Sales - Publications - Faculty & Research

14 Feb 2017
Blog Post

Why I Love My Job: Leticia Tavares On Marriott's Management Acceleration Program

Annual Atlanta Community Food Bank Big Dish, as a restaurant manager, as a housekeeper, as a server, and have spent time learning Marriott’s sales processes in our Southeast sales office. My next role will... View Details

01 Sep 2005
News

Perfection’s Price

emphasize a shopping experience that includes spacious aisles, comfortable seating throughout the store, sophisticated climate control because their customers “tend to get warmer faster,” larger dressing rooms and mirrors, and a sales... View Details

Keywords: Margie Kelley; Clothing and Clothing Accessories Stores; Retail Trade

Sebastian S. Kresge

Kresge built the precursor to K-Mart, one of the first mass discounters. He started with ten-cent stores and developed full-fledged variety stores. By his retirement, his chain had almost 600 United States stores, a Canadian subsidiary, and annual View Details

Keywords: Retail

Richard T. Crane, Jr.

With Crane at the helm, The Crane Company enjoyed the greatest expansion in its history. Crane grew the company into a firm with factories, branch houses, sales offices, and exhibition rooms in 200 cities throughout the world including a... View Details

Keywords: Fabricated Goods

Web

Suppliers - Institute For Strategy And Competitiveness

long-term clinical outcomes and cost to demonstrate value compared to alternative therapies Conduct new types of long-term comparative studies in collaboration with providers and patients Increase the success rate instead of maximizing usage Target marketing and View Details

02 Feb 2012
Op-Ed

Once a Castle, Home is Now a Debtors’ Prison

textbooks. First, lenders can recognize the wisdom of short sales, accepting less than the face value of the mortgage. Currently banks do accept short sales but only after protracted negotiations. One advice columnist recently advised... View Details

Keywords: by Nicolas P. Retsinas; Financial Services; Construction; Real Estate

James H. Rand, Jr.

Rand grew his father’s small ledger company into a multinational conglomerate that made a wide array of office products, including filing systems, typewriters and adding machines. Under Rand’s leadership, company sales grew 100 fold from... View Details

Keywords: Fabricated Goods

Paul Henson

Henson took a small, regional telephone company in Nebraska and transformed it into the number three telecommunications company in the United States. When Henson joined United Utilities, it had 500,000 customers, served 500 rural communities, and generated View Details

Keywords: Communications

Alfred C. Fuller

Fuller developed a new, unique brush for household use and employed salesmen, called independent “dealers,” to sell his brushes directly to the consumer. Fuller grew sales of his firm from $40,000 in 1910 to $12 million in 1924. By 1930,... View Details

Keywords: Personal Care & Home Products

31 Jan 2016
News

Studios Back App, Hoping to Fill Cinema Seats

making group sales easier, the new company will allow for dynamic pricing for movie tickets: Theaters set ticket prices, though studios typically set the minimum revenue they will accept per ticket sold, which can make discounts... View Details

01 Jun 2008
News

New Face at Facebook

Sandberg (MBA ’95), “one of Silicon Valley’s most prominent women executives, with a powerhouse résumé that includes a stint as chief of staff at the U.S. Treasury Department during the Clinton administration.” As vice president for global online View Details

Keywords: News, Library, Internet, and Other Services; Information

January 1973 (Revised March 2006)
Case

Tyler Abrasives, Inc.

Involves multinational pricing policy. Should a multinational industrial products supplier, with plants on several continents, grant a single worldwide price on given products to multinational customers who purchase on several continents? If so, what should the... View Details

Keywords: Organizational Change and Adaptation; Marketing Strategy; Price; Multinational Firms and Management; Sales; Industrial Products Industry

Citation

Educators

Purchase

Mortimer presided over an intensive period of growth and investment at General Foods. He dramatically expanded the company’s production capabilities and pursued acquisitions to balance the company’s product offerings. During his tenure, View Details

Keywords: Food & Tobacco

Oscar F. Mayer

Mayer, an immigrant from Germany, founded a meat packing business in Chicago. The company grew from 12 employees in 1919 to over 8,000 by 1955, and it had four additional packaging plants in various states. By the end of his tenure, the company’s annual View Details

Keywords: Food & Tobacco

18 Mar 2020
News

Leading Change

Feldman (MBA 1967), and Club President Higor Sales (MBA 2011). “Each event has been tailored to the specific focus of the alumni in each club. In D.C., policy is a central focus of the discussion around climate change.” Guided by Toffel,... View Details

Stuart K. Hensley

Through strategic acquisitions including Parke-Davis, American Optical Company, and Vister, Hensley significantly expanded Warner-Lambert’s business lines and international presence. Under his leadership, revenues and earnings more than doubled – View Details

Keywords: Personal Care & Home Products

12 Jun 2019
Research & Ideas

Investors Have More Than Money to Offer Entrepreneurs

financial management advice. But startups often run into issues outside those categories, everything from what to ask potential hires in a job interview to analyzing sales funnels. Experienced investors have likely run into those issues... View Details

Keywords: by Julia Austin

John H. MacMillan, Jr.

During MacMillan’s presidency, the family grain business grew significantly. He invested in several large grain elevators within the United States and expanded Cargill’s operations to Europe (becoming the largest European grain company) and South America. By 1957, the... View Details

Keywords: Agriculture & Mining

Web

Harvard Business School

manufacturing floor and in the sale of innovative products and services; and in the stimulating worlds of media, sports, and technology. As academics and business professionals, they have mentored, nurtured, and educated the next... View Details

Career Coach

Carrie Goodrich

Carrie pivoted from Sales and Trading to Strategy and Operations at DoorDash and, more recently, a Product Management Internship at Amazon. Given this, Carrie can help students navigate industry transitions into technology, as well as... View Details

Publications