Filter Results:
(3,256)
Show Results For
- All HBS Web
(3,256)
- People (5)
- News (660)
- Research (2,127)
- Events (13)
- Multimedia (10)
- Faculty Publications (1,240)
Show Results For
- All HBS Web
(3,256)
- People (5)
- News (660)
- Research (2,127)
- Events (13)
- Multimedia (10)
- Faculty Publications (1,240)
- July 2002 (Revised March 2003)
- Case
Avon.com (A)
Avon has always sold its products through a large independent direct-selling organization. However, it is now considering whether it should sell directly to the consumer. The company's independent representatives number 500,000 in the United States alone. Yet, there... View Details
Keywords: Organizational Change and Adaptation; Marketing Strategy; Internet and the Web; Salesforce Management; Marketing Channels; Beauty and Cosmetics Industry
Godes, David B. "Avon.com (A)." Harvard Business School Case 503-016, July 2002. (Revised March 2003.)
- June 1995
- Teaching Note
Barilla SpA (A-D) TN
Teaching Note for (9-694-046), (9-695-064), (9-695-065), and (9-695-066). View Details
- December 2000
- Case
Daymon Associates
By: Ray A. Goldberg
How does a firm act as a coordinater between the food retailer and manufacturer and satisfy both? View Details
- 07 Oct 2019
- Sharpening Your Skills
How Companies Can Make Up with (Very) Unhappy Customers
JetBlue employees and more than 130,000 customers whose flights were cancelled, delayed, or diverted. How did the airline make it right with customers and learn from its mistakes? The Hidden Cost of a... 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
- January 1997 (Revised July 1998)
- Case
Dendrite International (Condensed)
By: John A. Deighton
This version has been shortened to concentrate on the issue of managing a long selling process and long post-sale account relationship. The focus on the pharmaceutical industry in the United States, Europe, and Japan is preserved. Broader questions of expansion into... View Details
Keywords: Customer Focus and Relationships; Marketing Strategy; Product Development; Sales; Expansion; Chemical Industry; Pharmaceutical Industry; Japan; Europe; United States
Deighton, John A. "Dendrite International (Condensed)." Harvard Business School Case 597-072, January 1997. (Revised July 1998.) (request a courtesy copy.)
- 07 Nov 2005
- What Do You Think?
Is Less Becoming More?
Amazon stimulates sales by its listing of thousands of books that would otherwise be out of print, given their meager sales through traditional channels. Internet technology View Details
- 05 Dec 2006
- First Look
First Look: December 5, 2006
http://www.hbsp.harvard.edu/b01/en/common/item_detail.jhtml?id=107028 The Virtual Entrepreneurial Team Exercise—VETE; Overview and Instructions for Participants Harvard Business School Note 806-158 ... View Details
Keywords: Sean Silverthorne
- 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
- December 1986 (Revised December 1987)
- Case
Hewlett-Packard: Manufacturing Productivity Division (B)
By: Benson P. Shapiro and Lawrence B. Levine
Asks where in the Hewlett-Packard (HP) network of groups and sectors the Manufacturing Productivity Division should be placed. Provides a great deal of background regarding marketing, sales, and engineering at HP. It is thus possible to expand and broaden the... View Details
Keywords: Business Divisions; Marketing; Production; Networks; Sales; Expansion; Manufacturing Industry
Shapiro, Benson P., and Lawrence B. Levine. "Hewlett-Packard: Manufacturing Productivity Division (B)." Harvard Business School Case 587-102, December 1986. (Revised December 1987.)
- 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
- 10 Jun 2013
- Research & Ideas
How Numbers Talk to People
particular CSI story involved lost revenue on hotel payment transactions. Analysis of data suggested that after a customer had selected a hotel, filled in the travel and billing information, then clicked the "Buy Now" button, a... View Details
- June 2011
- Background Note
It's a Social World
By: Stephen P. Bradley and Nancy Bartlett
Social media had fashioned the lives of individuals and communities by 2010, providing an opportunity and a challenge for companies of all sizes. This note provides background on various social media (e.g. social networks, forums, games and communication services) and... View Details
- 2011
- Article
The Consumer Psychology of Mail-in Rebates
By: John T. Gourville and Dilip Soman
Consumers who buy a product intending to use an accompanying mail-in rebate often do not redeem the rebate. To explain this behavior, we argue that consumers use an anchoring and adjustment approach to predicting the likelihood of redeeming a rebate. In keeping with... View Details
Gourville, John T., and Dilip Soman. "The Consumer Psychology of Mail-in Rebates." Journal of Product & Brand Management 20, no. 2 (2011).
- 13 Jun 2017
- Blog Post
Benefits of the MS/MBA: Engineering Sciences Program
like Launching Tech Ventures, Strategy & Technology, Scaling Tech Ventures, and Entrepreneurial Sales and Marketing. He also spent much of... View Details
- Apr 29 2016
- Testimonial
Blazing Trails in the Digital World
- 15 Dec 2014
- Research & Ideas
Deconstructing the Price Tag
they are way out of whack with the market norm—and when the firm makes it clear that its own markup is much higher than what competitors charge. For instance, if a company charges $30 for a T-shirt, but emphasizes that competitors are... View Details
- 24 Feb 2014
- Research & Ideas
Busting Six Myths About Customer Loyalty Programs
There are three ways to differentiate in retailing: location, location, and location. The problem is that as markets mature, location becomes less potent as a competitive advantage because the consumer has a... View Details
- 23 Feb 2009
- Research & Ideas
Creative Entrepreneurship in a Downturn
systematically identify opportunities all around them. Martha Lagace: Your work highlights many opportunities for innovation and success despite the serious market conditions facing entrepreneurs. What about... View Details
Keywords: by Martha Lagace
- 01 Oct 2008
- Research & Ideas
How Much Time Should CEOs Devote to Customers?
Harvard Business School professor John Quelch writes a blog on marketing issues, called Marketing KnowHow, for Harvard Business. It is reprinted on HBS Working Knowledge.Customers are the source of all cash... View Details
Keywords: by John Quelch