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(414)
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- Research (330)
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- Multimedia (2)
- Faculty Publications (176)
Show Results For
- All HBS Web
(414)
- People (1)
- News (54)
- Research (330)
- Events (3)
- Multimedia (2)
- Faculty Publications (176)
- August 1983 (Revised May 1985)
- Case
Jamestown Co.
By: Benson P. Shapiro and Edward J. Hoff
In May 1983 Ms. Katherine O'Brien, vice president of marketing, was deciding whether Jamestown should discontinue the use of independent representatives in favor of a direct company salesforce. Jamestown sold informal stoneware dinnerware through department and gift... View Details
Shapiro, Benson P., and Edward J. Hoff. "Jamestown Co." Harvard Business School Case 584-017, August 1983. (Revised May 1985.)
- 25 Apr 2017
- First Look
First Look at New Research, April 25
(A): The Rise, 1972–2003 At the end of 2003, Clear Channel Communications, Inc., a diversified media group with revenues of $8.9 billion, could claim leadership positions in all three of its main businesses. Clear View Details
Keywords: Sean Silverthorne
- May 2009
- Supplement
Ceres Gardening Company: Funding Growth in Organic Products, Spreadsheet for Instructors (Brief Case)
By: John H. McArthur and Joel L. Heilprin
- May 2009
- Teaching Note
Ceres Gardening Company: Funding Growth in Organic Products (Brief Case)
By: John H. McArthur and Sunru Yong
Teaching Note to 4017. View Details
- August 2018
- Teaching Note
Magpie: Developing and Using Buyer Personas
By: Frank V. Cespedes
Teaching Note for HBS No. 818-013. Magpie is a startup with a platform that allows publishers to natively tag the products discussed in their content and thus allows consumers to purchase those products without needing to leave that publisher’s web page. A key aspect... View Details
- 29 Aug 2006
- First Look
First Look: August 29, 2006
the firm-size distribution; controlling for level of economic development, regulation, institutional constraints, and other variables that might affect the business environment; and using different empirical specifications. We further explore various View Details
Keywords: Sean Silverthorne
- 17 Mar 2015
- Research & Ideas
Where Did My Shopping Mall Go?
You want people to touch your product and actually get the brand experience. You could get to a point where stores like Best Buy become just showrooms and fulfillment is done by Amazon because they are much more efficient at it. I could envision a time when some of... View Details
- 18 Mar 2014
- News
The Oz of Data Opens the Curtain
valuable and transformative." Also last September, Acxiom unveiled its beta Audience Operating System, which allows marketers to connect traditionally disconnected data across all channels — online, offline, and mobile — and which Howe... View Details
- 01 Mar 2011
- First Look
First Look: March 1
retailers is not too high, having an online channel can actually increase investment in store assistance levels (e.g., greater shelf display, more-qualified sales staff, floor samples) and decrease profits.... View Details
Keywords: Sean Silverthorne
- 17 Mar 2021
- Research & Ideas
Beyond Pajamas: Sizing Up the Pandemic Shopper
for profit margins? The stakes are high. Without a doubt, bringing more customers into online channels offers a great upside. Not only do they contribute to sales today, but they may continue to buy online... View Details
- Person Page
Media
Media
This lists media reports covering my firm dollarDEX Investments or me (or my colleagues), or columns written by me (or my colleagues). There are all... View Details
- 13 Jan 2021
- News
Stress Test
lock, but the company soon expanded its focus to B2B sales in the health care sector. Its clients now include sites responsible for COVID-19 testing and vaccine distribution, which require both security and a reliable audit log. The... View Details
- 01 Jun 2012
- News
Alumni Book Briefs
By Invitation Only: How We Built Gilt and Changed the Way Millions Shop by Alexis Maybank and Alexandra Wilkis Wilson (both MBA 2004) (Portfolio) The founders of Gilt Groupe reveal how they built the web’s most famous fusion of high tech and high fashion. Sample View Details
- July 2002 (Revised March 2003)
- Case
Avon.com (A)
Avon has always sold its products through a large independent direct-selling organization. However, it is now considering whether it should sell directly to the consumer. The company's independent representatives number 500,000 in the United States alone. Yet, there... View Details
Keywords: Organizational Change and Adaptation; Marketing Strategy; Internet and the Web; Salesforce Management; Marketing Channels; Beauty and Cosmetics Industry
Godes, David B. "Avon.com (A)." Harvard Business School Case 503-016, July 2002. (Revised March 2003.)
- 01 Mar 2016
- News
Case Study: Paper Chase
operates four sales kiosks in the Boston area, with mobile retail teams that visit local fairs and markets. The kiosks offer a valuable in-person experience with a high conversion rate for the $8–$13 cards. The split between in-person and... View Details
- 01 Apr 2000
- News
Rethinking Call Centers: Effective Delivery of Service is Key
services industry, where call centers have moved beyond their most obvious function -- as low-cost channels for resolving a myriad of customer concerns -- to become a powerful means of service delivery with the potential to generate... View Details
- 01 Sep 2013
- News
Passion & Purpose
expertise in technology was helpful because I didn't have preconceived notions of how things should be done.” Lee transformed a struggling software sales company into a global provider of IT products and services. Under her leadership,... View Details
- March 2008 (Revised May 2008)
- Case
Carlyle Japan (A)
By: David B. Godes, Masako Egawa and Mayuka Yamazaki
Tamotsu Adachi, Managing Director of Carlyle Japan, wants to formulate a strategy to improve his firm's ability to source high-quality deals at competitive valuations, or prices. Buyout funds like Carlyle typically have two deal phases: sourcing and monitoring. These... View Details
Keywords: Financial Instruments; Leveraged Buyouts; Supply Chain Management; Marketing Channels; Sales; Financial Services Industry; Japan
Godes, David B., Masako Egawa, and Mayuka Yamazaki. "Carlyle Japan (A)." Harvard Business School Case 508-092, March 2008. (Revised May 2008.)
- 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
- 24 Apr 2006
- Research & Ideas
Managing Alignment as a Process
standard for workers in construction, farming, and other professions that require strenuous outdoor labor. SMI built a successful national sales base from its headquarters in Massachusetts by establishing View Details