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  • Web

A Culture of Innovation | Baker Library

successful manufacture and sale of synthetic polarizing filters to eliminate glare. His first enterprise, Land-Wheelwright Laboratories, was formed in 1932 and was reincorporated as the Polaroid Corporation in 1937. The company produced... View Details
  • 08 Dec 2008
  • Research & Ideas

Thinking Twice About Supply-Chain Layoffs

It's the most wonderful time of the year—or that's how the song goes. But this year's decline in retail sales has resulted in definitely uncheery employee layoffs and payroll cuts, a trend that is likely to continue. While the vicious... View Details
Keywords: by Julia Hanna; Retail
  • 29 Aug 2006
  • First Look

First Look: August 29, 2006

variable using dispersion among experts' forecasts. We test this methodology using three datasets, demand data at item level, sales data at firm level for retailers, and sales data at firm level for... View Details
Keywords: Sean Silverthorne

    Fowler McCormick

    Under McCormick’s leadership, International Harvester became the American industry’s leading farm equipment producer, doubling sales by 1947. He was also known for creating and maintaining stable relationships with employees. View Details
    Keywords: Agriculture & Mining
    • 04 Nov 2002
    • Research & Ideas

    From Lone Star to Team Player

    on individual performance are prone to this problem. It is a problem in investment banking and can also be a problem in sales organizations where individuals are compensated for their own sales and not for... View Details
    Keywords: by Mallory Stark
    • 26 Jul 2006
    • Research & Ideas

    The Strategic Way to Go to Market

    supplier thinks about ways to get the product/service out to the customer. If the company achieves its sales goals, it lulls the company into the assumption that the channels must be right. For all you know an alternate channel might have... View Details
    Keywords: by Sean Silverthorne
    • Web

    Instrument of Pictorial Publicity - The High Art of Photographic Advertising - Baker Library | Bloomberg Center

    image of confidence in both the production and sale of consumer goods. On display at Rockefeller Plaza were works by artists whose Machine Age photographs revealed the geometric beauty of factories and production lines and celebrated... View Details
    • 23 Oct 2019
    • News

    Understanding Business Firsthand in South Korea

    Town, and Helsinki. Mike Lim (MBA 2020), one of the students on the Choco Pie team, says, “Our assignment was to determine how to target millennial women with the new product . . . driving sales at their specialty kiosks and shops.” The... View Details
    Keywords: Global Understanding; Internationalization; Educational Innovation
    • 01 Dec 2018
    • News

    Competencies and Credentials

    positions—the supervisors, sales representatives, data analysts, and production managers, for example—tend to be less engaged in their work, have higher rates of turnover, and have lower levels of productivity, according to Fuller’s... View Details
    • September 2013
    • Case

    SafeBlend Fracturing

    By: Benson P. Shapiro, Frank V. Cespedes and Alisa Zalosh
    The CEO of SafeBlend Technologies must set a price for the company's environmentally friendly fracturing fluid additive. The firm is negotiating a new contract with its biggest client, Bristol Natural Gas. For the last two years, SafeBlend has been the sole provider of... View Details
    Keywords: Information Technology; Customer Relationship Management; Price; Negotiation; Competitive Advantage; Environmental Sustainability; Energy Sources; Sales; Energy Industry
    Related
    • 29 Feb 2016
    • News

    How Joe Shoen Got U-Haul Back on Track

    apologizes. He directs her to the location finder on uhaul.com, where she can look up climate-controlled self-storage locations. Later he calls Mike Kinealy, vice president of sales and customer service, and tells him to follow up. Using... View Details
    Keywords: Management of Companies and Enterprises; Management; Truck Transportation; Transportation
    • 2009
    • Working Paper

    Crafting Integrated Multichannel Retailing Strategies

    Multichannel retailing is the set of activities involved in selling merchandise or services to consumers through more than one channel. Multichannel retailers dominate today's retail landscape. While there are many benefits of operating multiple channels, these... View Details
    Keywords: Marketing Channels; Marketing Strategy; Distribution Channels; Sales; Integration; Retail Industry
    Related
    • September 1986 (Revised November 1994)
    • Case

    Lotus Development Corp. Channel Choice: Direct vs. Distribution

    By: V. Kasturi Rangan
    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
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    • 02 Dec 2019
    • What Do You Think?

    How Does a Company like Boeing Respond to Intense Competitive Pressure?

    possibly was another example unfolded. As reader Anna Johnson put it, “When the pressure to meet quarterly performance expectations against best-guess sales targets and a flesh pounding schedule take precedence, it’s not surprising that... View Details
    Keywords: by James Heskett; Air Transportation
    • 13 Sep 2012
    • Research & Ideas

    Why Public Companies Underinvest in the Future

    private companies don't have. As such, the team decided to use sales growth as a proxy for investment opportunity responsiveness, since a rise in sales should trigger a rise in investment by any given firm.... View Details
    Keywords: by Maggie Starvish
    • 23 Jan 2017
    • News

    The CEO Who is Perking Up Peet’s Coffee

    In a profile of Peet’s Coffee CEO David Burwick (MBA 1989), the East Bay Times details the company’s growth under his watch: Since 2013, annual sales have jumped from $395 million to almost $800 million, 70 new locations have been added,... View Details
    • 31 May 2017
    • Sharpening Your Skills

    10 Harvard Business School Research Stories That Will Make Your Mouth Water

    looks at how industry players and regulators collectively decided what butter, oranges, and other foods should look like—and how they redefined the meaning of “natural.” Clay Christensen's Milkshake Marketing Clayton Christensen explains how a fast food chain improved... View Details
    Keywords: by Sean Silverthorne; Food & Beverage
    • 02 Jul 2014
    • Blog Post

    Connecting Fashion & Technology at Kate Spade

    work on these specialized categories and to increase our sales and profitability while leading the day to day operations. Currently we are evaluating existing business, researching new and relevant product categories, distribution, and... View Details
    Keywords: Technology; Consumer Products / Retail
    • 12 Aug 2002
    • Research & Ideas

    ‘Let the Buyer Beware’ Doesn’t Protect Investors

    analysts, he or she must believe that an analyst's report is something more than a disguised sales pitch. So banks have ordinarily insisted that analysis and sales were separated by a so-called Chinese wall... View Details
    Keywords: by D. Quinn Mills

      Edward G. Harness

      Under Harness’ leadership, Procter and Gamble doubled its sales and tripled its earnings, becoming the world’s largest consumer products manufacturer. He was credited with the successful introduction of Pampers disposable diapers, and he... View Details
      Keywords: Personal Care & Home Products