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Show Results For
- All HBS Web
(429)
- People (1)
- News (55)
- Research (327)
- Events (3)
- Multimedia (2)
- Faculty Publications (174)
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- 25 Apr 2017
- First Look
First Look at New Research, April 25
(A): The Rise, 1972–2003 At the end of 2003, Clear Channel Communications, Inc., a diversified media group with revenues of $8.9 billion, could claim leadership positions in all three of its main businesses. Clear View Details
Keywords: Sean Silverthorne
- 18 Oct 2018
- Research & Ideas
How to Use Free Shipping as a Competitive Weapon
media creator for Harvard Business School Working Knowledge. Related Reading: Should Retailers Match Their Own Prices Online and in Stores? Behavioral Economists Can Make You a Healthier Consumer and Smarter Marketer Research Paper: The Effects of Store Openings on... View Details
- 17 Nov 2020
- In Practice
How Retailers Can Thrive in a Shopping Season Like No Other
lecturer of business administration and the C. Roland Christensen Distinguished Management Educator. Ramon Casadesus-Masanell: Watch costs and find channel advantages Given COVID-19 transmission rates as of mid-November, the upcoming... View Details
- 02 Jun 2014
- Research & Ideas
Excerpt: ‘A Social Strategy’
through gifts when they ask their friends to buy from eBay Consider the key features of this strategy. First, the social engagement eBay facilitates is directly related to strategic goals of the company—increased sales or lower cost. The... View Details
- 04 Oct 2016
- First Look
October 4, 2016
https://www.hbs.edu/faculty/Pages/item.aspx?num=51680 forthcoming Journal of Financial Economics What Do Measures of Real-Time Corporate Sales Tell Us About Earnings Surprises and Post-announcement Returns? By: Froot, Kenneth A., Namho... View Details
- 02 Sep 2019
- What Do You Think?
Are Overlooked Forces Shielding the US from Severe Economic Downturns?
inventory at various levels—retailing, wholesale, and manufacturing—in a distribution channel. One objective was to demonstrate the wide swings in inventory levels that resulted when student “managers” over-adjusted to stockouts or inventory gluts. Next, I allowed... View Details
- 13 Mar 2018
- First Look
March 13, 2018
fields. A sponsor is someone who advocates for a protégé, and in doing so, takes a stake in her success. We use a laboratory experiment to explore two channels through which sponsorship has been posited to increase advancement in a... View Details
Keywords: Sean Silverthorne
- 18 Nov 2008
- First Look
First Look: November 18, 2008
internal coordination issues with the company's sales force, and the financial returns versus other uses of capital for the company. The case raises issues in aligning business strategy and sales management... View Details
Keywords: Martha Lagace
- 20 Aug 2024
- Book
Why Competing With Tech Giants Requires Finding Your Own Edge
potential participants in their ecosystems.” Leveraging the momentum and great reviews on Amazon, the company started selling through its direct-to-consumer websites as well as penetrating other sales channels. For example, Anker also... View Details
- 24 Apr 2018
- First Look
First Look at New Research and Ideas, April 24, 2018
retailer, we find that showrooms (1) increase demand overall and in the online channel as well; (2) generate operational spillovers to the other channels by attracting customers who, on average, have a... View Details
Keywords: Sean Silverthorne
- 03 Mar 2009
- First Look
First Look: March 3, 2009
and complementary effects across channels to provide sales forecasting, promotion planning, and customer relationship management guidance to multichannel managers. We investigate three contingencies in a... View Details
Keywords: Martha Lagace
- 10 Dec 2013
- First Look
First Look: December 10
interaction between analysts and managers on conference calls. The evidence suggests that private interaction with management is an important communication channel for analysts for reasons other than firm-specific forecasting news. ... View Details
Keywords: Sean Silverthorne
- 14 Oct 2014
- First Look
First Look: October 14
Harvard Business Review Putting Sales at the Center of Strategy By: Cespedes, Frank Abstract—Research indicates that relatively few firms execute their strategies effectively, and, on average, companies deliver just 50% to 60% of the... View Details
Keywords: Sean Silverthorne
- 24 Apr 2006
- Research & Ideas
Managing Alignment as a Process
standard for workers in construction, farming, and other professions that require strenuous outdoor labor. SMI built a successful national sales base from its headquarters in Massachusetts by establishing View Details
- August 2004 (Revised February 2006)
- Case
Marketing James Patterson
By: John A. Deighton
Can a successful novelist use direct-to-consumer marketing to grow his brand? The author, who in a previous career ran a major advertising agency, uses advertising with great success to build his stature as a crime fiction writer. Further, he applies his experience at... View Details
Keywords: Advertising; Debates; Surveys; SWOT Analysis; Brands and Branding; Marketing Channels; Product Marketing; Consumer Behavior; Outcome or Result; Sales
Deighton, John A. "Marketing James Patterson." Harvard Business School Case 505-029, August 2004. (Revised February 2006.) (request a courtesy copy.)
- 06 Sep 2016
- First Look
September 6, 2016
buyer characteristics. Consider the experiences of condo developers targeting retirees who wanted to downsize their homes. Sales were weak until the developers realized their business was not construction but transitioning lives. Instead... View Details
Keywords: Carmen Nobel
- 23 Dec 2008
- First Look
First Look: December 23, 2008
etc.) to implement the new strategy. Purchase the case: http://harvardbusinessonline.hbsp.harvard.edu/ b01/en/common/item_detail.jhtml?id=109015 BMW's Project Switch (B): Importers vs. National Sales Companies Harvard Business School... View Details
Keywords: Martha Lagace
- 26 Feb 2008
- First Look
First Look: February 26, 2008
retail trading areas. We hypothesize two effects, cannibalization and complementarity, and conjecture that the magnitude of these effects may change over time and may differ between the catalog and online channels. We find that opening retail stores cannibalizes View Details
Keywords: Martha Lagace
- 12 Oct 1999
- Research & Ideas
Confronting the Challenges that Face Bricks-and-Mortar Stores
poor execution. For example, the Checkout Channel repeated its broadcasts every ten minutes. That was just about the right length of time for consumers, who spend an average of eight minutes waiting in the checkout line. However, it... View Details
- 29 Apr 2014
- First Look
First Look: April 29
utilizes a very rare "no haggle pricing" strategy and extended sales cycle when selling pieces to collectors. Though it remains profitable and very respected, the size and scope of the gallery will be brought into question when... View Details
Keywords: Sean Silverthorne