Filter Results:
(4,067)
Show Results For
- 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)
- November 2019 (Revised April 2020)
- Case
Purple Innovation, Inc.: The Online to Offline Marketing Challenge
By: Elie Ofek and Nakisha Williams
This case focuses on Purple Innovation Inc. (Purple), a company that started out in the Direct to Consumer (DTC) mattress space. In late 2018, after a successful launch and IPO with sales predominantly originating from its website, Purple was looking to sustain its... View Details
Keywords: Offline Sales; Marketing Strategy; Digital Marketing; Growth and Development Strategy; Consumer Products Industry; Retail Industry
Ofek, Elie, and Nakisha Williams. "Purple Innovation, Inc.: The Online to Offline Marketing Challenge." Harvard Business School Case 520-040, November 2019. (Revised April 2020.)
- 14 Aug 2017
- News
Study: More Frequent Sales Quotas Help Volume but Hurt Profits
- July 2002
- Article
The Sale of Ideas: Strategic Disclosure, Property Rights, and Contracting
By: James J. Anton and Dennis A. Yao
Ideas are difficult to sell when buyers cannot assess an idea's value before it is revealed and sellers cannot protect a revealed idea. These problems exist in a variety of intellectual property sales ranging from pure ideas to poorly protected inventions and reflect... View Details
Anton, James J., and Dennis A. Yao. "The Sale of Ideas: Strategic Disclosure, Property Rights, and Contracting." Review of Economic Studies 69, no. 3 (July 2002): 513–531. (Harvard users click here for full text.)
- January 1982
- Case
Unitrode Corp. (C): Sales Forecasting of Major Procurements
Schleifer, Arthur, Jr. "Unitrode Corp. (C): Sales Forecasting of Major Procurements." Harvard Business School Case 182-180, January 1982.
- Web
Entrepreneurial Sales 101: Founder Selling - Course Catalog
HBS Course Catalog Entrepreneurial Sales 101: Founder Selling Course Number 1655 Senior Lecturer Mark Roberge Senior Lecturer Lou Shipley Fall; Q2; 1.5 credits 14 Sessions Paper/Project Senior Lecturer Mark Roberge Senior Lecturer Lou... View Details
- Web
Field Course: Entrepreneurial Sales 103 - Course Catalog
HBS Course Catalog Field Course: Entrepreneurial Sales 103 Course Number 6665 Senior Lecturer Lou Shipley Spring; Q4; 1.5 credits Project/Paper To apply, please submit your CV and a paragraph of interest to this application form by... View Details
- 25 Jan 2017
- Working Paper Summaries
The Effects of Quota Frequency on Sales Force Performance: Evidence from a Field Experiment
Keywords: by Doug J. Chung and Das Narayandas
- April 12, 2023
- Article
Using AI to Adjust Your Marketing and Sales in a Volatile World
By: Das Narayandas and Arijit Sengupta
Why are some firms better and faster than others at adapting their use of customer data to respond to changing or uncertain marketing conditions? A common thread across faster-acting firms is the use of AI models to predict outcomes at various stages of the customer... View Details
Keywords: Forecasting and Prediction; AI and Machine Learning; Consumer Behavior; Technology Adoption; Competitive Advantage
Narayandas, Das, and Arijit Sengupta. "Using AI to Adjust Your Marketing and Sales in a Volatile World." Harvard Business Review Digital Articles (April 12, 2023).
- Article
Your Sales Training Is Probably Lackluster. Here's How to Fix It
By: Frank V. Cespedes and Yuchun Lee
U.S. companies spend over $70 billion annually on training and an average of $1,459 per salesperson—almost 20% more than they spend on workers in all other functions. Yet, when it comes to equipping sales teams with relevant knowledge and skills, the ROI of sales... View Details
Cespedes, Frank V., and Yuchun Lee. "Your Sales Training Is Probably Lackluster. Here's How to Fix It." Harvard Business Review (website) (June 12, 2017).
- December 2021
- Article
Employee Responses to Compensation Changes: Evidence from a Sales Firm
By: Jason Sandvik, Richard Saouma, Nathan Seegert and Christopher Stanton
What are the long-term consequences of compensation changes? Using data from an inbound sales call center, we study employee responses to a compensation change that ultimately reduced take-home pay by 7% for the average affected worker. The change caused a significant... View Details
Keywords: Employees; Wages; Compensation and Benefits; Change; Performance; Resignation and Termination; Retention; Analysis
Sandvik, Jason, Richard Saouma, Nathan Seegert, and Christopher Stanton. "Employee Responses to Compensation Changes: Evidence from a Sales Firm." Management Science 67, no. 12 (December 2021): 7687–7707.
- November 1986 (Revised June 1987)
- Case
Fieldcrest Division of Fieldcrest Mills, Inc.: Compensation System for Field Sales Representatives
By: Frank V. Cespedes
Focuses on the compensation plan for Fieldcrest sales representatives. Management is reviewing the structure of the plan and must decide how to establish compensation goals and guidelines for the following year so that sales efforts are allocated among products and/or... View Details
Cespedes, Frank V. "Fieldcrest Division of Fieldcrest Mills, Inc.: Compensation System for Field Sales Representatives." Harvard Business School Case 587-097, November 1986. (Revised June 1987.)
- 13 Mar 2017
- Research & Ideas
Hiding Products From Customers May Ultimately Boost Sales
copyright 2016 by Kris Johnson Ferreira and Joel Goh Ferreira and Goh launched the research after a conversation with an executive at flash sales boutique Rue La La, with whom Ferreira had conducted previous research on product pricing.... View Details
- September 12, 2017
- Article
What's the Right Kind of Bonus to Motivate Your Sales Force?
By: Doug J. Chung and Das Narayandas
Companies typically compensate their sales force by using some combination of salary, commission, and bonuses, but executives are often unsure which incentives provide the best motivation. Should bonuses be tied to quotas or should they be given unconditionally? Is it... View Details
Chung, Doug J., and Das Narayandas. "What's the Right Kind of Bonus to Motivate Your Sales Force?" Harvard Business Review (website) (September 12, 2017).
- November 1984
- Supplement
Syntex Laboratories (A), Computer Supplement: Sales Force Strategy Model
Clarke, Darral G. "Syntex Laboratories (A), Computer Supplement: Sales Force Strategy Model." Harvard Business School Supplement 585-131, November 1984.
- January 1995
- Background Note
The Mid-Sized Company President's Role in Marketing and Sales
Shapiro, Benson P. "The Mid-Sized Company President's Role in Marketing and Sales." Harvard Business School Background Note 595-056, January 1995.
- August 1986 (Revised May 1989)
- Case
Honeywell Information Systems (A): The Indirect Sales Operation
Corey, E. Raymond. "Honeywell Information Systems (A): The Indirect Sales Operation." Harvard Business School Case 587-071, August 1986. (Revised May 1989.)
- December 1994
- Supplement
Physician Sales and Service, Inc. (B): March 1993
Supplements the (A) case. View Details
Bhide, Amar. "Physician Sales and Service, Inc. (B): March 1993." Harvard Business School Supplement 395-077, December 1994.
- 04 Jan 2022
- News
Is Your Sales Team Struggling to Sell Solutions?
- October 2017 (Revised March 2020)
- Case
Medicetra Medtech Company, Inc.
By: Doug J. Chung
Medicetra MedTech Company is a dental equipment distributor, and senior management is deciding whether to implement a new incentive compensation program for the sales force. For many years, Medicetra had paid salespeople only a fixed salary. Although the current plan... View Details
Keywords: Sales Compensation; Sales Force Retention; Employee Fairness; Salesforce Management; Compensation and Benefits; Motivation and Incentives; Retention; Fairness; Performance Improvement
Chung, Doug J. "Medicetra Medtech Company, Inc." Harvard Business School Case 518-049, October 2017. (Revised March 2020.)
- February 2018
- Teaching Note
Rosslyn Resource: Monetization and Sales Strategy (Brief Case)
By: Robert J. Dolan and Sunru Yong
Teaching Note for HBS No. 918-509. View Details