Sale - Publications - Faculty & Research

September 1986 (Revised November 1994)
Case

Lotus Development Corp. Channel Choice: Direct vs. Distribution

Lotus Development Corp., the number one microsoftware firm has traditionally sold to its customers through a distributor-retail dealer network. In early 1986, the company is considering the option of selling direct to large corporate customers. Students are expected to... View Details

Keywords: Cost vs Benefits; Marketing Channels; Distribution Channels; Sales; Software; Information Technology Industry; United States

Citation

Educators

Purchase

Goldenson took over ABC, the network was in third place in the industry behind CBS and NBC. ABC finally reached the top spot in 1976 thanks to the success of shows like “Laverne and Shirley,” “Bionic Woman,” and “Love Boat.” By 1979, ABC boasted View Details

Keywords: Entertainment & Broadcast Media

05 Nov 2024
Book

Building the Road to 'Small Business Utopia' with AI and Fintech

great sense of their cash flow, the sales they might make, when customers will pay, or what cash needs they could have based on the season or a new contract. Small businesses have low cash buffers, and a miscalculation, late payment, or... View Details

Keywords: by Karen G. Mills; Financial Services

02 Jun 2010
First Look

First Look: June 2

norton ariely.pdf Do Inventory and Gross Margin Data Improve Sales Forecasts for U.S. Public Retailers? Authors:Saravanan Kesavan, Vishal Gaur, and Ananth Raman Publication:Management Science (forthcoming) Abstract Firm-level View Details

Keywords: Martha Lagace

W. Jeremiah Sanders III

Sanders founded AMD about the same time that Intel was launched and the two firms have battled to secure the market for microprocessor chips. Though AMD’s sales have lagged Intel’s performance, the company has done much to reduce the... View Details

Keywords: Computers & Electronics

Mills B. Lane, Jr.

Taking over the small southern bank after the death of his father, Lane went on to build it into one of the largest and most profitable banks in the Southeast. Lane shook up the staid banking community by employing a variety of marketing and View Details

Keywords: Finance

11 Oct 2004
Research & Ideas

Four Ways to Create Lasting Change

change initiative more recently? What were the main customer service problems that were harming the company? And what did the "Mystery Shopper" component reveal? A: In the late 1990s, the company's comparable-store sales gains... View Details

Keywords: by Martha Lagace

04 Sep 2019
News

Case Study: Up in the Air

of prequalified engineers on demand, “in the same way that you would hail an Uber ride,” Berendt says. Software houses across Europe will be able to grow their sales pipeline, access new markets, and create economic opportunities locally.... View Details

Keywords: Jen McFarland Flint; Management, Scientific, and Technical Consulting Services; Professional Services

01 Mar 2011
First Look

First Look: March 1

mind-set and will be expected to offer your CEO deep insights on key business decisions. This article explores those developments in more detail and explains other findings about the latest requirements in each of seven C-level jobs: CIO, chief marketing and View Details

Keywords: Sean Silverthorne

13 Jun 2017
Blog Post

Benefits of the MS/MBA: Engineering Sciences Program

like Launching Tech Ventures, Strategy & Technology, Scaling Tech Ventures, and Entrepreneurial Sales and Marketing. He also spent much of his two years at HBS working on his own startup and taking advantage of the school’s... View Details

22 Dec 2003
Research & Ideas

Why Negotiation is Like Jazz

negotiation requires adapting your communication acts to the most advantageous pattern. Learning The Notes Imagine you're a sales rep negotiating with the procurement manager of a professional services firm. Your company is the only... View Details

Keywords: by Kathleen L. McGinn

29 Oct 2000
Research & Ideas

Building a Powerful Prestige Brand

committed. Even if they had wanted to sell in chain stores, the Lauders could not afford the large sales force necessary to service such outlets. Because she wanted to reach women who did not necessarily have much experience with makeup,... View Details

Keywords: by Nancy F. Koehn; Beauty & Cosmetics; Consumer Products; Retail

01 Oct 2014
Blog Post

A Summer Internship: Sparking Curiosity

choose classes of interest. I discovered a newfound curiosity in healthcare this summer and decided to change my course selection to include Healthcare IT. Since my project at Danaher brought me in close working relations with the marketing and View Details

Keywords: Health Care; Technology

01 Mar 2010
News

Faculty Research Online

weighs the benefits and opportunities for entrepreneurs and for society. “Right now, the field is wide open,” he says. See http://hbswk.hbs.edu/item/6333.html. Tracks of My Tears: Reconstructing Digital Music Record labels have depended on album View Details

Keywords: Colleges, Universities, and Professional Schools; Educational Services; Management, Scientific, and Technical Consulting Services; Professional Services

09 Jan 2019
News

Why New England Needs New Ideas

foster economic prosperity. The trio offers the anecdote of Isaac Merritt Singer, a Charlestown-based printing machinery maker who became a sewing machine magnate thanks to a smart business model, a strategic sales approach, and... View Details

Keywords: New England

24 Apr 2014
News

Ron Shaich (MBA 1978)

with our own arms and legs.” With nearly 1,800 stores in 44 states and Ontario, Canada, the company and its franchisees employ about 80,000 workers and saw system-wide sales of nearly $4 billion in 2013. “Serving people is the most... View Details

Career Coach

Eileen Stephan

of career, family life and a family sporting goods business.Work Experience: Citigroup, Global Head of Graduate Recruitment and Program Management (covering Investment Banking, Private Banking, Sales & Trading, Technology, Operations,... View Details

Keywords: Education; Commercial Banking; Financial Services (All); Investment Management; Financial Services (All); Investment Banking; Financial Services (All); Private Equity; Financial Services (All); Venture Capital; Financial Services (All); Hospitality; Retail; Social Enterprise

Lillian M. Vernon (Katz)

Katz took some of her family savings to place a small ad in Seventeen magazine for small handbags and belts in 1951. Within a few weeks, she had received $16,000 worth of orders, and sales have skyrocketed ever since. She began expanding... View Details

Keywords: Retail

Stephen W. Sanger

Sanger began his tenure with General Mills in 1974. One of his early successes was the introduction of blue diamond marshmallows in Lucky Charms which resulted in a 15% increase in sales. During his CEO tenure, sales have increased at a... View Details

Keywords: Food & Tobacco

Bernard Marcus

employees that would revolutionize the home improvement market. As Home Depot grew, it surpassed competitors like Hechinger's and Lowe's, as well as forced the closing of Marcus and Blank's former employer. By the end of Marcus' tenure, Home Depot stores numbered 624... View Details