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Publications

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  • All HBS Web  (4,066)
    • People  (5)
    • News  (810)
    • Research  (2,689)
    • Events  (20)
    • Multimedia  (48)
  • Faculty Publications  (1,849)

Show Results For

  • All HBS Web  (4,066)
    • People  (5)
    • News  (810)
    • Research  (2,689)
    • Events  (20)
    • Multimedia  (48)
  • Faculty Publications  (1,849)
← Page 135 of 4,066 Results →

    John M. Hiebert

    a period of international expansion, building plants across Latin America, Asia, Europe and Africa. When Hiebert became president in 1955, net sales were at a level of $167 million with earnings of $30 million, and had risen to levels of... View Details
    Keywords: Healthcare

      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
        • 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
        • 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
        • 07 Oct 2019
        • Sharpening Your Skills

        How Companies Can Make Up with (Very) Unhappy Customers

        Mark Zuckerberg delayed action and side-stepped responsibility. Two Million Fake Accounts: Sales Misconduct at Wells Fargo Coming out of the financial crisis, Wells Fargo was one of the world’s most successful banks. But then its View Details
        Keywords: by Sean Silverthorne; Retail; Air Transportation
        • Profile

        Carlos Coto

        seeing tellers as a cost, and instead, trained them to take advantage of sales opportunities?" Carlos made the pitch then rolled out a plan. In one year, floor sales increased by 120%. Carlos received... View Details
        • Fast Answer

        Advanced article search tips

        What are the search operators in different article databases? Use these advanced search tips to make your article searching even more powerful! Database Search Operator Factiva Proximity  Carrefour near5 sales Carrefour within 5... View Details
        • 01 Aug 2016
        • Research & Ideas

        Retail Execs Underplay Current Performance to Investors--but Why?

        Business School finance professor Kenneth A. Froot in the April working paper What Do Measures of Real-Time Corporate Sales Tell Us about Earnings Surprises and Post-Announcement Returns? “It’s startling to find that managers are not even... View Details
        Keywords: by Dina Gerdeman; Financial Services
        • 25 Aug 2022
        • News

        Case Study: Sound Check

        Hoffman-Senn. The founders have questions about a leap like this: How would they adapt to the sales cycles? How or when would larger clients affect their staffing structure and self-service platform? Are these worries even warranted?... View Details
        Keywords: Management, Scientific, and Technical Consulting Services; Professional Services
        • June 2005
        • Background Note

        Overview of the Japanese Apparel Market

        By: Rajiv Lal and Arar Han
        Provides an overview of the Japanese apparel market, which was a 13.1 trillion yen industry in 2003, reflecting 5.5% year-over-year shrinkage since 1997, when retailers logged 17.5 trillion yen in sales. Compared to their global counterparts, Japanese apparel shoppers... View Details
        Keywords: Trends; Financial Crisis; Trade; Emerging Markets; Sales; Luxury; Competition; Segmentation; Apparel and Accessories Industry; Fashion Industry; Asia; China; Japan; Korean Peninsula
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        Lal, Rajiv, and Arar Han. "Overview of the Japanese Apparel Market." Harvard Business School Background Note 505-068, June 2005.
        • September 2000 (Revised September 2005)
        • Case

        New Beetle, The

        By: Rajiv Lal and Nilanjana R. Pal
        Volkswagen of America introduced the New Beetle at the Detroit auto show in January 1998 to rave reviews from the automobile press and industry gurus. Elisabeth Vanzura, marketing director of Volkswagen American had the challenging task of converting this enthusiasm to... View Details
        Keywords: Decisions; Leadership; Marketing; Marketing Communications; Product Positioning; Market Entry and Exit; Sales; Auto Industry; United States
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        Lal, Rajiv, and Nilanjana R. Pal. "New Beetle, The." Harvard Business School Case 501-023, September 2000. (Revised September 2005.)
        • 17 Mar 2021
        • Research & Ideas

        Beyond Pajamas: Sizing Up the Pandemic Shopper

        came true. Sales of pajamas more than doubled in 2020 compared with 2019, the fastest growth among clothing categories, while sales of suits and dresses fell. In contrast to popular opinion, View Details
        Keywords: by Ayelet Israeli, Eva Ascarza, and Laura Castrillo; Retail

          Leonard H. Goldenson

          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
          • 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

            Francis Boyer

            Boyer presided over a dramatic expansion of the Smith Kline & French business. Under his leadership, Smith Kline increased their sales threefold from $43 million to $124 million and increased their earnings fivefold from $4 million to... View Details
            Keywords: Healthcare
            • 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

              Thomas M. Siebel

              Siebel founded his firm in 1993 as a provider of sales force automation systems. Though his firm quickly became a major player in sales force automation, Siebel Systems achieved tremendous growth when its... View Details
              Keywords: Computers & Electronics
              • September 2007
              • Article

              Do Vertical Mergers Facilitate Upstream Collusion?

              By: Volker Nocke and Lucy White
              We investigate the impact of vertical mergers on upstream firms' ability to collude when selling to downstream firms in a repeated game. We show that vertical mergers give rise to an outlets effect: the deviation profits of cheating unintegrated firms are reduced as... View Details
              Keywords: Mergers and Acquisitions; Profit; Game Theory; Sales; Vertical Integration
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              Related
              Nocke, Volker, and Lucy White. "Do Vertical Mergers Facilitate Upstream Collusion?" American Economic Review 97, no. 4 (September 2007): 1321–1339.
              • 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
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