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    John H. Bryan, Jr.

    When Bryan took over Consolidated Foods, later renamed the Sara Lee Corporation, the company was a $2.5 billion dollar conglomerate. Bryan made significant acquisitions including the Hanes Corporation, which experienced a doubling of View Details
    Keywords: Food & Tobacco
    • 29 May 2006
    • Research & Ideas

    Why CEOs Are Not Plug-and-Play

    extraordinary growth. When he joined Stanley Works, the company had emerged from a period of expansion and, with sales flattening, had to shift its focus to cost control, a type of expertise Trani lacked. Three years into his tenure, he... View Details
    Keywords: by Boris Groysberg, Andrew N. McLean & Nitin Nohria; Employment
    • 01 Dec 2018
    • News

    Evergreen Business

    this seasonal side business, where 99 percent of his customers leave with a tree—a sales rate few retailers can imagine. “Plus it’s Christmas, so everyone’s in a great mood.” View Details
    Keywords: Jen McFarland Flint
    • March 1998 (Revised December 1999)
    • Case

    Bronner Slosberg Humphrey

    By: David E. Bell and Donald M Leavitt
    Bronner Slosberg Humphrey has succeeded by providing integrated direct marketing solutions for major service companies such as AT&T, American Express, and FedEx. A new CEO takes over from the company's founder and is wondering how to grow the company. Options include... View Details
    Keywords: Marketing; Growth and Development Strategy; Leading Change; Global Strategy; Service Operations; Competitive Strategy; Information Technology; Salesforce Management; Marketing Communications; Service Industry
    Related
    • 21 Jan 2014
    • First Look

    First Look: January 21

    Hong Abstract—When to sell a novel idea is a difficult decision for many innovators. Selling early has financial benefits. But a later-stage sale of a more fully developed idea may attract greater buyer interest and allow the innovator to... View Details
    Keywords: Sean Silverthorne
    • 15 Dec 2020
    • Research & Ideas

    The Unspoken Messages of COVID-19 Restrictions

    to close. Sales at restaurants—one of the hardest-hit industries in the US—fell by 30 percent in March and another 34 percent in April, according to the Census Bureau. This led some policymakers and economists to conclude that the... View Details
    Keywords: by Danielle Kost; Food & Beverage
    • 02 Jun 2011
    • What Do You Think?

    Is it Time for a National Bankruptcy?

    sought could include aid from one country to another, the sale of national assets, and the deferral of commitments to allow time for a work out. A sizeable minority, however, took the view that lenders, because they helped contribute to a... View Details
    Keywords: by Jim Heskett
    • 26 Oct 2017
    • News

    Can Farming Save the Planet?

    total organic product sales in 2015 were $43.3 billion, an increase of 11 percent from the previous year’s record level and far ahead of the overall food market’s growth rate of 3 percent. “We’re a little bit like the Uber of farming, in... View Details
    Keywords: Constantine von Hoffman; Organic farming; Support Activities for Agriculture and Forestry; Agriculture
    • 09 Apr 2019
    • First Look

    New Research and Ideas, April 9, 2019

    sales process, and some retailers did not understand why they should trust a small, young company with their payment security. By late 2017, Index had made some changes to reduce the average sales cycle, but... View Details
    Keywords: Dina Gerdeman
    • 29 Apr 2014
    • First Look

    First Look: April 29

    utilizes a very rare "no haggle pricing" strategy and extended sales cycle when selling pieces to collectors. Though it remains profitable and very respected, the size and scope of the gallery will be brought into question when... View Details
    Keywords: Sean Silverthorne
    • 30 Jan 2006
    • HBS Case

    The Case of the Mystery Writer’s Brand

    success if it sold 200,000 copies. Today, the bar has been raised to 1.5 million copies, thanks in part to the dominance of "big-box" retailers (such as Wal-Mart and Costco) that only stock twenty or so bestsellers yet are responsible for 34 percent of book... View Details
    Keywords: by Julia Hanna; Entertainment & Recreation; Information; Publishing
    • Profile

    Andres Sarmiento

    it before. HBS also prepared me to communicate at different levels with the team of developers, their management, the product managers, the sales team, and our customers. All of whom have different interests and communicate differently... View Details
    Keywords: Entrepreneurship; Technology; Services
    • Web

    An Emerging Entrepreneur | Social Enterprise | Harvard Business School

    program for children, and VincuVentas, a tech-based talent agency for sales professionals. Bichara is quick to note the Social Enterprise Initiative’s backing over that summer and as he heads back to his native Mexico with a Social... View Details
    • Web

    Field Course: Startup Operations - Course Catalog

    industry focus for this course - all sectors and business models apply - including CPG, social enterprise, nonprofits and bootstrapped businesses. This field course complements concepts covered in Launching Tech Ventures, Entrepreneurial View Details
    • Web

    Financial Management of Smaller Firms - Course Catalog

    strategies including approaches to sales force management in the context of a smaller firm. We also learn about the special problems that confront smaller business such as customer concentration and conflicts between outside investors and... View Details
    • 25 Feb 2020
    • News

    How Artificial Intelligence is Changing Business

    algorithms to analyze radiology scans, applying quantitative analytics to marketing movies, and analyzing sales data from an online flash retail site to develop a better pricing model. The teaching and research of HBS faculty reflect the... View Details
    Keywords: Susan Young
    • October 2005 (Revised August 2006)
    • Case

    Perelson Weiner LLP

    By: Thomas J. Steenburgh and Das Narayandas
    Perelson Weiner LLP, a successful accounting firm in New York City, is re-evaluating its incentive strategy as it makes plans to grow its business. View Details
    Keywords: Accounting; Growth and Development; Compensation and Benefits; Management; Planning; Sales; Motivation and Incentives; Corporate Strategy; Accounting Industry; New York (city, NY)
    Related
    • June 2004
    • Article

    Market Liquidity as a Sentiment Indicator

    By: Malcolm Baker and Jeremy Stein
    We build a model that helps to explain why increases in liquidity-such as lower bid-ask spreads, a lower price impact of trade, or higher turnover-predict lower subsequent returns in both firm-level and aggregate data. The model features a class of irrational... View Details
    Keywords: Markets; Financial Liquidity; Price; Trade; Sales; Equity; Information; Management Analysis, Tools, and Techniques; Accounting Industry
    Related
    • 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
    • 30 Aug 2016
    • First Look

    August 30, 2016

    forthcoming Journal of Marketing Research Incentives versus Reciprocity: Insights from a Field Experiment By: Chung, Doug J., and Das Narayandas Abstract—We conduct a field experiment in which we vary the sales force compensation scheme... View Details
    Keywords: Carmen Nobel