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  • All HBS Web  (414)
    • People  (1)
    • News  (54)
    • Research  (330)
    • Events  (3)
    • Multimedia  (2)
  • Faculty Publications  (176)

Show Results For

  • All HBS Web  (414)
    • People  (1)
    • News  (54)
    • Research  (330)
    • Events  (3)
    • Multimedia  (2)
  • Faculty Publications  (176)
← Page 13 of 414 Results →
  • 06 Mar 2012
  • First Look

First Look: March 6

U.S. corporations, which enjoy ready access to the deepest capital markets in the world. Venture capital, for example, and the public equity markets that support it, has channeled money to innovative ideas that have transformed industries... View Details
Keywords: Sean Silverthorne
  • 01 Sep 2023
  • News

End Game

percent of sales or 10 percent of profits every year to fight the environmental crisis. As he approached age 80, “Yvon wanted to up the ante even more,” Conn says. The result was a new mission statement: We are in business to save the... View Details
Keywords: Jen McFarland Flint; Miscellaneous Store Retailers; Retail Trade
  • 01 Aug 1998
  • News

High Honors

expanded into other parts of the country, added four production facilities, and saw sales top $7 million. In 1960, Barford sold his share of the business to his partners and returned home with his family to Toronto. The following year, he... View Details
  • 26 Nov 2001
  • Op-Ed

Why Corporate Budgeting Needs To Be Fixed

the total value of the company. We saw such erosion in the two examples presented earlier. We see it as well in the common practice of channel stuffing—when managers ship loads of products to distributors to meet immediate View Details
Keywords: by Michael C. Jensen
  • Web

Judges - Alumni

/AR and frontier technology by Goldman Sachs, CB Insights, and Pitchbook. Brandon spent time in sales operations and corporate development at Box. His passions and focus are mainly in enterprise technologies; notably applied machine... View Details
  • July 2020
  • Case

Amanda and Kristen: Mented Cosmetics

By: Steven Rogers, Jeffrey J. Bussgang and Alterrell Mills
The co-founders (Black HBS alumnae) of an e-commerce beauty startup explore the unmet needs within the beauty industry. This case study examines the entrepreneurial opportunities that come from identifying an underserved market, specifically within the Black community... View Details
Keywords: Brands and Branding; Competition; Customers; Disruption; Disruptive Innovation; Distribution Channels; Entrepreneurship; Finance; Macroeconomics; Marketing; Marketing Channels; Marketing Communications; Marketing Strategy; Mission and Purpose; Organizational Culture; Product Design; Product Development; Product Positioning; Sales; Social Issues; Social Marketing; Business Startups; Strategic Planning; Strategy; Supply Chain Management; Venture Capital; Beauty and Cosmetics Industry; Advertising Industry; Public Relations Industry; Chemical Industry; Manufacturing Industry; Retail Industry; North and Central America; United States; New York (city, NY); New York (state, US)
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Rogers, Steven, Jeffrey J. Bussgang, and Alterrell Mills. "Amanda and Kristen: Mented Cosmetics." Harvard Business School Case 321-002, July 2020.
  • 23 Jun 2008
  • Research & Ideas

Innovative Ways to Encourage Personal Savings

essentially "raffle off" the interest pot each period. Savers give up a large chance of a small return for a small chance of a large, life-changing return. I have studied these programs in England, where they have been run for over 50 years, as well as in South Africa.... View Details
Keywords: by Martha Lagace; Financial Services
  • October 2022 (Revised December 2022)
  • Case

Aphro Beverages

By: Frank V. Cespedes and Amram Migdal
This case focuses on distribution, sales, and product decisions as Aphro Beverages reaches an inflection point in its growth trajectory. In 2020, Aphro Beverages, based in Accra, Ghana, successfully launched its brand and brought two new alcoholic spirits products to... View Details
Keywords: Agribusiness; Plant-Based Agribusiness; Business Ventures; Business Growth and Maturation; Entrepreneurship; Food; Geography; Geographic Scope; Management; Growth and Development Strategy; Growth Management; Resource Allocation; Marketing; Brands and Branding; Digital Marketing; Product Marketing; Product Launch; Product Positioning; Social Marketing; Operations; Distribution; Distribution Channels; Product; Product Design; Product Development; Supply Chain; Sales; Salesforce Management; Food and Beverage Industry; Africa; Ghana
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Cespedes, Frank V., and Amram Migdal. "Aphro Beverages." Harvard Business School Case 823-044, October 2022. (Revised December 2022.)
  • 01 Dec 2022
  • News

Singing to the Corn

throughout college and into HBS. That intensity has been channeled by mentors throughout Keen’s life. One such person is Deward Walker, who in 2007 challenged Keen with a question that has a recurring role in Sacred Seed’s origin story:... View Details
Keywords: Julia Hanna; photographed by Vance Jacobs; Agriculture
  • 09 Jul 2018
  • Research & Ideas

Overcoming the Challenges of Selling Brand New Technology (Hey, Need a 3-D Printer?)

collateral design, launches the product, and then “throws it over the wall” to sales and marketing. “This process is product-centric and a bucket-brigade approach where the groups work serially and in silos in a rapidly changing tech... View Details
Keywords: by Michael Blanding; Technology; Consumer Products; Electronics; Industrial Products; Information Technology; Manufacturing; Medical Devices & Supplies; Retail
  • 21 Apr 2021
  • Research & Ideas

The Pandemic Conversations That Leaders Need to Have Now

organization doesn’t seem psychologically safe, create venues for honest questions and ideas. Find a channel for people who have concerns they may not want to bring to their direct supervisors. In meetings, allow people to submit... View Details
Keywords: by Boris Groysberg, Robin Abrahams, and Katherine Connolly Baden
  • 14 Jul 2020
  • Research & Ideas

Restarting Under Uncertainty: Managerial Experiences from Around the World

client-centric approach. It intensified virtual interactions with customers, merged sales and customer service, and boosted integration of all databases, which had been spread across functions, into a single customer resource management... View Details
Keywords: by Raffaella Sadun, Andrea Bertoni, Alexia Delfino, Giovanni Fassio, and Mariapaola Testa
  • 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 View Details
  • 04 May 2020
  • Research & Ideas

Predictions, Prophets, and Restarting Your Business

clear-cut. “A problem with megatrend predictions is that, even if they turn out to be generally accurate, they’re not managerially useful.” In the first month of social distancing in the United States, online sales at Walmart and Target... View Details
Keywords: by Frank V. Cespedes
  • 30 Apr 2008
  • Sharpening Your Skills

Sharpening Your Skills: Brand Management

disagrees. Key concepts include: Most B2B marketers cannot economically address thousands of small businesses using the traditional direct sales force. If left unattended, individual managers will each do their own ad hoc marketing. B2B... View Details
Keywords: by Staff; Sports; Publishing; Auto
  • 2009
  • Working Paper

Crafting Integrated Multichannel Retailing Strategies

Multichannel retailing is the set of activities involved in selling merchandise or services to consumers through more than one channel. Multichannel retailers dominate today's retail landscape. While there are many benefits of operating multiple channels, these... View Details
Keywords: Marketing Channels; Marketing Strategy; Distribution Channels; Sales; Integration; Retail Industry
Citation
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Zhang, Jie, Paul Farris, John Irvin, Tarun Kushwaha, Thomas J. Steenburgh, and Barton Weitz. "Crafting Integrated Multichannel Retailing Strategies." Harvard Business School Working Paper, No. 09-125, April 2009. (Revised January 2010.)
  • 22 Jan 2001
  • Research & Ideas

Control Your Inventory in a World of Lean Retailing

perspective of actual consumer buying patterns, a blazer in an atypical size actually has more in common with a fashion-driven product than with the same style jacket in a popular size. For example, sales for 46-regular, one of the most... View Details
Keywords: by Frederick H. Abernathy, John T. Dunlop, Janice H. Hammond & David Weil; Consumer Products
  • 07 Aug 2000
  • Research & Ideas

Rocket Science Retailing

better supply chain management.For many of the retailers in our study, forecasting product demand is a right-brain function that relies on the gut feel of a few individuals and not on the systematic use of sales data. But it's a big... View Details
Keywords: by Marshall L. Fisher, Ananth Raman & Anna Sheen McClelland; Retail
  • 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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Shapiro, Benson P., and Edward J. Hoff. "Jamestown Co." Harvard Business School Case 584-017, August 1983. (Revised May 1985.)
  • August 2018
  • Teaching Note

Magpie: Developing and Using Buyer Personas

By: Frank V. Cespedes
Teaching Note for HBS No. 818-013. Magpie is a startup with a platform that allows publishers to natively tag the products discussed in their content and thus allows consumers to purchase those products without needing to leave that publisher’s web page. A key aspect... View Details
Keywords: Buying Process; Marketing; Sales; Distribution Channels; Segmentation; Entrepreneurship; Social Media; Consumer Products Industry; Fashion Industry; United States
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Cespedes, Frank V. "Magpie: Developing and Using Buyer Personas." Harvard Business School Teaching Note 819-027, August 2018.
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