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- Faculty Publications (210)
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- All HBS Web (254)
- Faculty Publications (210)
- September 1993
- Supplement
Manufacturing at ALZA: The Right Prescription? (C)
ALZA, a drug delivery company, considers marketing its own and other companies' products. The primary issue is whether to build an internal sales force focused on a few niche markets, to finance a sales force through alliances, or to acquire a marketing company. View Details
Keywords: Mergers and Acquisitions; Product Marketing; Alliances; Research and Development; Salesforce Management; Business Strategy; Pharmaceutical Industry
Leonard, Dorothy A. "Manufacturing at ALZA: The Right Prescription? (C)." Harvard Business School Supplement 694-021, September 1993.
- February 2008
- Case
EFI, Inc. (A)
By: David B. Godes and Lauren Barley
EFI has a unique sales compensation challenge. They cannot allocate sales credit for their core product to individual salespeople. So, they've historically paid the sales force as a team. This has worked out fine, since they've been a near-monopoly seller of a single... View Details
Keywords: Change Management; Compensation and Benefits; Performance Evaluation; Groups and Teams; Salesforce Management; Motivation and Incentives
Godes, David B., and Lauren Barley. "EFI, Inc. (A)." Harvard Business School Case 508-044, February 2008.
- 01 Oct 2020
- What Do You Think?
Are CEOs the Wrong Leaders for Stakeholder Capitalism?
Interorganizational management in a channel of distribution is a complex matter. But it doesn’t hold a candle to the complexity of stakeholder capitalism, as suggested by responses to this month’s column on the subject. Reading them, it’s... View Details
Keywords: by James Heskett
- 08 Sep 2021
- Blog Post
Building the Bridge from Nonprofit to VC with Joshua Mbanusi (MBA 2021)
managers to unlearn their racial and gender bias; and later receiving a full-time impact investing offer from another fund. The Strategic Philanthropy Bridge Mbanusi knew that it wouldn’t be enough to make connections into venture... View Details
- 2010
- Working Paper
Do Bonuses Enhance Sales Productivity? A Dynamic Structural Analysis of Bonus-Based Compensation Plans
By: Doug J. Chung, Thomas J. Steenburgh and K. Sudhir
We estimate a dynamic structural model of sales force response to a bonus based compensation plan. The paper has two main methodological innovations: First, we implement empirically the method proposed by Arcidiacono and Miller (2010) to accommodate unobserved latent... View Details
Keywords: Compensation and Benefits; Performance Productivity; Mathematical Methods; Salesforce Management; Motivation and Incentives
Chung, Doug J., Thomas J. Steenburgh, and K. Sudhir. "Do Bonuses Enhance Sales Productivity? A Dynamic Structural Analysis of Bonus-Based Compensation Plans." Harvard Business School Working Paper, No. 11-041, October 2010.
- October 2000 (Revised April 2005)
- Case
Z Corporation
By: Joseph B. Lassiter III, Matthew C. Lieb and Tom Clay
Tom Clay, president of Z Corp., and founder/CEO Marina Hatsopolous must decide between using a direct sales force or using a value-added reseller to begin selling the company's new 3-D printing prototype manufacturing system. View Details
Keywords: Technological Innovation; Salesforce Management; Distribution Channels; Conflict and Resolution; Technology Industry
Lassiter, Joseph B., III, Matthew C. Lieb, and Tom Clay. "Z Corporation." Harvard Business School Case 801-210, October 2000. (Revised April 2005.)
- 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.)
- January 1986 (Revised November 2006)
- Case
Peripheral Products Company: The 'Gray Market' for Disk Drives
By: Frank V. Cespedes
In mid-1985, the vice president of marketing for a large manufacturer of disk drives is considering how to deal with a growing "gray market" for his company's products. The case provides good background material on the evolution of gray markets throughout the disk... View Details
Keywords: Price; Growth and Development; Code Law; Leadership; Marketing; Distribution; Production; Salesforce Management; Strategy; Distribution Industry
Cespedes, Frank V. "Peripheral Products Company: The 'Gray Market' for Disk Drives." Harvard Business School Case 586-124, January 1986. (Revised November 2006.)
- October 2004
- Case
Sales Force Training at Arrow Electronics (B)
By: Jason R. Barro, Brian J. Hall and Aaron Zimmerman
Supplements the (A) case. A rewritten version of an earlier supplement. View Details
Keywords: Human Resources; Compensation and Benefits; Recruitment; Retention; Selection and Staffing; Salesforce Management; Competition
Barro, Jason R., Brian J. Hall, and Aaron Zimmerman. "Sales Force Training at Arrow Electronics (B)." Harvard Business School Case 905-042, October 2004.
- 01 Apr 2022
- Blog Post
Climate Stories Episode #3: Keith Kinch, BlocPower
Climate Stories Episode #3: Keith Kinch, BlocPower Retrofitting buildings in inner cities is just one element of BlocPower’s groundbreaking sustainability strategy. In this episode of Climate Stories, BlocPower’s General Manager Keith... View Details
- October 1993 (Revised September 1994)
- Case
Catalina Marketing Corp.
By: David E. Bell, Walter J. Salmon and Dinny Starr
Catalina Marketing is a very successful marketing service firm. Their current customers include major supermarket retailers and consumer products manufacturers nation-wide. Catalina provides a unique way for these clients to distribute coupons for their products via... View Details
Keywords: Advertising; Information Management; Expansion; Product; Salesforce Management; Information Technology; Growth and Development Strategy; Customer Value and Value Chain; Advertising Industry
Bell, David E., Walter J. Salmon, and Dinny Starr. "Catalina Marketing Corp." Harvard Business School Case 594-026, October 1993. (Revised September 1994.)
- June 2018
- Teaching Note
Meridian Systems (Brief Case)
By: Frank V. Cespedes and Michael J. Roberts
Teaching Note for HBS No. 918-533. The key issues discussed in the Meridian teaching note concern sales force deployment: decisions about how to focus sales efforts with respect to territories, customers, and products. The teaching note explains the strengths and... View Details
- October 2004
- Case
Sales Force Training at Arrow Electronics (A)
By: Jason R. Barro, Brian J. Hall and Aaron Zimmerman
In the mid-1980s, Arrow, the world's largest electronics distributor, implemented a college recruiting program to hire salespeople. The program was part of an effort to increase the professionalism and skill set of the sales force in an industry where few salespeople... View Details
Keywords: Human Resources; Compensation and Benefits; Recruitment; Retention; Selection and Staffing; Salesforce Management; Competition
Barro, Jason R., Brian J. Hall, and Aaron Zimmerman. "Sales Force Training at Arrow Electronics (A)." Harvard Business School Case 905-041, October 2004.
- June 2018
- Case
Meridian Systems
By: Frank V. Cespedes and Michael J. Roberts
The Meridian Systems case focuses on a start-up in the restaurant point of sale (POS) systems market. In early 2018, Meridian is getting ready to roll out a POS system based on a new technology—a tablet-based, Wi-Fi-enabled POS system (the "tablet" system, or... View Details
Keywords: Business Startups; Sales; Strategy; Salesforce Management; Organizational Structure; Technological Innovation; Marketing Strategy
Cespedes, Frank V., and Michael J. Roberts. "Meridian Systems." Harvard Business School Brief Case 918-533, June 2018.
- January 2005 (Revised March 2005)
- Case
Parisian: productivity and selling cost
By: Rajiv Lal and Arar Han
Presents the dilemma facing George Jones with respect to the high selling cost at Parisian Department Stores. The challenges to be considered reflect issues at different levels of the organization, including individual salespeople, the store itself, and the merchandise... View Details
Keywords: Cost; Executive Compensation; Production; Sales; Salesforce Management; Motivation and Incentives; Retail Industry
Lal, Rajiv, and Arar Han. "Parisian: productivity and selling cost." Harvard Business School Case 505-052, January 2005. (Revised March 2005.)
- October 2010
- Case
The iPhone at IVK
By: Richard L. Nolan and Robert D. Austin
The CIO addresses a decision to replace salesmen netbook PC's with iPhones, including converting the company's sales and customer applications to the iPhone platform View Details
Keywords: Mobile and Wireless Technology; Digital Platforms; Salesforce Management; Transition; Technology Adoption; Information Infrastructure; Applications and Software; Change Management
Nolan, Richard L., and Robert D. Austin. "The iPhone at IVK." Harvard Business School Case 911-413, October 2010.
- October 2011 (Revised April 2017)
- Teaching Note
Raleigh & Rosse: Measures to Motivate Exceptional Service (Brief Case)
By: Robert L. Simons and Michael Mahoney
Teaching Note for 4353. View Details
Keywords: Control Systems; Performance Measurement; Goal Setting; Compensation; Incentives; Motivation; Sales Compensation; Strategy And Execution; Motivation and Incentives; Goals and Objectives; Salesforce Management; Organizational Culture; Accounting; Performance Evaluation; Compensation and Benefits
- 23 Apr 2001
- Research & Ideas
Brand Power from Wedgwood to Dell: Part Two
entrepreneurs, says HBS professor Nancy F. Koehn. In Part One of a discussion about her recent book—in the April 16 issue of HBS Working Knowledge—Koehn described the brand-building savvy of three entrepreneurs in the past, as well as their clear lessons for View Details
Keywords: by Martha Lagace
- November 2009 (Revised March 2011)
- Case
New York Life and Immediate Annuities
By: Julio J. Rotemberg and John T. Gourville
By positioning Immediate Annuities as "guaranteed lifetime income," New York Life has built itself a $1.4 billion per year business by 2009. However, to make Immediate Annuities a mainstream financial product for retirees, New York Life must understand why many... View Details
Keywords: Insurance; Personal Finance; Product Marketing; Consumer Behavior; Retirement; Salesforce Management; Insurance Industry
Rotemberg, Julio J., and John T. Gourville. "New York Life and Immediate Annuities." Harvard Business School Case 510-040, November 2009. (Revised March 2011.)
- 29 Apr 2018
- Working Paper Summaries