Sales Management - Publications - Faculty & Research

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Government data and information sources for public entrepreneurship

Available data includes demographics, home sale statistics, health data, mortgage trends, school performance scores and labor data like unemployment, crime statistics and city crime rates. Explore Census Data provides access to data... View Details

29 Apr 2021
News

Equal Partner

working in the fashion and retail industry—as the director of Global Strategy at Donna Karan (a division of LVMH), the general manager of Shop Your Way and the founder of Mintbox, a flash sale and loyalty... View Details

Keywords: Diversity; Inclusion

01 Dec 1996
News

Starting Up and Starting Over

history courses today. The first HBS course designed specifically to teach entrepreneurial management - The Management of New Enterprises - was introduced in 1947, one of several HBS initiatives undertaken... View Details

11 Dec 2017
News

Growing from Within

Photo courtesy of Paulo Pena Photo courtesy of Paulo Pena The great majority of McDonald’s U.S. restaurants are run by external owner/operators. Paulo Pena (MBA 2004) is responsible for the rest. As vice president and managing director of... View Details

Keywords: Dan Morrell; Food Services and Drinking Places; Hospitality

Web

Rock 100: The Summit - Entrepreneurship

of posts on founder mindsets that improve success odds , Tom Eisenmann Managing for Results , Peter Drucker Novations: Strategies for Career Management , Gene Dalton & Paul Thompson The Science of Building a... View Details

November 10, 2022
Article

5 Ways Startups Can Prepare for a Recession

By: Lou Shipley

Startups face unique challenges during economic downturns. They typically aren’t yet profitable and so are reliant on outside funding—and therefore are especially exposed when macroeconomic conditions change. To make it through a recession, startup CEOs should hit the... View Details

Keywords: Entrepreneurship; Organizational Culture; Sales; Customer Focus and Relationships; Decisions; Inflation and Deflation; Financial Crisis; Employee Relationship Management; Business Startups; Credit

Citation

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February 2011 (Revised November 2013)
Case

The Cheezburger Network

By: John Deighton and Leora Kornfeld

Cheezburger Network was a Web publisher of humorous, user-contributed content, using social media for dissemination, and selling advertising against the traffic of 1 billion page views per quarter. In January 2011, it raised $30 million in venture capital for the... View Details

Keywords: Budgets and Budgeting; Digital Marketing; Customer Relationship Management; Venture Capital; Emerging Markets; Strategic Planning; Sales; Internet and the Web; Publishing Industry; Web Services Industry

Citation

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23 Aug 2019
Sharpening Your Skills

Has the Corporate Mission Just Been Disrupted?

Pons discusses what it means for US business leaders in confronting environmental challenges. 4 Ways Managers Can Exercise Their 'Agency' to Change the World In the face of today’s many messy problems, businesses must strive to help find... View Details

Keywords: by Sean Silverthorne; Green Technology

31 Oct 2004
Research & Ideas

The New CEO’s Wrong Message

than a year's work by a division manager and his team. They had developed advertising, prepared promotional materials, crafted a sales and distribution plan, and assigned responsibilities for different parts... View Details

Keywords: by Michael E. Porter, Jay W. Lorsch & Nitin Nohria

Profile

Wendy Lim

curriculum, diversity of student body, and strong campus life, HBS became a place for renewal. Preparation for personal and professional growth The school’s general management approach appealed to Wendy. “The higher you go within an... View Details

15 Aug 2016
Research & Ideas

Black Swans and Big Trends Can Ruin Anyone's Internet Prediction

Crashes, explains that after a bubble bursts—during what he calls the “revulsion” phase—most investors lose their appetite for risk taking. Our collective conservatism in the immediate wake of the dot-com crash might be seen as what View Details

Keywords: by Thomas R. Eisenmann; Technology

30 May 2000
Research & Ideas

Market Makers Bid for Success

happened in natural gas in the late 1980s and early 1990s. And, there's always money to be saved in industrial sourcing. If management really focuses on purchasing and puts effort into it, you can always save money by creating more... View Details

Keywords: by Staff; Web Services; Technology

01 Dec 2011
News

Ticktock

and function in order to avoid the danger of your product becoming a flash-in-the-pan fad? In the “Clocky” case, Nanda cites the Roomba, iRobot’s robotic vacuum cleaner, as an example of a product that manages to steer clear of that fate.... View Details

Keywords: Carmen Nobel; viral marketing; Computer and Electronic Product Manufacturing; Manufacturing

13 May 2008
First Look

First Look: May 13, 2008

climate change management will figure into BP's corporate strategy. Climate change management was a major part of BP's strategy under Browne: In 1997 Browne broke from his colleagues, publicly declaring that... View Details

Keywords: Martha Lagace

25 Jul 2017
First Look

First Look at New Research and Ideas: July 25, 2017

(E) Supplements the (A) case. Designed as an in-class handout. Purchase this case: https://cb.hbsp.harvard.edu/cbmp/product/117017-PDF-ENG Harvard Business School Case 717-488 Cotopaxi: Managing Growth for Good Cotopaxi, an innovative... View Details

Keywords: Carmen Nobel

22 Feb 2016
Research & Ideas

The ‘Mother of Fair Trade’ was an Unabashed Price Protectionist

was beginning to take hold in the 1920s. Chains and department stores opened across America, using volume sales to offer lower prices on a variety of goods. Gleason encountered competition from these chain stores as well as “pineboards,”... View Details

Keywords: by Dina Gerdeman; Retail; Health; Legal Services

01 Sep 2020
News

Road Work

sales below pre-COVID levels, a figure that tracks closely with figures represented by small-business owners overall; yet only one in five of Camino’s members has received some form of government relief. “Credit models have been turned... View Details

Keywords: banking; LatinX; small businesses; COVID-19; Finance

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 lessons to anyone selling a commodity—after all is said and done... View Details

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

27 Nov 2013
News

No Bologna, Please

With nearly 1,800 stores in 44 states and Ontario, Canada, the company and its franchisees employ about 80,000 workers and saw system-wide sales of nearly $4 billion in 2012. Menu items include a range of quick but distinctive options,... View Details

Keywords: Hanna, Julia; Food Services and Drinking Places; Hospitality

20 Feb 2008
First Look

First Look: February 20, 2008

and Jeffrey Wurgler Abstract Abstract We propose and test a catering theory of nominal stock prices. The theory predicts that when investors place higher valuations on low-price firms, managers will maintain share prices at lower levels,... View Details