Sale - Publications - Faculty & Research

17 Feb 2016
News

The Power of Art

in San Francisco. ArtLifting’s chief operating officer Kelly McKenna (MBA 2015) told the Times that the company is gearing up for dramatic growth: “We have the funding right now, but it isn’t going to be here forever This is a critical year to grow sales, and we’re... View Details

23 Feb 2016
First Look

February 23, 2016

February 2016 Review of Financial Studies Industry Window Dressing By: Chen, Huaizhi, Lauren Cohen, and Dong Lou Abstract— We explore a new mechanism by which investors take correlated shortcuts and present evidence that managers undertake actions—in the form of View Details

Keywords: Sean Silverthorne

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

Citation

Educators

Purchase

July 2011
Teaching Note

Suntech Power (TN)

By: Richard H.K. Vietor

Teaching Note for 712001. View Details

Keywords: Multinational Firms and Management; Sales; Information Technology; Business Subsidiaries; System; Competition; Renewable Energy; Semiconductor Industry; Germany; Spain; United States; China; Japan

Citation

Purchase

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

06 Dec 2016
First Look

December 6, 2016

sales industry was created using this idea as a cornerstone of its business strategy. In this paper we identify and investigate a new reason why frequent assortment rotations can be valuable to a retailer, particularly for products where... View Details

Keywords: Sean Silverthorne

22 Jan 2001
Research & Ideas

Control Your Inventory in a World of Lean Retailing

perspective of actual consumer buying patterns, a blazer in an atypical size actually has more in common with a fashion-driven product than with the same style jacket in a popular size. For example, sales for 46-regular, one of the most... View Details

Keywords: by Frederick H. Abernathy, John T. Dunlop, Janice H. Hammond & David Weil; Consumer Products

05 Jun 2018
First Look

New Research and Ideas, June 5, 2018

of equity (or factor models) fail to exhibit systematic predictive power internationally, which is due in large part to functional form, rather than earnings-forecast, errors. LPV models derived using common valuation anchors such as earnings or View Details

Keywords: Dina Gerdeman

09 Jan 2006
Research & Ideas

What Really Drives Your Strategy?

at a U.S. newspaper company says, "We need to get into the Internet, we need to prioritize this and make a big investment." But then at the operating level of the firm you have a sales rep who is used to selling a display ad for... View Details

Keywords: by Martha Lagace

01 Dec 2003
News

Flex Time

sophisticated communication systems that include detailed weekly reports from UCC’s sales force and senior managers. As long as her days may be — talking on the phone with customers, following up on issues raised during a weekly... View Details

Keywords: Manufacturing

John D. Biggers

Biggers is recognized for strong labor-management relations. He was a key figure in bringing the Toledo Labor Peace Plan to nation-wide attention. In 1947, Biggers was head of one of the world’s largest manufacturers of flat glass with View Details

Keywords: Fabricated Goods

Charles S. Mott

Under Mott’s management, the family owned company grew into a key supplier of automobile parts for General Motors. Realizing the great future of the automobile industry, Mott changed the firm’s activity from bicycle wheel production and sold the Mott Cider and Vinegar... View Details

Keywords: Automotive & Aerospace

Frank M. Freimann

Capitalizing on the staggering growth of television (especially color TV), Freimann led Magnavox through an unprecedented period of prosperity. During his tenure as CEO, sales increased over ten-fold from $32 million in 1950 to over $450... View Details

Keywords: Fabricated Goods

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

20 Mar 2007
First Look

First Look: March 20, 2007

Working PapersIncorporating Price and Inventory Endogeneity in Firm-Level Sales Forecasting Authors:Saravanan Kesavan, Vishal Gaur, and Ananth Raman Abstract As numerous papers have argued, sales, inventory, and gross margin for a... View Details

Keywords: Martha Lagace

Robert J. Eaton

Following Lee Iacocca as head of Chrysler, Eaton led the company to a banner year in 1994 with earnings of $3.7 billion and sales of $52.2 billion, both far above previous records. In 1996, Eaton’s Chrysler led auto makers in profits... View Details