Sales - Publications - Faculty & Research

24 Apr 2014
News

Leaning in for a more equitable world

included roles as vice president of Global Online Sales and Operations at Google, and as chief of staff to US Secretary of the Treasury Larry Summers. (Published April 2014) View Details

01 Oct 1999
News

Running on empty

began selling SpareTank in June. Now available at Kmart and other chains for less than $20 a gallon, SpareTank could generate as much as $15 million in sales this year and may soon be adopted as a standard feature by a major automaker.... View Details

21 Jan 2014
First Look

First Look: January 21

Hong Abstract—When to sell a novel idea is a difficult decision for many innovators. Selling early has financial benefits. But a later-stage sale of a more fully developed idea may attract greater buyer interest and allow the innovator to... View Details

Keywords: Sean Silverthorne

06 Aug 2001
Research & Ideas

Go Global—or No? Can You Make the Case?

your comments published in an upcoming issue of HBS Working Knowledge—it will cost you $6.00 to download the full story from HBR. See details below. For two years, U.S.-based DataClear has all but had a stranglehold on the data analysis market. View Details

Keywords: by Walter Kuemmerle

27 Dec 2015
Research & Ideas

The Most Popular Stories and Research Papers of 2015

healthy competition to increase patient value. Incentives versus Reciprocity: Insights from a Field Experiment (523) What are the most effective forms of sales force compensation? Findings provided by Doug J. Chung and Das Narayandas... View Details

01 Sep 2013
News

A Start-Up with Giddyup

equity until I'd built something." Online sales "That's our focus, and it's made possible by our 'Fit Kit' at-home measuring system. We're now shifting to more ready-to-wear sizes, too." Best-seller "The Honcho, for about $900–$1,200.... View Details

Keywords: Clothing and Clothing Accessories Stores; Retail Trade

01 Jun 2020
What Do You Think?

Will Challenged Amazon Tweak Its Retail Model Post-Pandemic?

competitive challenges to Amazon in ways unimagined before the pandemic. While Amazon’s sales increased during the early months of the COVID-19 scare, by mid-April its share of online spending had fallen from 42 percent (imagine that for... View Details

Keywords: by James Heskett; Retail

02 Jan 2019
News

Not Waiting for Progress

civil rights movement leader Reverend Ralph Abernathy was Diamond’s godfather. Diamond credits his mother—who worked in sales with Mary Kay cosmetics—with instilling in him a “high level of enthusiasm about business in general, and... View Details

Keywords: Deborah Blagg

29 Apr 2008
First Look

First Look: April 29, 2008

Working PapersNone this week Cases & Course MaterialsAvaya (A) Harvard Business School Case 508-048 Avaya's top management wants to improve demand generation. This requires an improvement in the relationship between Sales and... View Details

Keywords: Martha Lagace

Fast Answer

Entrepreneurial Marketing

href="http://www.library.hbs.edu/go/buscomplete.html" target="_blank">Business Source Complete: includes scholarly and trade journals relating to sales and marketing strategies. Business Source Complete contains full text of Harvard... View Details

01 Feb 2002
News

Burger Art

kid-friendly container, was launched in late 2000 and is so popular, it's making a run at the sales crown seized by that upstart condiment, salsa. Furthermore, Adweek noted, it's "encouraging pint-size painters to add splashes of green... View Details

Keywords: K.C. Keller; Food Manufacturing; Manufacturing

29 Feb 2016
HBS Case

Bigbelly's Big Bet on the Digital Trash Can

customers notorious for labyrinthine procurement processes and glacial sales cycles. At the same time, Weiss reasons, if approached in the right way, selling to the public sector can amount to a huge opportunity for the right business.... View Details

Keywords: by Michael Blanding; Energy

Portrait Project

Anh M. Nguyen

My mom travels with a frying pan. A fifty-cent yard sale purchase, the pan makes the world's best banh xeo, a Vietnamese dish. To most people, the grease-stained sides and wobbly handle suggest nothing more than an unexceptional piece of... View Details

01 Feb 2001
News

A Bankable Trust

Florida high school and at Harvard College. And now her music is furthering her academic outreach efforts. Last fall, Harris released a holiday CD, "Carla's First Christmas." All proceeds from its sale are benefiting not only her... View Details

Keywords: Arts, Entertainment

01 Sep 2010
News

Online Fashionistas

MAYBANK AND WILSON: Doing well while looking good. Courtesy Gilt Groupe Cofounded in 2007 by Alexandra Wilkis Wilson (MBA ’04), formerly of Louis Vuitton and Bulgari, and ex-eBayer Alexis Maybank (MBA ’04), Gilt Groupe is an online, members-only, luxury retailer that... View Details

Keywords: Clothing and Clothing Accessories Stores; Retail Trade

01 Mar 2010
Op-Ed

A Golden Opportunity for Ford and GM

their own. The bigger question is, will Ford and GM be able to capitalize on this opportunity for the long term? I was with Whitacre when he initially learned that Toyota was suspending sales of 57 percent of its autos sold in the United... View Details

Keywords: by Bill George; Auto

19 Jul 2016
First Look

July 19, 2016

https://cb.hbsp.harvard.edu/cbmp/product/216078-PDF-ENG Harvard Business School Case 716-426 The Inexorable Rise of Walmart? 1988–2016 In October 2015, Walmart surprised investors by announcing that it expected flat sales growth for 2015... View Details

Keywords: Sean Silverthorne

October 2018
Case

BreezoMeter: Making Air Pollution Data Actionable

By: Frank V. Cespedes, Allison M. Ciechanover and Margot Eiran

The case focuses on an Israeli startup that provides actionable air pollution data and forecasts. The company has over 50 enterprise customers and its tool reached a million people daily in 67 countries. The co-founders wrestle with which markets and customers to focus... View Details