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Show Results For
- All HBS Web
(4,066)
- People (5)
- News (810)
- Research (2,689)
- Events (20)
- Multimedia (48)
- Faculty Publications (1,849)
Leonard Abramson
Abramson accurately predicted the need for prepaid medical plans to manage spiraling medical spending in the 60’s and 70’s and founded U. S. Healthcare to capitalize on this opportunity. Abramson built a fast-growing and extremely profitable business culminating in an... View Details
Keywords: Healthcare
- Profile
Jamal Motlagh
had, Jamal went to Microsoft as a junior sales associate. "Selling is my focus," says Jamal. "Microsoft promised me a full sales position when I reached its performance targets." Jamal... View Details
- 01 Oct 1999
- News
Eight Among Many: Robert F. Diromualdo
CEO of Borders Group, Inc. - which includes more than 250 Borders Books & Music superstores around the globe, 900 Waldenbooks stores throughout the United States, and Borders.com - DiRomualdo runs an organization that rang up $2.6 billion in consolidated View Details
Keywords: James E. Aisner
- 01 Mar 2016
- News
Off Script
top posts at Schering-Plough and Wyeth. Are there structural reforms that could be implemented in the drug industry to lower the market-driven price of drugs? Forcing pharma firms to invest in R&D a minimum percentage of the sales of any... View Details
Edward J. Noble
Noble founded the entity that eventually became Life Savers Incorporated and grew it from a failing mint producer into a global business, with sales of $20 million in the mid-1950s. Noble also founded the American Broadcasting Company... View Details
Keywords: Food & Tobacco
- 01 Sep 2011
- News
Entrepreneur Named Director of Harvard i-lab
marketing and sales experience with Fortune 500, midsized, and start-up companies, Jones also has a background in education, having taught marketing as an adjunct lecturer at Bentley University outside Boston. Most recently, he worked... View Details
Dorothy Shaver
Joining the firm in 1924, Shaver instituted a number of highly successful changes before becoming the head of L&T. Among her best ideas were the founding of the Lord & Taylor Design Awards and the creation of a special department for teenagers. Under her... View Details
Keywords: Retail
Daniel F. Gerber
Gerber created the baby foods market as well as the company’s advertising campaign - the “Gerber Baby,” a symbol that became world-famous. By 1973, Gerber was the world’s largest supplier of baby foods with sales of $278 billion. Gerber... View Details
Keywords: Food & Tobacco
- 01 Dec 2013
- News
Double Vision
novice, peppering a Best Buy sales associate with a series of rapid-fire product questions, including "What's LTE—is it contagious?" AD TYPE: Product focus. This is also an attempt to move viewers to act, but sans the heavy sell. "Instead... View Details
Keywords: Arts, Entertainment
E. Gifford Upjohn
Upjohn played an instrumental role in supporting legislation requiring pharmaceutical companies to prove a drug’s effectiveness in clinical trials prior to its general release. A physician by training, Upjohn established the Medical Division of the company in 1937.... View Details
Keywords: Healthcare
Norton W. Simon
Capitalizing on his talents at restructuring, Simon gained control of Hunt Foods by force, accumulating shares in the company with proceeds earned from selling his previous enterprise, Val Vita Foods, to Hunt in 1942. At Hunt, Simon instituted extensive modernization... View Details
Keywords: Food & Tobacco
Charles M. Pigott
Pigott was instrumental in leading the growth of his family’s business, Pacific Car & Foundry. Sales of heavy trucks under the Peterbilt and Kenworth names increased from $320 million to $4.3 billion. Part of that growth was generated... View Details
Keywords: Automotive & Aerospace
Alfred B. Dick
& Company evolved into an international company with 1,700 workers, branches in practically every major U.S. city, and sales agents throughout the world. View Details
Keywords: Fabricated Goods
Joseph F. Cullman III
Cullman increased Philip Morris sales from $440 million to $2.6 billion in 1973. Cullman’s crowning achievement was capturing the male demographic for Marlboro cigarettes. He did this by developing a new Marlboro package, and establishing... View Details
Keywords: Food & Tobacco
James W. Cannon
In 1898, Cannon’s mill produced the first cotton towel ever finished in the South. About 1906, Cannon built Kannapolis, the largest unincorporated town in the world, as a mill town that included schools, churches, and parks. Upon his death in 1921, Cannon had grown... View Details
Keywords: Fabric & Apparel
- Fast Answer
Automobile and motor vehicle industry
in Stamps Reading Room) -- Gives monthly production and sales activity by country and manufacturer. Ward's Motor Vehicle Facts and Figures (Ref. HD9710.U5 M63a in Stamps Reading Room) -- Gives North American production,... View Details
- Web
T. J. Dermot Dunphy | Baker Library
distribution, storage, sale, and use. He also created a first-rate R&D lab as well as a consulting-oriented sales force to continue developing packaging solutions for a wide range of firms. He recounted his journey as an entrepreneur from... View Details
Beatrice F. Auerbach
In 1938, when Auerbach became president of G. Fox & Company, it is almost certain that she was the only female president of a major department store in the U.S. Auerbach was a pioneer in a number of fair employment practices, including the five-day workweek. In the... View Details
Keywords: Retail
- September 2023
- Case
DocSend: A Path off the Plateau?
By: Thomas R. Eisenmann and Jeffrey Huizinga
Recounts how the leaders of DocSend, an early-stage startup that offered tools for sharing files online, searched for a viable business model and weighed tradeoffs in transitioning from a sales-led to a product-led "go-to-market" approach. View Details
Keywords: Technology; Start-up; Growth; Business Model; Business Startups; Sales; Growth and Development Strategy; Technology Industry
Eisenmann, Thomas R., and Jeffrey Huizinga. "DocSend: A Path off the Plateau?" Harvard Business School Case 824-038, September 2023.
- May 1985
- Supplement
Milford Industries (A1)
By: Robert J. Dolan
Presents the salesforce performance data of the Milford (A) case in a format suitable for spreadsheet analysis using a personal computer. View Details
Keywords: Managerial Roles; Salesforce Management; Resignation and Termination; Performance Evaluation
Dolan, Robert J. "Milford Industries (A1)." Harvard Business School Supplement 585-138, May 1985.