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    Louis S. Cates

    Through acquisitions, such as the Nichols Copper Company, the Calumet and Arizona Mining Company, and the United Verde Copper Company, Cates expanded Phelps-Dodge into an integrated operation in the copper industry. In 1930, the capital stock of Phelps-Dodge was $30... View Details
    Keywords: Agriculture & Mining
    • 25 Oct 2016
    • First Look

    October 25, 2016

    September–October 2016 European Business Review What Senior Executives Should Know About Sales By: Cespedes, Frank V. Abstract—Business is more complex, data more abundant, and more specialists are needed to stay up-to-date with... View Details
    Keywords: Sean Silverthorne
    • 22 Apr 2008
    • First Look

    First Look: April 22, 2008

    it. Purchase this case: http://www.hbsp.harvard.edu/b01/en/common/item_detail.jhtml?id=708044 EFI, Inc. (A) Harvard Business School Case 508-044 EFI has a unique sales compensation challenge. They cannot allocate View Details
    Keywords: Martha Lagace

      H. Wayne Huizenga

      marketing and acquisition efforts enabled the business to become one of the fastest growing enterprises in the United States. In 1994, Huizenga arranged the sale of the company to Viacom, creating a natural distribution network for its... View Details
      Keywords: Retail
      • 22 Oct 2013
      • First Look

      First Look: October 22

      expenditures on teammates lead to better performance in both sports teams in Canada and pharmaceutical sales teams in Belgium. These results suggest that a minor adjustment to employee bonuses-shifting the focus from the self to... View Details
      Keywords: Sean Silverthorne
      • 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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        William Rosenthal

        After discovering a need for the product in their dress making business, William and Ida Rosenthal created the “first modern uplift brassiere” in 1923. After the success of that item, business was expanded into lingerie, swimwear and other products, growing Maidenform... View Details
        Keywords: Fabric & Apparel

          Samuel H. Kress

          Kress built a discount chain store based on an economies of scale model. He started offering fewer items than traditional 5- and 10- cent stores, in order to offer bargain prices to a lower-income clientele. Kress’ stores were a great success and he managed to increase... View Details
          Keywords: Retail

            James A. Farrell

            While head of United States Steel, Farrell increased the steel output of the company from 6 million tons to 29 million tons. Upon his retirement, United States Steel owned over 1 million acres of coal and coke properties, 25 railroad lines with nearly 3,000 miles of... View Details
            Keywords: Metals
            • 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

              Samuel M. Walton

              1987, Wal-Marts numbered over 1,000 and had sales of $14 billion. Gaining momentum from the success of Wal-Mart, Walton created the highly successful bulk food store chain, Sam’s Wholesale Club, which also earned revenues in the billions.... View Details
              Keywords: Retail

                Joseph M. Segel

                Home Shopping Network. Believing that he could do better than HSN, Segel introduced a softer sales approach and an expanded customer service function. Though HSN’s success spawned hundreds of “copy-cats,” QVC was its only formidable... View Details
                Keywords: Entertainment & Broadcast Media

                  C. Peter McColough

                  Working at Xerox for over three decades, McColough was instrumental in leveraging the company’s unique technology and product line. His sales and marketing efforts helped to establish the company as a worldwide leader in office equipment.... View Details
                  Keywords: Fabricated Goods

                    Christine A. Hefner

                    gain popularity. Though magazine sales have stalled, Hefner’s foresight to bet on cable and Internet outlets has given the company a new avenue for growth and profitability. View Details
                    Keywords: Publishing & Print Media

                      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
                      • 01 Dec 2019
                      • News

                      Organic Matter

                      upside through the sale of methane for vehicle fuel or as electricity. “We want agriculture to financially benefit while acting as environmental stewards,” says Black, who sees California Bioenergy as a good example of public-private... View Details
                      Keywords: Julia Hanna; green business; agriculture; alternative energy; Agriculture
                      • 18 Jul 2019
                      • News

                      A Category Leader

                      created to give people who work in our stores as beauty experts a career path and leadership opportunities. Even today, we have staffers who started as sales associates 15 years ago who run half the country and are leaders in our company.... View Details
                      • 14 Jul 2003
                      • Research & Ideas

                      Keeping Your Balance With Customers

                      market segments. Likewise, for many years, Chemical Bank (now Chase) cultivated relationships with unprofitable customers for the same reason. Most organizations view the sale purely as a transaction and then lose touch with the customer,... View Details
                      Keywords: by Robert S. Kaplan & David P. Norton
                      • 30 Apr 2001
                      • Research & Ideas

                      Big Companies, Big Opportunities—Big Questions

                      reach that level of trading volume. Building A Consumer-products Empire But the negatives haven't scared off consumer products giant Procter & Gamble. Since 1987, the company's Latin American sales have grown by 4.5 times to $2.8... View Details
                      Keywords: by Julie Jette
                      • 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