Entrepreneurial Sales And Marketing - Publications - Faculty & Research

21 Apr 2015
First Look

First Look: April 21

Meanwhile, Allstate continued to lose market share to GEICO and Progressive as it struggled to build its direct sales business in the face of opposition from its tied-agent... View Details

Keywords: Carmen Nobel & Sean Silverthorne

01 Jun 2022
News

A Sustainable Solution for Fashion

READY TO MAKE AN IMPACT READ MORE STORIES Syrup works by integrating a retailer’s data—historical and real-time transactions and inventory, e-commerce patterns, and View Details

Keywords: April White

Web

2024 Reunion Presentations - Alumni

entertainment industry and outline the most effective business strategies and biggest entrepreneurial opportunities in these sectors. The Future of Work in the Era of AI... View Details

Web

Charts & Statistics - Leadership

less than a day for the war effort Atomic bomb ENIAC computer Penicillin used extensively to treat soldiers' infections Synthetic rubberx Influence: High 50 1950 s 19 Television sales expand dramatically Transistors used in portable... View Details

01 Oct 2001
News

Guy de Chazal: Changing Focus

putting too much faith in innovative companies with exciting ideas but untried management. "At Morgan Stanley, we're back to basics: We look for young companies that have the advantage of entering a potentially large market before the... View Details

Keywords: Deborah Blagg

01 Dec 2009
News

One Man Crime Wave

novel, The Brass Cupcake, he wrote, “Today as a writer, I am a small businessman in a highly competitive field, fabricating a product for sale in a buyers’ market, and required to establish my own... View Details

Keywords: Garry Emmons; fiction writing; Arts, Entertainment; Publishing Industries (except Internet); Information

28 May 2020
Research & Ideas

Coronavirus Could Create a 'Bankruptcy Pandemic'

filing for bankruptcy in the courts often results in a forced wind-down of the business. Management is replaced by a trustee or administrator (who is often an accountant or lawyer by training), the firm’s assets are sold off, and proceeds... View Details

Keywords: by Dina Gerdeman; Financial Services; Banking

14 Jul 2003
Research & Ideas

Keeping Your Balance With Customers

market segments. Likewise, for many years, Chemical Bank (now Chase) cultivated relationships with unprofitable customers for the same reason. Most organizations view the sale purely as a transaction View Details

Keywords: by Robert S. Kaplan & David P. Norton

23 Apr 2014
HBS Case

Are Electronic Cigarettes a Public Good or Health Hazard?

and analysis," says Quelch. A Smoking Market Uncertainty over health data hasn't hurt the product's popularity. In 2013, electronic cigarettes tripled in sales in the US... View Details

Keywords: by Michael Blanding; Food & Beverage; Advertising

Research Summary

Mastering Strategy Execution

By: Robert Simons

Professor Robert Simons’ research encompasses three areas of management accountability that are the foundation for successful strategy execution: organization design, performance measurement and control, and risk management. In addition, Simons is interested in the... View Details

Person Page

Press / Media

By: Karim R. Lakhani

Can America Invent Its Way Back?

BusinessWeek, by Michael Mandel, 12 Sept. 2008

Today, researchers are focusing on ways to make those... View Details

09 Feb 2016
First Look

February 9, 2016

https://www.hbs.edu/faculty/Pages/item.aspx?num=50562 forthcoming Strategic Management Journal Entrepreneurial Beacons: The Yale Endowment, Run-ups, and the Growth of Venture Capital By: Bermiss, Y. Sekou,... View Details

Keywords: Sean Silverthorne

September–October 2022
Article

Should Your Company Sell on Amazon?: Reach Comes at a Price

By: Ayelet Israeli, Leonard A. Schlesinger, Matt Higgins and Sabir Semerkant

Selling on Amazon allows brands to reach millions of consumers—but that exposure comes with costs. They include smaller margins, more competition, the risk of commoditization, and less knowledge about customers. In this article, the authors present a scorecard to... View Details

Citation

Find at Harvard

Register to Read

Person Page

Read excerpts from DENIAL

By: Richard S. Tedlow

The Edifice Complex: Denial at Sears

Book Excerpt: Denial at Sears (BusinessWeek.com, February 26, 2010)

From Denial: Why Business... View Details

18 Apr 2005
Research & Ideas

Selling Luxury to Everyone

houses—Morse noted that Estée Lauder has 400 chemists—selling products to customers who come in for services help it compete. Daniel Langer, executive director of marketing for hair products maker Bumble and... View Details

Keywords: by Julie Jette; Consumer Products

15 Nov 2016
News

Field Course Helps Nascent Entrepreneurs Connect with Customers

Entrepreneurial Sales and Marketing (ESM), a field course that debuted in spring 2016. “To a greater degree than in established firms, View Details

October 1976 (Revised April 1983)
Case

Federal Express (A)

Federal Express is a small-package airline operating throughout the United States. After initial heavy losses it is now profitable. Management is examining the services offered by the firm and believes that there is great potential for "Courier Pak", an overnight... View Details

Keywords: Advertising; Product Marketing; Sales; Air Transportation Industry; Service Industry; United States

Citation

Educators

Purchase

18 Apr 2005
Research & Ideas

Prosper with Multi-Channel Retailing

initial markup and generating substantial gross margin, which means tight controls of inventory." In addition to buying enough to sell on the Internet, the company must manage inventories for stores that have very different View Details

Keywords: by Julie Jette; Consumer Products; Retail