forces Holding your Business... View Details

17 Jun 2017
Research & Ideas

Amazon, Whole Foods Deal a Big Win for Consumers

Source: 400tmax Editor's Note. Online retailing behemoth Amazon announced June 16 that it would acquire upscale grocery chain Whole Foods Market in a deal valued at more than $13 billion. Though the company has dabbled with the idea of a brick-and-mortar footprint in... View Details

Keywords: by Jose Alvarez and Len Schlesinger; Retail

March 2024
Case

Nomad: A License to Bank

By: Paul A. Gompers and Pedro Levindo

In late 2023, Lucas Vargas, CEO and co-founder of Nomad, a fintech that offered financial services in the United States for Brazilian residents, had to decide what to do to ensure the company’s continued expansion. Nomad launched its first product, a U.S. digital bank... View Details

Citation

Educators

Purchase

15 Dec 2003
Research & Ideas

The New Global Business Manager

in the multinational company's organizational capability. And that is where the role of the global manager is shaped. We argued that companies should not define this as an offline specialist role, but neither must they try to make... View Details

Keywords: by Cynthia Churchwell

01 Aug 1998
News

High Honors

a series of significant acquisitions, purchasing a small cable television station. During the next few decades, Landmark's TeleCable division bought dozens of cable stations around the country before selling them to Tele-Communications... View Details

22 May 2017
Lessons from the Classroom

A Luxury Industry Veteran Teaches the Importance of Aesthetics to Budding Business Leaders

Business of Aesthetics to second-year MBA students and select applicants from Harvard’s Graduate School of Design. The course looks at the role of aesthetics in strategy, organizational structure, succession planning, and investment... View Details

Keywords: by Carmen Nobel; Beauty & Cosmetics; Apparel & Accessories; Auto; Tourism

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