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  • December 1995 (Revised October 1996)
  • Case

Maureen Frye at Quaker Steel and Alloy Corporation

By: John J. Gabarro
Maureen Frye, assistant product manager at Quaker Steel and Alloy Corp., is asked to implement an action plan for changing the call pattern of the salesforce. Currently the salesforce is spending too much time on small accounts. Earlier Frye attempted to change their... View Details
Keywords: Management Teams; Managerial Roles; Organizational Culture; Planning; Salesforce Management; Strategy; Steel Industry
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  • 18 Jul 2006
  • First Look

First Look: July 18, 2006

  Working PapersNone available this week   Cases & Course MaterialsThe Company Sale Process Author:William E. Fruhan Jr. Harvard Business School Note 206-108 Lays out the steps, timeline, and process by which a company is sold.... View Details
Keywords: Sean Silverthorne
  • 22 Oct 2015
  • Blog Post

Why We Recruit: 3M

every day – from respirators that allow painters and welders to breathe easier to stethoscopes that allow doctors to monitor astronauts in space. We generate sales of nearly $32 billion from our five business groups (Health Care,... View Details
Keywords: Manufacturing

    Naomi Sims

    sales soon took off and reached a level of $5 million in the first year. A few years later, Sims branched out into the cosmetics industry, creating a product line specifically for black women that was also a huge success. She was credited... View Details
    Keywords: Personal Care & Home Products
    • January 1988 (Revised May 1992)
    • Case

    Howard Head and Prince Manufacturing, Inc.

    By: Howard H. Stevenson
    Deals with the issue of an entrepreneur in a very successful company deciding whether to stay through a period of great growth or to sell. What are the entrepreneur's responsibilities to the organization, to his employees, to the public? As subtopics, the issues of... View Details
    Keywords: Business Growth and Maturation; Decisions; Entrepreneurship; Patents; Law; Markets; Production; Sales
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    • 06 May 2008
    • First Look

    First Look: May 6, 2008

    its historic status as a vendor of the Macintosh personal computer (PC) line. Mac sales remained vital to Apple's future, but they now accounted for less than half of its total revenue. The company's line of iPod media players, its iTunes... View Details
    Keywords: Martha Lagace
    • 16 Feb 2004
    • Research & Ideas

    Marketing Wine to the World

    industry. Buyer power appears to be higher in the Old World. Consumers are more sophisticated and somewhat more price sensitive in the Old World than in the New World. More sales occur through supermarkets and other off-premise locations... View Details
    Keywords: by Manda Salls; Consumer Products; Entertainment & Recreation; Food & Beverage

      Richard M. Schulze

      the salesperson to the consumer. His focus on customer service, interactive displays, and large, value-priced selections have made Best Buy the undisputed leader in the sales of electronics and accessories. 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
      • 16 Nov 2021
      • Blog Post

      How HBS Supported My Career Transitions During and After Graduation

      should go next. Ultimately, I decided I was most excited about the opportunity at Stripe so that’s where I went! I now work on the Platform Sales team at Stripe. Stripe is a payments and financial services platform for businesses, and the... View Details
      • Fall 2011
      • Article

      Exclusivity and Control

      By: Andrei Hagiu and Robin S. Lee
      We analyze platform competition for content in the presence of strategic interactions between content distributors and content providers. We provide a model of bargaining and price competition within these industries and show that whether or not a piece of content ends... View Details
      Keywords: General Strategy; Entertainment And Leisure; Software; Quality; Competition; Price; Sales; Expansion; Digital Platforms; Revenue; Negotiation
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        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

          Leonard S. Riggio

          the Barnes & Noble superstore concept with an in-store coffee shop and spacious reading alcoves. In addition, Riggio launched Barnes & Noble.com to compete with Amazon for on-line book sales and launched a successful video game... View Details
          Keywords: Retail
          • 01 Jun 2003
          • News

          Alumni Bookshelf

          overcapacity following the market peak in 2000. How to Become a Marketing Superstar by Jeffrey J. Fox (MBA '69) (Hyperion) In the same snappy, to–the–point style of his previous how–to books, Fox takes on the challenges of marketing through brand building and... View Details
          Keywords: Publishing Industries (except Internet); Information

            Robert H. Johnson

            its markets, including oil and gas drilling equipment and construction materials. Between 1955 and 1966, Johnson grew sales from $145 million to $476 million and earnings from $28 million to $52 million. View Details
            Keywords: Fabricated Goods

              Robert E. Dewar

              he opened over 1,200 locations, one of the largest expansions in retailing history. Between 1970 and 1980, he worked to increase sales from $2.5 billion to $14.2 billion. View Details
              Keywords: Retail
              • Fast Answer

              Book publishing industry

              style="box-sizing: border-box; margin: 0px 0px 10px; color: rgb(0, 0, 0); font-family: 'Helvetica Neue', Helvetica, Arial, sans-serif; font-size: 14px; line-height: 20px;">Note: Baker Library does not have access to sales figures for... View Details
              • 02 Oct 2019
              • What Do You Think?

              What Grade Would You Give Walmart CEO Doug McMillon?

              Andrei Stanescu SUMMING UP Was Walmart’s Leadership Sufficiently Proactive in Meeting Broader Corporate Responsibilities? Several times as many respondents to this month’s column gave CEO Doug McMillon high marks as opposed to low marks for leading Walmart to stop... View Details
              Keywords: by James Heskett; Retail

                Guy W. Vaughan

                to 17, producing almost 150,000 engines and propellers each, and over 25,000 aircraft. By the end of his term, sales had grown to $128 million in 1949 from a level of $11 million in 1933. View Details
                Keywords: Automotive & Aerospace

                  Bowman Gray, Jr.

                  cigarette factory in the world. He also diversified the company acquiring Hawaiian Punch and Chun King Chinese foods. Gray grew company’s sales from just over $1 billion in 1957 to nearly $2 billion by 1967. View Details
                  Keywords: Food & Tobacco