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Show Results For
- All HBS Web
(3,260)
- People (5)
- News (660)
- Research (2,132)
- Events (13)
- Multimedia (10)
- Faculty Publications (1,244)
- 06 Mar 2017
- Research & Ideas
Why Comparing Apples to Apples Online Leads To More Fruitful Sales
assistant professor in the Marketing Unit at Harvard Business School and an affiliate of Harvard’s Center for Brain Sciences, who studies the neural and psychological factors... View Details
- 12 Feb 2007
- Working Paper Summaries
Adding Bricks to Clicks: The Effects of Store Openings on Sales through Direct Channels
- January 2008 (Revised August 2012)
- Case
Retail Sales of Health Insurance: Blue Cross Blue Shield of Florida
By: Regina E. Herzlinger and Grady Clouse
The BCBS of Florida is contemplating whether to enter the consumer-driven health care market and if so, whether to target such groups—and individuals—and in which of its geographic markets, and how. View Details
- November 1993
- Article
Reflections on 'Impact of Sales Promotions on When, What, and How Much to Buy'
By: Sunil Gupta
Gupta, Sunil. "Reflections on 'Impact of Sales Promotions on When, What, and How Much to Buy'." Journal of Marketing Research (JMR) 30 (November 1993): 522–524.
- Program
Strategic Marketing for Driving Growth
responsible for business growth, including related leaders such as heads of sales CEOs and other senior leaders who oversee large marketing budgets Leaders in government View Details
- 07 Jan 2002
- Research & Ideas
How Marketing Can Reduce Worldwide Poverty
about world poverty. They want to move social marketing beyond mere sales and promotion. They insist that eliminating poverty requires all the complex skills the View Details
Keywords: by Martha Lagace
- February 2017 (Revised April 2018)
- Case
Kameda Seika: Cracking the U.S. Market
By: Elie Ofek, Nobuo Sato and Akiko Kanno
In spring 2016, Kameda’s CEO, Michiyasu Tanaka, is facing difficult questions from board members over the lackluster performance of the company’s U.S. subsidiary. Kameda was the leading player in the Japanese rice cracker market and was looking to expand overseas to... View Details
Keywords: Marketing Strategy; Growth and Development Strategy; Adaptation; Performance Improvement; Food and Beverage Industry; Food and Beverage Industry; Japan; United States
Ofek, Elie, Nobuo Sato, and Akiko Kanno. "Kameda Seika: Cracking the U.S. Market." Harvard Business School Case 517-095, February 2017. (Revised April 2018.)
- June 2022
- Teaching Note
Katie Couric Media: Landing the First Client
By: N. Louis Shipley, William R. Kerr and Paige Boehmcke
Developed for teaching Entrepreneurial Sales, the Katie Couric Media case supports class discussion on client selection, sales strategy, and scaling a startup media firm. View Details
- October 2002 (Revised April 2005)
- Case
Jinwoong: Financing an Entrepreneurial Firm in the Wake of the Korean Financial Crisis
Describes T.P. Lee, the founder and CEO of Jinwoong, a 19-year-old entrepreneurial company in Korea that has grown to become the world's largest manufacturer of camping tents. Labeled by Fortune as one of the most promising entrepreneurs in Asia in 1993, Lee faces some... View Details
Keywords: Emerging Markets; Entrepreneurship; Financing and Loans; Financial Crisis; Manufacturing Industry; Consumer Products Industry; South Korea
Kuemmerle, Walter, James Lee, and Bokeun Jin. "Jinwoong: Financing an Entrepreneurial Firm in the Wake of the Korean Financial Crisis." Harvard Business School Case 803-059, October 2002. (Revised April 2005.)
- Spring 2012
- Article
The Roadmap for Private Equity, Venture Capital and Hedge Funds in Mexico: Alternative Assets as an Accelerator of Credit to Firms in Emerging Markets
By: Roberto Charvel
This article shows how alternative assets could be a good way for banks to start providing more loans to firms in emerging markets and finance growth, while giving local institutional investors access to new asset types. View Details
Keywords: Private Equity; Venture Capital; Latin America; Mexico; Financial Intermediaries; Entrepreneurial Finance; Hedge Fund; Alternative Assets; Development Economics; Economic Growth; Private Sector; Economy; Entrepreneurship; Borrowing and Debt; Capital; Credit; Equity; Banking Industry; Financial Services Industry; Latin America; North America
Charvel, Roberto. "The Roadmap for Private Equity, Venture Capital and Hedge Funds in Mexico: Alternative Assets as an Accelerator of Credit to Firms in Emerging Markets." Journal of Private Equity 15, no. 2 (Spring 2012): 53–62.
- 17 Dec 2019
- Working Paper Summaries
Does Apple Anchor a Shopping Mall? The Effect of the Technology Stores on the Formation of Market Structure
- January 2019
- Teaching Note
Pricing PatientPing
By: Frank V. Cespedes
Teaching Note for HBS No. 818-017. PatientPing sells a software platform that allows health care providers to receive real-time notifications (“pings”) when one of their patients is admitted to or discharged from a health-care facility. The platform facilitates... View Details
- 2017
- Working Paper
Lessons Unlearned? Corporate Debt in Emerging Markets
By: Laura Alfaro, Gonzalo Asis, Anusha Chari and Ugo Panizza
This paper documents a set of new stylized facts about leverage and financial fragility for emerging market firms following the Global Financial Crisis (GFC). Corporate debt vulnerability indicators during the Asian Financial Crisis (AFC) attributed to corporate... View Details
Keywords: Corporate Debt; Financial Fragility; Firm-level Data; Large Firms; Emerging Markets; Borrowing and Debt; Corporate Finance; Financial Condition
Alfaro, Laura, Gonzalo Asis, Anusha Chari, and Ugo Panizza. "Lessons Unlearned? Corporate Debt in Emerging Markets." Harvard Business School Working Paper, No. 17-097, May 2017. (Revised October 2017. NBER Working Paper Series, No. 23407, May 2017)
- January 2016 (Revised July 2018)
- Case
Cyberdyne: A Leap to the Future
By: Doug J. Chung and Mayuka Yamazaki
Cyberdyne Inc. was a Japanese technology venture that wanted to commercialize a hybrid assistive limb (HAL). HAL was a robotic exoskeleton system for people who had difficulty walking due to nervous system disabilities resulting from stroke, spinal cord injury (SCI),... View Details
Keywords: Go-to-market Strategy; Pricing; Sales Channel; Technological Innovation; Marketing; Sales; Distribution; Strategy; Medical Devices and Supplies Industry
Chung, Doug J., and Mayuka Yamazaki. "Cyberdyne: A Leap to the Future." Harvard Business School Case 516-072, January 2016. (Revised July 2018.)
- TeachingInterests
Marketing Models Doctoral Seminar
This course is a doctoral level course on Quantitative Marketing. We will cover methodological as well as substantive topics this semester. Methodological topics include: Choice models, Entry and Exit models, Dynamic structural models, Bayesian estimation methods... View Details
- 2012
- Working Paper
Entrepreneurship in the Natural Food and Beauty Categories Before 2000: Global Visions and Local Expressions
By: Geoffrey Jones
This working paper examines the creation of the global natural food and beauty categories before 2000. This is shown to have been a lengthy process of new category creation involving the exercise of entrepreneurial imagination. Pioneering entrepreneurs faced little... View Details
Keywords: Marketing; Consumer Goods; Entrepreneurs; Environment; Food; Globalization; Business History; Agribusiness; Agriculture and Agribusiness Industry; Agriculture and Agribusiness Industry; Agriculture and Agribusiness Industry; Agriculture and Agribusiness Industry; Asia; Europe; Latin America; Middle East; North and Central America
Jones, Geoffrey. "Entrepreneurship in the Natural Food and Beauty Categories Before 2000: Global Visions and Local Expressions." Harvard Business School Working Paper, No. 13-024, August 2012.
How Do Sales Efforts Pay Off? Dynamic Panel Data Analysis in the Nerlove-Arrow Framework
This paper evaluates the short- and long-term value of sales representatives’ detailing visits to different types of physicians. By understanding the dynamic effect of sales calls across heterogeneous physicians, we provide guidance on the design of optimal call... View Details
- 25 Oct 2010
- HBS Case
Tesco’s Stumble into the US Market
Tesco PLC is the third-largest retailer in the world, just behind Wal-Mart and Carrefour. But that didn't make the UK-based chain immune from many costly mistakes as it entered the US market in 2006. For... View Details
- September 2008 (Revised July 2012)
- Case
Khosla Ventures: Biofuels Strategy
By: Joseph B. Lassiter III, William A. Sahlman and Alison Berkley Wagonfeld
By 2008, a number of the firm's early cleantech investments were showing promise, and the companies were starting to need significantly more money to create the massive scale required in the energy sector. As Khosla thought about the hundreds of millions of dollars... View Details
Keywords: Entrepreneurial Marketing; Entrepreneurial Finance; New Product Development; Partnerships; Entrepreneurial Management; Venture Capital; Strategy; Partners and Partnerships; Renewable Energy; Entrepreneurship; Investment Funds; Environmental Sustainability; Product Development; Biotechnology Industry; Financial Services Industry
Lassiter, Joseph B., III, William A. Sahlman, and Alison Berkley Wagonfeld. "Khosla Ventures: Biofuels Strategy." Harvard Business School Case 809-004, September 2008. (Revised July 2012.)