Skip to Main Content
HBS Home
  • About
  • Academic Programs
  • Alumni
  • Faculty & Research
  • Baker Library
  • Giving
  • Harvard Business Review
  • Initiatives
  • News
  • Recruit
  • Map / Directions
Faculty & Research
  • Faculty
  • Research
  • Featured Topics
  • Academic Units
  • …→
  • Harvard Business School→
  • Faculty & Research→
  • Research
    • Research
    • Publications
    • Global Research Centers
    • Case Development
    • Initiatives & Projects
    • Research Services
    • Seminars & Conferences
    →
  • Publications→

Publications

Publications

Filter Results: (314) Arrow Down
Filter Results: (314) Arrow Down Arrow Up

Show Results For

  • All HBS Web  (1,503)
    • Faculty Publications  (314)

    Show Results For

    • All HBS Web  (1,503)
      • Faculty Publications  (314)

      Sales OperationsRemove Sales Operations →

      ← Page 13 of 314 Results →

      Are you looking for?

      →Search All HBS Web
      • August 2000 (Revised September 2005)
      • Case

      Omnitel Pronto Italia

      By: Rajiv Lal, Carin-Isabel Knoop and Suma Raju
      Describes the situation faced by Omnitel soon after launching its mobile telecommunication services in Italy in December 1995. Competing against the Italian monopoly, TIM, Omnitel had positioned its services to be better on the quality dimension. However, sales were... View Details
      Keywords: Customer Satisfaction; Marketing Channels; Marketing Strategy; Product Positioning; Market Entry and Exit; Product Development; Sales; Competition; Segmentation; Value Creation; Telecommunications Industry; Italy
      Citation
      Educators
      Purchase
      Related
      Lal, Rajiv, Carin-Isabel Knoop, and Suma Raju. "Omnitel Pronto Italia." Harvard Business School Case 501-002, August 2000. (Revised September 2005.)
      • August 2000 (Revised September 2005)
      • Case

      Callaway Golf Company

      By: Rajiv Lal and Edie Prescott
      Describes a situation faced by Mr. Ely Callaway, the 80-year-old founder, chairman, and CEO of Callaway Golf Co., in the fall of 1999. After a decade of stunning success with the marketing concept, Callaway suffered a significant loss and witnessed a steep decline in... View Details
      Keywords: Marketing Strategy; Crisis Management; Communication Strategy; Product; Business Strategy; Change Management; Competitive Advantage
      Citation
      Educators
      Purchase
      Related
      Lal, Rajiv, and Edie Prescott. "Callaway Golf Company." Harvard Business School Case 501-019, August 2000. (Revised September 2005.)
      • June 2000
      • Case

      Lifeline Systems, Inc. (A)

      By: H. Kent Bowen and Marilyn Matis
      Lifeline Systems provides emergency response equipment to the elderly who live at home. The company uses local hospitals to market, sell, and install these units in homes, while the hospital monitors and calls for aid to respond to emergency calls from the elderly... View Details
      Keywords: Health Care and Treatment; Product Marketing; Sales; Problems and Challenges; Growth and Development Strategy; Managerial Roles; Service Operations; Information Infrastructure; Age; Service Delivery; Restructuring; Crisis Management; Health Industry; Service Industry
      Citation
      Find at Harvard
      Related
      Bowen, H. Kent, and Marilyn Matis. "Lifeline Systems, Inc. (A)." Harvard Business School Case 600-099, June 2000.
      • June 2000 (Revised June 2003)
      • Teaching Note

      Arrow Electronics, Inc. TN

      By: Das Narayandas
      Teaching Note for (9-598-022). View Details
      Keywords: Product Marketing; Sales; Business Subsidiaries; Internet and the Web; Distribution; Business Model; Decision Choices and Conditions; Problems and Challenges; Information Technology Industry; Semiconductor Industry
      Citation
      Purchase
      Related
      Narayandas, Das. "Arrow Electronics, Inc. TN." Harvard Business School Teaching Note 500-111, June 2000. (Revised June 2003.)
      • May 2000 (Revised January 2003)
      • Case

      Health Development Corporation

      By: Richard S. Ruback
      Health Development Corp. (HDC) owns and operates health clubs in the Greater Boston area. HDC engaged a local investment banker to explore a sale of the company. The most likely buyer views HDC's prior purchase of real estate as a negative. HDC's management is... View Details
      Keywords: Cash Flow; Property; Business Exit or Shutdown; Valuation; Value; Decisions; Health Industry; Boston
      Citation
      Educators
      Purchase
      Related
      Ruback, Richard S. "Health Development Corporation." Harvard Business School Case 200-049, May 2000. (Revised January 2003.)
      • February 2000 (Revised March 2000)
      • Case

      Owens & Minor, Inc. (B)

      By: V.G. Narayanan and Lisa Brem
      After a manager at Owens & Minor, a national medical and surgical distribution company, proposes and develops a formalized activity-based pricing and activity-based management approach to sales and service provision, this case explore the outcome. View Details
      Keywords: Activity Based Costing and Management; Logistics; Distribution; Price; Supply Chain Management; Sales; Outcome or Result; Management Style; Medical Devices and Supplies Industry; Distribution Industry
      Citation
      Educators
      Purchase
      Related
      Narayanan, V.G., and Lisa Brem. "Owens & Minor, Inc. (B)." Harvard Business School Case 100-079, February 2000. (Revised March 2000.)
      • February 2000 (Revised April 2001)
      • Case

      CNET 2000

      By: Thomas R. Eisenmann and Pauline M Fischer
      CNET's managers explain the strategic analysis that led to their decision to increase their annual marketing budget from $1 million to $100 million. CNET is an online information intermediary that helps consumers make purchase decisions about PC hardware and software,... View Details
      Keywords: Entrepreneurship; Corporate Strategy; Budgets and Budgeting; Financial Strategy; Decisions; Growth and Development; Customer Focus and Relationships; Business Divisions; Marketing Strategy; Distribution Channels; Consumer Behavior; Online Technology; Information Technology Industry
      Citation
      Find at Harvard
      Related
      Eisenmann, Thomas R., and Pauline M Fischer. "CNET 2000." Harvard Business School Case 800-284, February 2000. (Revised April 2001.)
      • December 1999 (Revised March 2002)
      • Case

      Hunter Business Group: TeamTBA

      By: Das Narayandas and Elizabeth R. Caputo
      The Hunter Business Group (HBG), a direct marketing consulting firm specializing in reorganizing the sales and marketing efforts of industrial firms, uses integrated customer contact technologies (including field sales, telephone, and mail) as a means of... View Details
      Keywords: Communication Technology; Marketing Communications; Marketing Reference Programs; Marketing Strategy; Market Participation; Sales; Value Creation; Consulting Industry
      Citation
      Educators
      Purchase
      Related
      Narayandas, Das, and Elizabeth R. Caputo. "Hunter Business Group: TeamTBA." Harvard Business School Case 500-030, December 1999. (Revised March 2002.)
      • November 1999 (Revised February 2000)
      • Case

      Granny's Goodies, Inc.

      By: Das Narayandas and Katherine B. Korman
      The young entrepreneurs of Granny's Goodies, Inc., a corporate gift package specialist, face the challenge of finding ways to create consistent revenue streams and reduce sales costs. Outside of a few long-term contracts, the two founders have had to work very hard for... View Details
      Keywords: Budgets and Budgeting; Customer Relationship Management; Entrepreneurship; Cost Management; Marketing Strategy; Product Design; Problems and Challenges; Sales; Segmentation; Service Industry
      Citation
      Educators
      Purchase
      Related
      Narayandas, Das, and Katherine B. Korman. "Granny's Goodies, Inc." Harvard Business School Case 500-049, November 1999. (Revised February 2000.)
      • September 1999 (Revised April 2000)
      • Case

      Novell: World's Largest Network Software Company

      By: Richard L. Nolan
      After phenomenal growth and market leadership in networking, founder and CEO Ray Noorda made a frontal assault on Microsoft's core strengths. In 1994, Noorda spend over $1.5 billion acquiring companies such as WordPerfect to combat Microsoft Word, products such as... View Details
      Keywords: Information Infrastructure; Applications and Software; Competition; Internet and the Web; Strategic Planning; Corporate Strategy; Information Technology Industry
      Citation
      Find at Harvard
      Related
      Nolan, Richard L. "Novell: World's Largest Network Software Company." Harvard Business School Case 300-038, September 1999. (Revised April 2000.)
      • September 1999 (Revised April 2000)
      • Case

      drugstore.com

      By: Richard L. Nolan
      On a clear day in August 1999 in the new headquarters of drugstore.com, against a backdrop of the Blue Angels flying in formation over Lake Washington practicing for their hydroplane Seafare Cup performance, Peter Neupert was pleased with his company's IPO performance.... View Details
      Keywords: Business Growth and Maturation; Internet and the Web; Problems and Challenges; Business Startups; Retail Industry
      Citation
      Educators
      Purchase
      Related
      Nolan, Richard L. "drugstore.com." Harvard Business School Case 300-036, September 1999. (Revised April 2000.)
      • September 1999 (Revised October 2006)
      • Case

      MarketSoft

      By: Joseph B. Lassiter III and Diana S. Gardner
      Greg Erman and Nancy Benovich-Gilby have assembled a team and selected a market for the launch of a high-potential venture based on using an Internet-based service to manage the flow of sales leads between principals and their distribution channel partners. Their... View Details
      Keywords: Product Development; Planning; Sales; Management; Internet; Web Services Industry
      Citation
      Educators
      Purchase
      Related
      Lassiter, Joseph B., III, and Diana S. Gardner. "MarketSoft." Harvard Business School Case 800-069, September 1999. (Revised October 2006.)
      • September 1999
      • Case

      Project Dreamcast: Serious Play at Sega Enterprises Ltd. (A)

      By: Stefan H. Thomke and Andrew Robertson
      Focuses on the ongoing competitive battles in the global home video game market that is estimated to exceed $15 billion by 1999 in the United States and Japan alone. Describes how Sega Enterprises has redesigned its development processes to create a revolutionary... View Details
      Keywords: Games, Gaming, and Gambling; Competitive Strategy; Technological Innovation; Growth and Development Strategy; Partners and Partnerships; Product Development; Business Growth and Maturation; Market Entry and Exit; Sales; Entertainment and Recreation Industry; Computer Industry
      Citation
      Educators
      Purchase
      Related
      Thomke, Stefan H., and Andrew Robertson. "Project Dreamcast: Serious Play at Sega Enterprises Ltd. (A)." Harvard Business School Case 600-028, September 1999.
      • February 1999 (Revised October 1999)
      • Case

      Cherkizovsky Group (A), The

      By: Lynn S. Paine and Hal Hogan
      Describes the transformation of a formerly state-owned meat processing plant in Russia into a privately-owned and operated food processing conglomerate under Russia's economic reforms of the 1990s. Among the challenges the CEO, Igor Babaev, and his top management team... View Details
      Keywords: Competitive Strategy; Privatization; Transformation; Global Strategy; Culture; Food and Beverage Industry; Russia
      Citation
      Educators
      Purchase
      Related
      Paine, Lynn S., and Hal Hogan. "Cherkizovsky Group (A), The." Harvard Business School Case 399-119, February 1999. (Revised October 1999.)
      • December 1998 (Revised December 1999)
      • Case

      Morgan Stanley Dean Witter Private Client Services

      By: Thomas J. DeLong, David M. Darst, Ann K Rusher and Catherine M. Conneely
      The 1997 merger of retail giant Dean Witter and investment bank Morgan Stanley was a year old when Bob Sculthorpe was appointed director of Private Client Services (PCS) at Morgan Stanley Dean Witter (MSDW). The firm was still operating under two separate broker-dealer... View Details
      Keywords: Mergers and Acquisitions; Business Divisions; Investment Banking; Brands and Branding; Salesforce Management; Competitive Strategy; Retail Industry
      Citation
      Educators
      Purchase
      Related
      DeLong, Thomas J., David M. Darst, Ann K Rusher, and Catherine M. Conneely. "Morgan Stanley Dean Witter Private Client Services." Harvard Business School Case 899-107, December 1998. (Revised December 1999.)
      • December 1998
      • Case

      Pioneer Hi-Bred: Turning Seeds Into Factories

      By: F. Warren McFarlan and Melissa Dailey
      The agricultural sector is among the preeminent information technology users in our economy," exclaimed an August 1998 Forbes ASAP survey of the U.S. economy's best and worst users of information technology (IT). The survey designated Pioneer Hi-Bred International,... View Details
      Keywords: Agribusiness; Multinational Firms and Management; Information Management; Infrastructure; Business Strategy; Information Technology; Agriculture and Agribusiness Industry; Iowa
      Citation
      Find at Harvard
      Related
      McFarlan, F. Warren, and Melissa Dailey. "Pioneer Hi-Bred: Turning Seeds Into Factories." Harvard Business School Case 399-095, December 1998.
      • December 1998 (Revised February 1999)
      • Case

      i2 Technologies, Inc.

      By: Ananth Raman and Jasjit Singh
      Describes the emergence and growth of i2 Technologies and the supply chain planning software industry. In December 1998, i2's market capitalization was in excess of $2 billion; the supply chain planning software industry had annual sales of approximately $1 billion and... View Details
      Keywords: Information Technology; Applications and Software; Supply Chain Management; Production; Forecasting and Prediction; Information Technology Industry
      Citation
      Educators
      Purchase
      Related
      Raman, Ananth, and Jasjit Singh. "i2 Technologies, Inc." Harvard Business School Case 699-042, December 1998. (Revised February 1999.)
      • August 1998 (Revised August 2002)
      • Case

      MicroFridge: The Concept

      By: John A. Deighton
      Robert Bennett, who has a Master's degree in engineering, wants to exploit his idea to combine a refrigerator, freezer, and 500-watt microwave into an 87-pound, 4-foot-high appliance to sell to college students. Bennett must decide which markets to serve, which... View Details
      Keywords: Marketing Strategy; Decision Choices and Conditions; Leadership Style; Sales; Product Development; Competitive Strategy; Partners and Partnerships; Demand and Consumers; Consumer Products Industry
      Citation
      Educators
      Purchase
      Related
      Deighton, John A. "MicroFridge: The Concept." Harvard Business School Case 599-049, August 1998. (Revised August 2002.) (request a courtesy copy.)
      • August 1998
      • Case

      Electronic Commerce at Air Products

      By: F. Warren McFarlan and Melissa Dailey
      In 1998,chief information officers (CIOs) in the highly competitive international gases and chemicals business faced the reality that electronic commerce capability was a strategic necessity. The results of annual surveys of technology officers in the chemical industry... View Details
      Keywords: Management Teams; Information Technology; Globalized Markets and Industries; Infrastructure; Internet and the Web; Technology Adoption; Business Strategy; Chemical Industry; United States
      Citation
      Find at Harvard
      Related
      McFarlan, F. Warren, and Melissa Dailey. "Electronic Commerce at Air Products." Harvard Business School Case 399-035, August 1998.
      • August 1998 (Revised October 1998)
      • Case

      Disney's "The Lion King" (A): The $2 Billion Movie

      By: Jeffrey F. Rayport, Carin-Isabel Knoop and Cate Reavis
      In 1994, just 10 years after its filmed entertainment division lost $33 million, Disney's animated creation "The Lion King" became the second highest grossing film ever. In addition to drawing $740 million in worldwide box office sales, its merchandise sales exceeded... View Details
      Keywords: Value Creation; Marketing Strategy; Expansion; Creativity; Film Entertainment; Organizational Change and Adaptation; Organizational Structure; Product Development; Entertainment and Recreation Industry; Retail Industry
      Citation
      Educators
      Purchase
      Related
      Rayport, Jeffrey F., Carin-Isabel Knoop, and Cate Reavis. Disney's "The Lion King" (A): The $2 Billion Movie. Harvard Business School Case 899-041, August 1998. (Revised October 1998.)
      • ←
      • 13
      • 14
      • 15
      • 16
      • →

      Are you looking for?

      →Search All HBS Web
      ǁ
      Campus Map
      Harvard Business School
      Soldiers Field
      Boston, MA 02163
      →Map & Directions
      →More Contact Information
      • Make a Gift
      • Site Map
      • Jobs
      • Harvard University
      • Trademarks
      • Policies
      • Accessibility
      • Digital Accessibility
      Copyright © President & Fellows of Harvard College.