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    Paul G. Hoffman

    Hoffman, the Studebaker company executive, is one of the few auto company presidents to have risen from the sales department. In the first nine-months of his tenure, sales totaled 30,194, which put the... View Details
    Keywords: Automotive & Aerospace
    • Web

    James Sharpe | Baker Library

    James Sharpe MBA 1976, Extrusion Technology Play Video duration: 1:17:51 James “Jim” Sharpe, HBS 1976. Interview conducted in January 2003 James “Jim” Sharpe, HBS 1976, spent the early part of his career at General Electric, where he eventually had P&L responsibility... View Details
    • Portrait Project

    David Askaryan

    A few times every year in elementary school, a bunch of students would get suckered into selling candy for a school fundraiser. Each kid was aggressively encouraged to sell a minimum number of candies at fifty cents per piece. If students met their View Details
    • 01 Oct 1997
    • News

    After 27 Years at HBS, Shapiro Shifts Professional Focus

    Benson P. ("Ben") Shapiro, the School's former Malcolm P. McNair Professor of Marketing, has left full-time teaching at HBS to concentrate on research, writing, public speaking, and consulting. A well-known authority on marketing strategy and View Details
    • June 2011
    • Teaching Note

    Red Lobster (TN)

    By: Jason Riis
    Teaching Note for 511-052. View Details
    Keywords: Markets; Research; Opportunities; Customer Satisfaction; Sales; Segmentation; Food; Food and Beverage Industry
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    • June 1997
    • Supplement

    MicroFridge: Robert Bennett, President and CEO, OPM Presentation

    By: Norman A. Berg
    Robert P. Bennett of MicroFridge discusses a number of topics including his philosophy, his company's market focus, the reorganization of the selling organization, reduction of overhead, the company's poor performance in the past year, its partnership with Sanyo, and... View Details
    Keywords: Restructuring; Salesforce Management; Markets; Partners and Partnerships; Strategy; Performance
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    • June 2013
    • Supplement

    Wayne Ferrari: iAutomation at a Crossroads (Video Supplement)

    This is the Video Supplement for Wayne Ferrari: I Automation at a Crossroads (HBS Case #813120). View Details
    Keywords: Entrepreneurs; Private Equity Exit; Pricing; Pricing Policies; Pricing Strategy; Pricing Structure; Distribution; Channels Of Distribution; Acquisitions; Integration; Growth; Salesforce Management; Price; Private Equity; Manufacturing Industry; Distribution Industry; Electronics Industry; United States
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    • September 1983 (Revised November 1984)
    • Case

    Syntex Laboratories (B)

    The recommendations of the consultants require a number of assumptions and modifications to be implemented by Syntex Labs. Presents the initial implementation plan of the company. View Details
    Keywords: Organizational Change and Adaptation; Strategic Planning; Salesforce Management; Pharmaceutical Industry
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      J. Chadbourn Bolles

      Under Bolles dynamic direction which spanned 34 years, Chadbourn grew from a small hosiery operation with $500,000 in annual sales to an international and diversified textile and apparel complex with $68 million in sales. Through... View Details
      Keywords: Fabric & Apparel
      • 18 Feb 2013
      • Research & Ideas

      Breaking Through a Growth Stall

      base. But many ventures simply partition markets based on what is identifiable and accessible via purchased customer lists, SIC codes, LinkedIn, Facebook, or the sheer number of cold calls. Sales may be made, but it's the result of a... View Details
      Keywords: by Sean Silverthorne

        Harry B. Cunningham

        Cunningham took over S. S. Kresge with a vision to convert the retail chain into a discounter. Cunningham opened the first K-Mart discount store in a Detroit suburb in 1962. When Cunningham embarked on his mission, company sales were $483... View Details
        Keywords: Retail
        • 05 Dec 2007
        • Sharpening Your Skills

        Sharpening Your Skills: Managing Marketing

        Cannibalizing Direct Sales? Working Paper: Adding Bricks to Clicks—The Effects of Store Openings on Sales through Direct ChannelsConsider a retailer who operates both brick-and-mortar stores and direct channels such as direct mail... View Details
        • September 2009 (Revised May 2019)
        • Case

        The London 2012 Olympic Games

        By: John T. Gourville and Marco Bertini
        It's 2009 and Paul Williamson, Head of Ticketing, must finalize ticket prices for the 2012 London Olympic Games. Yet, there are many criteria to consider. First, given the importance of ticketing to the Games' bottom line, he has a strong incentive to maximize... View Details
        Keywords: Pricing; Customer Satisfaction; Price; Strategy; Profit; Revenue; Sales; Sports Industry; London
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        • August 1983 (Revised May 1985)
        • Case

        Jamestown Co.

        By: Benson P. Shapiro and Edward J. Hoff
        In May 1983 Ms. Katherine O'Brien, vice president of marketing, was deciding whether Jamestown should discontinue the use of independent representatives in favor of a direct company salesforce. Jamestown sold informal stoneware dinnerware through department and gift... View Details
        Keywords: Decision Making; Leadership Style; Marketing Channels; Salesforce Management
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        • 18 Mar 2020
        • News

        Leading Change

        Feldman (MBA 1967), and Club President Higor Sales (MBA 2011). “Each event has been tailored to the specific focus of the alumni in each club. In D.C., policy is a central focus of the discussion around climate change.” Guided by Toffel,... View Details
        • March 1994
        • Article

        Expropriation and Inventions: Appropriable Rents in the Absence of Property Rights

        By: J. Anton and Dennis Yao
        We analyze the problem faced by a financially weak independent inventor when selling a valuable, but easily imitated, invention for which no property rights exist. The inventor can protect his or her intellectual property by negotiating a contingent contract (with a... View Details
        Keywords: Innovation and Invention; Intellectual Property; Rights; Sales; Contracts; Negotiation
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        • 29 Aug 2006
        • First Look

        First Look: August 29, 2006

        variable using dispersion among experts' forecasts. We test this methodology using three datasets, demand data at item level, sales data at firm level for retailers, and sales data at firm level for... View Details
        Keywords: Sean Silverthorne
        • 01 Oct 2014
        • Blog Post

        A Summer Internship: Sparking Curiosity

        choose classes of interest. I discovered a newfound curiosity in healthcare this summer and decided to change my course selection to include Healthcare IT. Since my project at Danaher brought me in close working relations with the marketing and View Details
        Keywords: Health Care; Technology
        • 05 Dec 2006
        • First Look

        First Look: December 5, 2006

        candidates for the top sales job: a veteran sales director who has excelled under the old order and a brash outsider who has experience selling solutions but doesn't know the industry. With an outside board... View Details
        Keywords: Sean Silverthorne

          George A. Hormel

          Hormel created a very successful meat packing business in 1891, which still exists today. He opened distribution branches across the country and expanded his sales operations into the international market. View Details
          Keywords: Food & Tobacco