Filter Results:
(390)
Show Results For
- All HBS Web
(390)
- News (33)
- Research (333)
- Multimedia (2)
- Faculty Publications (310)
Show Results For
- All HBS Web
(390)
- News (33)
- Research (333)
- Multimedia (2)
- Faculty Publications (310)
- September 1990
- Teaching Note
Cooper Pharmaceuticals, Inc., Teaching Note
Teaching Note for (9-590-111). View Details
- October 1989 (Revised November 2006)
- Background Note
Channel Management
Written as an introduction to a module concerning channel management for the second-year MBA elective in Marketing Implementation. Discusses: 1) reasons for the growth of multichannel systems in marketing efforts, 2) key components and choices in channel management, 3)... View Details
Keywords: Marketing Channels
Cespedes, Frank V. "Channel Management." Harvard Business School Background Note 590-045, October 1989. (Revised November 2006.)
- October 1989
- Background Note
Organizing and Implementing the Marketing Effort: Course Overview
Keywords: Marketing
Cespedes, Frank V. "Organizing and Implementing the Marketing Effort: Course Overview." Harvard Business School Background Note 590-041, October 1989.
- November 1988
- Teaching Note
IBM Marketing Organization (A) and (B), Teaching Note
Keywords: Marketing
- September 1988 (Revised November 1989)
- Case
Honeywell, Inc.: International Organization for Commercial Avionics (A)
Keywords: Air Transportation Industry
Cespedes, Frank V. "Honeywell, Inc.: International Organization for Commercial Avionics (A)." Harvard Business School Case 589-042, September 1988. (Revised November 1989.)
- August 1988
- Teaching Note
Amerisource, Teaching Note
- February 1987 (Revised July 1988)
- Case
Imperial Distributors, Inc. (A)
Cespedes, Frank V. "Imperial Distributors, Inc. (A)." Harvard Business School Case 587-118, February 1987. (Revised July 1988.)
- January 1987 (Revised March 1987)
- Case
MCI Communications Corp.: National Accounts Program
Keywords: Telecommunications Industry
Cespedes, Frank V. "MCI Communications Corp.: National Accounts Program." Harvard Business School Case 587-116, January 1987. (Revised March 1987.)
- December 1986
- Teaching Note
Turner Construction Co., Teaching Note
Teaching Note for (9-585-031). View Details
Keywords: Construction Industry
- October 1986 (Revised November 1989)
- Case
Becton Dickinson & Co.: VACUTAINER Systems Division
Concerns negotiations between managers of Becton Dickinson's (BD) VACUTAINER division (which manufactures and sells blood collection products) and managers of a large hospital buying group. Recent changes in the health care industry are the background for the... View Details
Keywords: Distribution; Negotiation Participants; Negotiation Process; Price; Sales; Manufacturing Industry; Medical Devices and Supplies Industry; Health Industry; United States
Cespedes, Frank V. "Becton Dickinson & Co.: VACUTAINER Systems Division." Harvard Business School Case 587-085, October 1986. (Revised November 1989.)
- August 1986
- Case
Cox Cable (B)
Keywords: Media and Broadcasting Industry
Cespedes, Frank V. "Cox Cable (B)." Harvard Business School Case 587-054, August 1986.
- April 1986 (Revised May 1989)
- Case
Alloy Rods Corp.
In July of 1985 the managers of Alloy Rods (who recently purchased the company through a leveraged buyout arrangement) find that their chief competitor (a company more than 6 times as large as Alloy Rods) has introduced a new product clearly aimed at Alloy's most... View Details
Keywords: Leveraged Buyouts; Business Strategy; Business or Company Management; Financial Strategy; Marketing Strategy; Marketing Channels; Product Development
Cespedes, Frank V. "Alloy Rods Corp." Harvard Business School Case 586-046, April 1986. (Revised May 1989.)
- October 1991 (Revised August 2000)
- Case
Becton Dickinson & Company: VACUTAINER Systems Division (Condensed)
By: V. Kasturi Rangan and Frank V. Cespedes
Becton Dickinson, a phenomenally successful company with an 80% market share in the blood collection needles and syringes market faces a change in the customer buying environment (cost containment pressures at hospitals). This forces a reevaluation of the company's... View Details
Keywords: Business Divisions; Customer Satisfaction; Demand and Consumers; Market Participation; Distribution Channels; Success; Corporate Strategy; Value Creation; Health Industry
Rangan, V. Kasturi, and Frank V. Cespedes. "Becton Dickinson & Company: VACUTAINER Systems Division (Condensed)." Harvard Business School Case 592-037, October 1991. (Revised August 2000.)
- Article
Get Ready to Sell
By: Frank V. Cespedes and Bud Hyler
Time-to-market measures the time to have a product ready to ship. But that’s not revenue and cash. Many firms with superb R&D functions lack an understanding of what’s needed to be ready-to-sell. Meanwhile, relevant tools are increasing in scope and decreasing in cost.... View Details
Cespedes, Frank V., and Bud Hyler. "Get Ready to Sell." Top Sales Magazine (September 2020), 32–33.
- Article
Why ‘Tell Them Something They Don't Know’ Is Bad Advice in B2B Sales
By: Frank V. Cespedes and Tracy DeCicco
Common advice in sales is to provide insights to customers during sales calls. But this advice generally stays at the level of “tell people something they don’t already know” and results in sales conversations littered with many irrelevant factoids. This article... View Details
Cespedes, Frank V., and Tracy DeCicco. "Why ‘Tell Them Something They Don't Know’ Is Bad Advice in B2B Sales." Harvard Business Review (website) (August 19, 2019).
- May 2017
- Supplement
Promontory, Inc., Spreadsheet for Students (Brief Case)
By: Frank V. Cespedes and Amy Handlin
- August 2015
- Supplement
Cilkray Graphics, Spreadsheet for Students (Brief Case)
By: Frank V. Cespedes and Alisa Zalosh
- December 2013
- Supplement
Clique Pens: The Writing Implements Division of U.S. Home, Spreadsheet for Instructors (Brief Case)
By: Frank V. Cespedes and James Kindley
- May 2013
- Supplement
Launching Krispy Natural: Cracking the Product Management Code, Spreadsheet for Instructors (Brief Case)
By: Frank V. Cespedes and Heather Beckham
- November 1992 (Revised May 1993)
- Case
American Mobile Satellite Corporation
By: Frank V. Cespedes and Laura Goode
American Mobile Satellite Corp. (AMSC) has a license to provide wireless mobile communications via satellite throughout the United States and 200 miles of coastal waters. The first satellite launch is scheduled for 1994 and, in the interim, AMSC is providing limited... View Details
Keywords: Wireless Technology; Decisions; Distribution Channels; Marketing Strategy; Product Development; Sales; Emerging Markets; Resource Allocation; Performance Capacity; Communications Industry; Information Technology Industry; United States
Cespedes, Frank V., and Laura Goode. "American Mobile Satellite Corporation." Harvard Business School Case 593-038, November 1992. (Revised May 1993.)