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Show Results For
- All HBS Web
(414)
- People (1)
- News (54)
- Research (330)
- Events (3)
- Multimedia (2)
- Faculty Publications (176)
- 01 Nov 2016
- First Look
First Look - November 1, 2016
startup’s ideal first hire? What marketing channels are best to invest in? How aggressively should an executive team align sales with customer success? Early stage founders, View Details
Keywords: Sean Silverthorne
- 2009
- Working Paper
Gray Markets and Multinational Transfer Pricing
By: Romana L. Autrey and Francesco Bova
Gray markets arise when a manufacturer's products are sold outside of its authorized channels, for instance when goods designated for a foreign market are resold domestically. One method multinationals use to combat gray markets is to increase internal transfer prices... View Details
Keywords: Price; Multinational Firms and Management; Demand and Consumers; Distribution Channels; Business and Government Relations; Sales; Competitive Strategy
Autrey, Romana L., and Francesco Bova. "Gray Markets and Multinational Transfer Pricing." Harvard Business School Working Paper, No. 09-098, February 2009. (Revised October 2009.)
- 01 Jun 2005
- News
Profiles from the Class of 2005
combination offered by Ford Motor Company’s management training program. While he excelled at leading teams to solve engineering-based manufacturing problems, it was a stint in sales and marketing that changed his life. “I was on the job... View Details
- 12 Oct 1999
- Research & Ideas
Rapid Response: Inside the Retailing Revolution
which facilitates the accurate and instantaneous exchange of sales figures between the manufacturer and the retailer. In the mid-1980s, these advances began to chip away at the barriers commonly found throughout the various stages of... View Details
- 13 Nov 2000
- Research & Ideas
Managing to Learn: How Companies Can Turn Knowledge into Action
(Illustration: Dave Cutler) After a decade of extraordinary growth, Nike faced slowing sales in the early 1980s because the normally market-wise company had missed a major turn in the road. Reebok had introduced softer and more... View Details
Keywords: by Laurie Joan Aron
- Web
Launching Tech Ventures - Course Catalog
selling efforts and at what phase in the startup's lifecycle should each be employed? How can founders themselves be the most effective sales engine for an early-stage company, even though it clearly does not scale as a go to market... View Details
- 01 Mar 2008
- News
Innovation, Inc.
remarks. “But if you mention a folding bicycle, most people conjure up an image of a small-wheeled, oddly shaped vehicle that they wouldn’t categorize as a ‘real’ bicycle. The challenge is to change the beliefs and behaviors of both consumers and the distribution View Details
- 17 Nov 2020
- In Practice
How Retailers Can Thrive in a Shopping Season Like No Other
lecturer of business administration and the C. Roland Christensen Distinguished Management Educator. Ramon Casadesus-Masanell: Watch costs and find channel advantages Given COVID-19 transmission rates as of mid-November, the upcoming... View Details
- 19 Nov 2001
- Research & Ideas
Wrapping Your Alliances In a World Wide Web
concurrent data from all members of the supply chain, and the Internet-based technologies discussed above are rapidly proving to be the preferred channels for these data. In addition to enabling rich point-to-point links, the Internet is... View Details
Keywords: by Andrew McAfee
- 01 Sep 2010
- News
Fair Trade
from the book follow. An Affront to Public Morality The beauty business began modestly with the sale of products widely deemed an affront to public morality. Today, consumers around the world spend $330 billion a year on fragrances,... View Details
- 05 Nov 2012
- Research & Ideas
What Wall Street Doesn’t Understand About International Trade
the authors of Channels of Influence, by Harvard Business School Associate Professors Lauren H. Cohen and Christopher J. Malloy, and Umit G. Gurun, an associate professor at the University of Texas at Dallas. “When nearly half of anything... View Details
Keywords: by Carmen Nobel
- 05 May 2009
- First Look
First Look: May 5, 2009
foreign countries, the model predicts growth in the number of source-country firms engaging in foreign direct investment, growth in the size of affiliates that are active in reforming countries both before and after the tariff reduction, and an increase in the extent... View Details
Keywords: Martha Lagace
- 02 Jun 2014
- Research & Ideas
Excerpt: ‘A Social Strategy’
through gifts when they ask their friends to buy from eBay Consider the key features of this strategy. First, the social engagement eBay facilitates is directly related to strategic goals of the company—increased sales or lower cost. The... View Details
- 18 Oct 2018
- Research & Ideas
How to Use Free Shipping as a Competitive Weapon
media creator for Harvard Business School Working Knowledge. Related Reading: Should Retailers Match Their Own Prices Online and in Stores? Behavioral Economists Can Make You a Healthier Consumer and Smarter Marketer Research Paper: The Effects of Store Openings on... View Details
- 04 Oct 2016
- First Look
October 4, 2016
https://www.hbs.edu/faculty/Pages/item.aspx?num=51680 forthcoming Journal of Financial Economics What Do Measures of Real-Time Corporate Sales Tell Us About Earnings Surprises and Post-announcement Returns? By: Froot, Kenneth A., Namho... View Details
- 25 Feb 2020
- News
Alumni and Faculty Books for March 2020
channels have been steadily increasing, and a much larger fraction of sales at brick-and-mortar channels is affected by online channels. Shopper behavior and expectations have... View Details
- 18 Nov 2008
- First Look
First Look: November 18, 2008
internal coordination issues with the company's sales force, and the financial returns versus other uses of capital for the company. The case raises issues in aligning business strategy and sales management... View Details
Keywords: Martha Lagace
- 20 Aug 2024
- Book
Why Competing With Tech Giants Requires Finding Your Own Edge
potential participants in their ecosystems.” Leveraging the momentum and great reviews on Amazon, the company started selling through its direct-to-consumer websites as well as penetrating other sales channels. For example, Anker also... View Details
- 13 Mar 2018
- First Look
March 13, 2018
fields. A sponsor is someone who advocates for a protégé, and in doing so, takes a stake in her success. We use a laboratory experiment to explore two channels through which sponsorship has been posited to increase advancement in a... View Details
Keywords: Sean Silverthorne
- 26 Jul 2010
- Research & Ideas
Yes, You Can Raise Prices in a Downturn
Ross to write the paper "Performance Pricing in Tough Times." Shapiro, an authority on marketing strategy and sales management, is the Malcolm P. McNair Professor of Marketing, Emeritus at Harvard Business School. Ross is a... View Details