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Publications

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  • All HBS Web  (4,067)
    • People  (5)
    • News  (810)
    • Research  (2,689)
    • Events  (20)
    • Multimedia  (48)
  • Faculty Publications  (1,850)

Show Results For

  • All HBS Web  (4,067)
    • People  (5)
    • News  (810)
    • Research  (2,689)
    • Events  (20)
    • Multimedia  (48)
  • Faculty Publications  (1,850)
← Page 136 of 4,067 Results →

    Owsley Brown II

    Taking the helm of the family company from his brother in 1993, Brown dramatically expanded Brown-Forman’s international presence and invested heavily in sales and marketing. Brown orchestrated a total marketing “makeover” for the company... View Details
    Keywords: Food & Tobacco
    • 12 Jun 2006
    • Research & Ideas

    The Promise of Channel Stewardship

    but an insufficient grasp of the details, and CMOs (chief marketing officers) often view go-to-market decisions as being tactical. What passes for channel strategy often rests with sales divisions, but their primary motivation is to sell... View Details
    Keywords: by V. Kasturi Rangan & Marie Bell; Consumer Products
    • October 1986 (Revised November 1989)
    • Case

    Becton Dickinson & Co.: VACUTAINER Systems Division

    By: Frank V. Cespedes
    Concerns negotiations between managers of Becton Dickinson's (BD) VACUTAINER division (which manufactures and sells blood collection products) and managers of a large hospital buying group. Recent changes in the health care industry are the background for the... View Details
    Keywords: Distribution; Negotiation Participants; Negotiation Process; Price; Sales; Manufacturing Industry; Medical Devices and Supplies Industry; Health Industry; United States
    Citation
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    Cespedes, Frank V. "Becton Dickinson & Co.: VACUTAINER Systems Division." Harvard Business School Case 587-085, October 1986. (Revised November 1989.)
    • 04 Jun 2001
    • Research & Ideas

    RealNetworks, CNET, and Judo Strategy

    sales and no earnings went public with market valuations in the billions of dollars before falling to the ground little more than a year ago. But that's as far as the analogy goes, according to Yoffie. 'no Room For Error' "Post-crash... View Details
    Keywords: by Jim Aisner
    • 03 Mar 2008
    • Research & Ideas

    Marketing Your Way Through a Recession

    furnishings and home entertainment will hold up well, as uncertainty prompts us to stay at home but also stay connected with family and friends. Now may be the time to drop your weaker distributors and upgrade your sales force. 3.... View Details
    Keywords: by John Quelch
    • 01 Jun 2003
    • News

    Alumni Bookshelf

    overcapacity following the market peak in 2000. How to Become a Marketing Superstar by Jeffrey J. Fox (MBA '69) (Hyperion) In the same snappy, to–the–point style of his previous how–to books, Fox takes on the challenges of marketing through brand building and... View Details
    Keywords: Publishing Industries (except Internet); Information

      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
        • Profile

        Ben Seipel

        seizing a post-graduation, pre-child-raising opportunity to cycle across the country. When they return, they plan to settle in Boston where Ben has accepted a sales development role with Google, and Kate has found a law firm position.... View Details
        Keywords: Tech
        • 01 Dec 2015
        • News

        Snapping Up Voters

        Saliterman—a 33-year-old veteran of the Bush White House and Republican National Committee—promoted new tools that permitted campaigns to run ads for a select group of voters before YouTube videos. After moving to launch Snapchat’s first political advertising View Details
        Keywords: Sasha Issenberg
        • 01 Dec 2014
        • News

        In My Humble Opinion: Vittorio Colao (MBA 1990)

        As CEO of the London-based telecom Vodafone Group, Vittorio Colao (MBA 1990) has led a series of headline-grabbing acquisitions and divestitures, from the company’s $1.7 billion purchase of British multinational telecom Cable & Wireless to its View Details
        Keywords: Julia Hanna; technology; Management, Scientific, and Technical Consulting Services; Professional Services
        • 01 Mar 2004
        • News

        Ex-Con Talks Ethics with HBS Students

        dropped out of college and joined a New York securities firm. He saw his sales and commissions rise after he decided to be less than forthcoming about potential drawbacks to the investment ideas he was pitching to customers. Over time,... View Details
        Keywords: Justice, Public Order, and Safety Activities; Government
        • Profile

        Fereshteh Zeineddin

        As Fereshteh Zeineddin sees it, beauty is much more than skin deep. Her passion for cosmetics (she was a L'Oreal sales manager for two and a half years) is rooted in her appreciation for what beauty can mean. "I am inspired"... View Details
        • 09 Feb 2016
        • First Look

        February 9, 2016

        Publisher's link: https://www.hbs.edu/faculty/Pages/item.aspx?num=50453 November 2, 2015 Harvard Business Review The Best Ways to Hire Salespeople By: Cespedes, Frank V., and Daniel Weinfurter Abstract—Companies typically spend more on hiring in View Details
        Keywords: Sean Silverthorne
        • Web

        Robert Reiss | Baker Library

        New York company. He saw that as an opportunity to learn about running a business while someone else “picked up the tab.” He then started a sales rep company and soon recognized opportunities to explore in games like chess and magic.... View Details
        • 01 Dec 2009
        • News

        Downhill Re-Boot

        remains to be seen is whether buyers will pony up the suggested retail price of $1,295 per pair. Hanson, a pioneer of the rear-entry boot, acknowledges that “in this very, very difficult economy,” there is “some skepticism around making this price point work for us,”... View Details
        Keywords: Clothing and Clothing Accessories Stores; Retail Trade
        • 01 Mar 2013
        • News

        Sweet Deal

        Hostess Brands, the maker of some 30 iconic American bakery products such as Wonder Bread, Ho Hos, Ding Dongs, and Twinkies, declared itself in liquidation and its assets for sale last November. As an adviser to the Teamsters union, Harry... View Details
        Keywords: Food Manufacturing; Manufacturing; Transportation Equipment Manufacturing; Manufacturing; Management, Scientific, and Technical Consulting Services; Professional Services

          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
          Keywords: Retail
          • 08 Jul 2014
          • First Look

          First Look: July 8

          across their organizations. Publisher's link: http://hbr.org/2014/07/becoming-a-first-class-noticer/ar/1 July-August 2014 Harvard Business Review How 'Brand Tourists' Can Grow Sales By: Bellezza, Silvia, and Anat Keinan Abstract—The... View Details
          Keywords: Carmen Nobel
          • July 1993
          • Case

          ABB Deutschland (Abridged)

          By: Christopher A. Bartlett
          Focuses in detail on implementing a corporate restructuring program in ABB's German subsidiary. Special attention is given to Germany's unique form of industrial governance. Two major problem areas--power plants and power transformers--are described in detail. ABB's... View Details
          Keywords: Restructuring; Energy Generation; Corporate Governance; Factories, Labs, and Plants; Salesforce Management; Policy; Organizational Culture; Energy Industry; Germany
          Citation
          Educators
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          Related
          Bartlett, Christopher A. "ABB Deutschland (Abridged)." Harvard Business School Case 394-019, July 1993.
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