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  • All HBS Web  (4,067)
    • People  (5)
    • News  (810)
    • Research  (2,689)
    • Events  (20)
    • Multimedia  (48)
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← Page 12 of 4,067 Results →
  • February 2011 (Revised May 2011)
  • Case

Marlin & Associates and the Sale of Riverview Technologies

By: Richard S. Ruback and Royce Yudkoff
Riverview Technologies was a Stockholm, Sweden-based company that had developed software hedge funds. After spending more than a year in an organized sale process, the winning bidder had become increasingly difficult to work with and the closing had been substantially... View Details
Keywords: Mergers and Acquisitions; Entrepreneurship; Negotiation Deal; Negotiation Offer; Negotiation Process; Business and Shareholder Relations; Financial Services Industry
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Ruback, Richard S., and Royce Yudkoff. "Marlin & Associates and the Sale of Riverview Technologies." Harvard Business School Case 211-083, February 2011. (Revised May 2011.)
  • February 2025
  • Article

Sale of Private Equity–Owned Physician Practices and Physician Turnover

By: Victoria Berquist, Lev Klarnet and Leemore Dafny
Private equity (PE) ownership of physician practices is increasing, with owners targeting sales, or exits, in 3 to 7 years. Little is known about the association of exit with physician retention and subsequent employment. Using panel data over the period 2014-2020, we... View Details
Keywords: Private Equity; Retention; Health Industry
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Berquist, Victoria, Lev Klarnet, and Leemore Dafny. "Sale of Private Equity–Owned Physician Practices and Physician Turnover." JAMA Health Forum 6, no. 2 (February 2025).
  • 12 Feb 2013
  • Working Paper Summaries

Do Bonuses Enhance Sales Productivity? A Dynamic Structural Analysis of Bonus-Based Compensation Plans

Keywords: by Doug J. Chung, Thomas Steenburgh & K. Sudhir
  • April 2017
  • Article

Getting Your Money's Worth: Improving Sales Compensation

By: Frank V. Cespedes
Citation
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Cespedes, Frank V. "Getting Your Money's Worth: Improving Sales Compensation." Top Sales Magazine (April 2017).
  • Jun 2008
  • Conference Presentation

The Long Tail Phenomenon in Video Sales

By: Anita Elberse
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Elberse, Anita. "The Long Tail Phenomenon in Video Sales." Paper presented at the International Conference of the Association for Cultural Economics International, Boston, June 2008.
  • 12 Jun 2014
  • News

Sales Strategy: Stay Cool, Cute and Exclusive

  • 25 Nov 2010
  • News

Apax in talks to buy Advantage Sales

  • 26 Jan 2011
  • News

Home sales drop, prices rise in 2010

  • 02 Sep 2024
  • News

Sales Management That Works with Frank Cespedes

  • March 2018
  • Teaching Note

Sales Misconduct at Wells Fargo Community Bank

By: Suraj Srinivasan, Dennis W. Campbell, Susanna Gallani and Amram Migdal
Teaching Note for HBS No. 118-009. View Details
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Srinivasan, Suraj, Dennis W. Campbell, Susanna Gallani, and Amram Migdal. "Sales Misconduct at Wells Fargo Community Bank." Harvard Business School Teaching Note 118-022, March 2018.
  • October 2004
  • Case

Sales Force Training at Arrow Electronics (C)

Supplements the (A) case. View Details
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Beaulieu, Nancy D., and Aaron Zimmerman. "Sales Force Training at Arrow Electronics (C)." Harvard Business School Case 905-043, October 2004.
  • March 1990 (Revised March 1990)
  • Supplement

Chase Manhattan Bank (G): International Institutional Sales

By: Benson P. Shapiro
Keywords: Banking Industry
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Shapiro, Benson P. "Chase Manhattan Bank (G): International Institutional Sales." Harvard Business School Supplement 590-090, March 1990. (Revised March 1990.)
  • 27 May 2009
  • News

Home prices, sales plunge in Bay State

  • 08 Apr 2010
  • News

Morning Report: March 2010 Retailer Sales Gains

  • 16 Dec 2021
  • News

Avoid a One-Size-Fits-All Approach to Sales Coaching

  • 04 Jun 2012
  • HBS Conference

Thought Leadership on the Sales Profession Conference

  • November 2019 (Revised April 2020)
  • Case

Purple Innovation, Inc.: The Online to Offline Marketing Challenge

By: Elie Ofek and Nakisha Williams
This case focuses on Purple Innovation Inc. (Purple), a company that started out in the Direct to Consumer (DTC) mattress space. In late 2018, after a successful launch and IPO with sales predominantly originating from its website, Purple was looking to sustain its... View Details
Keywords: Offline Sales; Marketing Strategy; Digital Marketing; Growth and Development Strategy; Consumer Products Industry; Retail Industry
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Ofek, Elie, and Nakisha Williams. "Purple Innovation, Inc.: The Online to Offline Marketing Challenge." Harvard Business School Case 520-040, November 2019. (Revised April 2020.)
  • 2002
  • Case

Creating the Customer-Centric Team: Coordinating Sales and Marketing

By: Benson P. Shapiro
Keywords: Marketing; Groups and Teams; Sales; Customer Focus and Relationships
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Shapiro, Benson P. "Creating the Customer-Centric Team: Coordinating Sales and Marketing." Harvard Business School Publishing Case, 2002. (Note #9-999-006.)
  • August 2016 (Revised June 2017)
  • Case

Oversight Systems

By: Frank V. Cespedes and Amram Migdal
The case, set in May 2016, discusses sales strategy and managing sales and service at Oversight Systems, an Atlanta, Georgia–based software firm that developed analytics for organizations to monitor their data for errors, fraud, and operational inefficiencies. Included... View Details
Keywords: Sales; Sales Strategy; Entrepreneurial Sales; Entrepreneurial Sales And Marketing; Software Sales; Marketing; Marketing Management; Pricing; Salesforce Management; Distribution Channels; Marketing Strategy; Technology Industry; North America; United States; Atlanta; Georgia (state, US)
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Cespedes, Frank V., and Amram Migdal. "Oversight Systems." Harvard Business School Case 817-015, August 2016. (Revised June 2017.)
  • 22 Sep 2014
  • News

How to Focus Your Sales Team on the Right Effectiveness Metrics

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