Entrepreneurial Sales And Marketing - Publications - Faculty & Research

07 Feb 2005
Research & Ideas

How “Career Imprinting” Shapes Leaders

management track were often placed directly into sales positions at Abbott, and then advanced primarily through this particular function. Integration of the different functions of the firm occurred at the... View Details

Keywords: by Mallory Stark

19 Dec 2005
Research & Ideas

The Regional Slice of Your Global Strategy

the Japanese economy get off the ground, and the company's business there was dwarfed by its domestic business. But as Toyota's U.S. sales grew, political pressures increased the political View Details

Keywords: by Pankaj Ghemawat

03 Dec 2001
What Do You Think?

What Happens When the Sumo Master Learns Judo?

does not trust Microsoft and its use of 'customer' information to market to customers and hold them digitally captive. This demographic will continue to provide View Details

Keywords: by James Heskett

16 Jul 2021
Op-Ed

For Entrepreneurs, the Benefits of Slowing Down

A few months ago, I wrote about the ridiculous increase in velocity that we are seeing in the venture capital market in my post, Velocity and Venture Capital: 11. Now that summer is upon us, I want to... View Details

Keywords: by Jeffrey Bussgang

11 Sep 2000
Research & Ideas

Riding the Internet Fast Track

own high-speed trains. I could list a dozen market categories where you'll find four, five, or six well-funded, well-organized, and savvy companies all pursuing this nearly identical strategy." While... View Details

Keywords: by Peter Jacobs

05 Aug 2002
What Do You Think?

Is Platform Leadership Old Hat or the Wave of the Future?

determine whether the practice results in "collusion and monopoly?" In fact, does platform leadership have to be confined to those firms developing technology? Can it just as well be established by View Details

Keywords: by James Heskett

19 Dec 2014
Research & Ideas

China’s Complicated Relationship With Mother Nature

Despite its name, the Great Wall of China began as a series of smaller, isolated defensive fortifications. Those structures grew and were later unified into the imposing structure that exists today. The Great Wall is a great metaphor for the Chinese economy. By... View Details

Keywords: Re: William C. Kirby; Manufacturing

12 Apr 2018
Op-Ed

Op-Ed: The Trouble with Tariffs

already the leading network infrastructure supplier globally, ahead of Cisco, Nokia, and Ericsson. It is a leader in optical network equipment, and has passed Apple in smartphone View Details

Keywords: by Willy C. Shih; Manufacturing; Auto; Steel; Air Transportation; Technology; Telecommunications

15 Aug 2005
HBS Case

Classic Cases Live On at HBS

which reduced air loss and prevented compression, resulting in greater protection. This saran "barrier coating" had been a key sales point that Sealed Air emphasized to its customers. Low-cost... View Details

Keywords: by Garry Emmons

03 Mar 2014
HBS Case

Decommoditizing the Canned Tomato

sales growing from 11 million in 1995 to 185 million in 2011. And it offers important insights on supply chain management, innovation, and risk-taking. But it also provides... View Details

Keywords: by Maggie Starvish; Agriculture & Agribusiness; Food & Beverage; Retail

20 Aug 2012
Research & Ideas

The Acquirers

private equity and public companies "changes the ownership structure of assets and alters the incentives and governance mechanisms that surround the economic engine of our... View Details

Keywords: by Kim Girard; Financial Services

17 Mar 2022
Research & Ideas

Navigating Tradeoffs: How Purpose Becomes a Company's ‘Lighthouse in the Storm’

concluded that alternative packaging solutions weren’t as green as they purported to be if they didn’t perform well in their main function: storing and preserving the food they contained. Recognizing they would need to use plastic... View Details

Keywords: by Ranjay Gulati

02 Feb 2012
Op-Ed

Once a Castle, Home is Now a Debtors’ Prison

We have created a housing hybrid in America, refashioning the single-family home into a mini debtors' prison. Almost 11 million dot the landscape. In Las Vegas and Phoenix, over 50 percent of homeowners live in one. “Understandably, most... View Details

Keywords: by Nicolas P. Retsinas; Financial Services; Construction; Real Estate

04 Sep 2001
Lessons from the Classroom

Getting Back on Course

families. As Professor of Management Practice and co-head of the HBS Entrepreneurial and Service Management unit, Myra Hart has been particularly interested in women in... View Details

Keywords: by Martha Lagace

04 Mar 2002
Research & Ideas

Don’t Lose Money With Customers

series of articles and HBS Working Papers, he explores the process of how firms in business-to-business markets manage customer relationships. As a frame of reference, Narayandas explains that modern View Details

Keywords: by Peter K. Jacobs

05 May 2003
Research & Ideas

Sharing the Responsibility of Corporate Governance

California consumers who rely on gas to heat their homes and cook their food. On the other hand, directors negotiating the sale of a Delaware corporation to a company controlled by a single individual would... View Details

Keywords: by Carla Tishler

22 Sep 2020
Research & Ideas

Recessions Push Some Entrepreneurs to Launch Too Soon

Entrepreneurial success may depend on more than a great idea, plenty of connections, and financial backing, new research suggests. The entrepreneur’s job security may also play a significant role. Uncertain... View Details

Keywords: by Sean Silverthorne

13 Nov 2000
Research & Ideas

Corporate Venturing: Entrepreneurship on the Inside

Can big companies ride the entrepreneurial tiger to transformation and renewal? Yes, said participants in the panel discussion "Corporate Venturing: Entrepreneurship on the Inside" at the HBS... View Details

Keywords: by Kenneth Liss

21 Apr 2003
Research & Ideas

Are Crummy Products Your Next Growth Opportunity?

from above. As transistor radios evolved into the Walkman, parents bought them, too. Some other examples of crummy products finding a market with non-consumers: The first digital cameras were expensive and... View Details

Keywords: by Sean Silverthorne