Skip to Main Content
HBS Home
  • About
  • Academic Programs
  • Alumni
  • Faculty & Research
  • Baker Library
  • Giving
  • Harvard Business Review
  • Initiatives
  • News
  • Recruit
  • Map / Directions
Faculty & Research
  • Faculty
  • Research
  • Featured Topics
  • Academic Units
  • …→
  • Harvard Business School→
  • Faculty & Research→
  • Research
    • Research
    • Publications
    • Global Research Centers
    • Case Development
    • Initiatives & Projects
    • Research Services
    • Seminars & Conferences
    →
  • Publications→

Publications

Publications

Filter Results: (4,067) Arrow Down
Filter Results: (4,067) Arrow Down Arrow Up

Show Results For

  • All HBS Web  (4,067)
    • People  (5)
    • News  (810)
    • Research  (2,689)
    • Events  (20)
    • Multimedia  (48)
  • Faculty Publications  (1,850)

Show Results For

  • All HBS Web  (4,067)
    • People  (5)
    • News  (810)
    • Research  (2,689)
    • Events  (20)
    • Multimedia  (48)
  • Faculty Publications  (1,850)
← Page 124 of 4,067 Results →

    Robert W. Woodruff

    build Coca-Cola’s brand image as America’s soft drink. He also expanded the firm internationally, grew the franchising business and replaced the sales division with a service department devoted to supporting Coca-Cola’s various bottlers,... View Details
    Keywords: Food & Tobacco

      Henry E. Singleton

      allowing Teledyne to have sales of $10.5 million in 1962, just two years after the firm’s creation. Singleton’s penchant for acquisitions led Teledyne to become a $3 billion conglomerate in 1981, with major interests in almost every field... View Details
      Keywords: Fabricated Goods

        J. Peter Grace

        Grace dramatically grew the company through massive diversification efforts. In 1950, Latin American operations brought in 60% of W.R. Grace & Company sales. Grace’s diversification efforts decreased the above percentage to only 19% by 1962. Chemicals, on the other... View Details
        Keywords: Chemicals & Industrial

          Edward A. Filene

          Filene developed the world’s largest specialty store. In 1912, when Filene opened his new mega-store in Boston, 715,000 people came through the doors of the new store within one week. With the inauguration of the new store, Filene’s sales... View Details
          Keywords: Retail

            Francis Boyer

            Boyer presided over a dramatic expansion of the Smith Kline & French business. Under his leadership, Smith Kline increased their sales threefold from $43 million to $124 million and increased their earnings fivefold from $4 million to... View Details
            Keywords: Healthcare
            • 01 Sep 2014
            • News

            Book Review: Getting Beyond Yes

            The Choices, Systems, and Behaviors that Drive Effective Selling, Frank V. Cespedes laments the fact that sales and strategy rarely make a joint and complementary appearance in MBA classrooms or academic journals. Professors stick safely... View Details
            Keywords: Maureen Harmon; faculty research; faculty books
            • September 2008
            • Article

            Effect of Personal Taxes on Managers' Decisions to Sell Their Stock

            Keywords: Taxation; Management; Sales; Stocks
            Citation
            Find at Harvard
            Related
            Jin, Li, and S.P. Kothari. "Effect of Personal Taxes on Managers' Decisions to Sell Their Stock." Journal of Accounting & Economics 46, no. 1 (September 2008).
            • 25 Oct 2016
            • First Look

            October 25, 2016

            September–October 2016 European Business Review What Senior Executives Should Know About Sales By: Cespedes, Frank V. Abstract—Business is more complex, data more abundant, and more specialists are needed to stay up-to-date with... View Details
            Keywords: Sean Silverthorne
            • 22 Apr 2008
            • First Look

            First Look: April 22, 2008

            it. Purchase this case: http://www.hbsp.harvard.edu/b01/en/common/item_detail.jhtml?id=708044 EFI, Inc. (A) Harvard Business School Case 508-044 EFI has a unique sales compensation challenge. They cannot allocate View Details
            Keywords: Martha Lagace

              Edward W. Carter

              Weinstock stores, Neiman-Marcus, and Waldenbooks. When Carter took over the Broadway Company, annual sales were $30 million. By 1980, the chain under a new name, Carter Hawley Hale, was the nation’s fourth largest department store chain... View Details
              Keywords: Retail

                H. Wayne Huizenga

                marketing and acquisition efforts enabled the business to become one of the fastest growing enterprises in the United States. In 1994, Huizenga arranged the sale of the company to Viacom, creating a natural distribution network for its... View Details
                Keywords: Retail
                • 09 Dec 2015
                • Research Event

                How Do You Predict Demand and Set Prices For Products Never Sold Before?

                Ferreira was a doctoral student at the Massachusetts Institute of Technology. Rue La La is a so-called flash sales business, offering deeply discounted, extremely-limited-time offers on designer clothes and accessories. Often, these... View Details
                Keywords: by Carmen Nobel; Retail; Apparel & Accessories
                • Career Coach

                Carrie Goodrich

                Carrie pivoted from Sales and Trading to Strategy and Operations at DoorDash and, more recently, a Product Management Internship at Amazon. Given this, Carrie can help students navigate industry transitions into technology, as well as... View Details
                • March, 2023
                • Article

                Linking Value and Price

                By: Frank V. Cespedes
                Keywords: Customer Value and Value Chain; Price; Salesforce Management
                Citation
                Read Now
                Related
                Cespedes, Frank V. "Linking Value and Price." Top Sales Magazine (March, 2023), 26–27.

                  Samuel M. Walton

                  1987, Wal-Marts numbered over 1,000 and had sales of $14 billion. Gaining momentum from the success of Wal-Mart, Walton created the highly successful bulk food store chain, Sam’s Wholesale Club, which also earned revenues in the billions.... View Details
                  Keywords: Retail

                    Joseph M. Segel

                    Home Shopping Network. Believing that he could do better than HSN, Segel introduced a softer sales approach and an expanded customer service function. Though HSN’s success spawned hundreds of “copy-cats,” QVC was its only formidable... View Details
                    Keywords: Entertainment & Broadcast Media

                      Thomas M. Siebel

                      Siebel founded his firm in 1993 as a provider of sales force automation systems. Though his firm quickly became a major player in sales force automation, Siebel Systems achieved tremendous growth when its... View Details
                      Keywords: Computers & Electronics
                      • 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
                      Keywords: Retail; Retailing; Online Business; Ecommerce; E-commerce; E-Commerce Strategy; Omnichannel Retail; Omnichannel Retailing; Amazon; Amazon.com; Sales; Digital Marketing; Internet and the Web; Business Model; Retail Industry; Consumer Products Industry; Fashion Industry; Advertising Industry; Battery Industry; Apparel and Accessories Industry; Beauty and Cosmetics Industry; Distribution Industry; Electronics Industry; Food and Beverage Industry; United States
                      Citation
                      Find at Harvard
                      Register to Read
                      Related
                      Israeli, Ayelet, Leonard A. Schlesinger, Matt Higgins, and Sabir Semerkant. "Should Your Company Sell on Amazon? Reach Comes at a Price." Harvard Business Review 100, no. 5 (September–October 2022): 38–46.
                      • June 2006 (Revised October 2007)
                      • Case

                      Takashimaya in Transition

                      By: Rajiv Lal, Masako Egawa and Chisato Toyama
                      Takashimaya, the largest department store in Japan, was suffering from declining sales. CEO Koji Suzuki had succeeded in instituting changes to cut costs. However, Suzuki needed to come up with a strategy to increase sales, particularly in apparel, which comprised the... View Details
                      Keywords: Growth and Development Strategy; Brands and Branding; Product Development; Sales; Apparel and Accessories Industry; Retail Industry; Japan
                      Citation
                      Find at Harvard
                      Related
                      Lal, Rajiv, Masako Egawa, and Chisato Toyama. "Takashimaya in Transition." Harvard Business School Case 506-054, June 2006. (Revised October 2007.)
                      • August 1983 (Revised June 1985)
                      • Supplement

                      Milford Industries (C)

                      By: Robert J. Dolan and Benson P. Shapiro
                      Supplements the (A) case. A rewritten version of part of an earlier series. View Details
                      Keywords: Managerial Roles; Salesforce Management; Resignation and Termination; Performance Evaluation
                      Citation
                      Purchase
                      Related
                      Dolan, Robert J., and Benson P. Shapiro. "Milford Industries (C)." Harvard Business School Supplement 584-014, August 1983. (Revised June 1985.)
                      • ←
                      • 124
                      • 125
                      • …
                      • 203
                      • 204
                      • →
                      ǁ
                      Campus Map
                      Harvard Business School
                      Soldiers Field
                      Boston, MA 02163
                      →Map & Directions
                      →More Contact Information
                      • Make a Gift
                      • Site Map
                      • Jobs
                      • Harvard University
                      • Trademarks
                      • Policies
                      • Accessibility
                      • Digital Accessibility
                      Copyright © President & Fellows of Harvard College.