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Show Results For
- All HBS Web
(804)
- People (2)
- News (251)
- Research (514)
- Multimedia (1)
- Faculty Publications (83)
- Profile
Scott Daubin
Scott Daubin came to Princeton University to study chemistry, but he was quickly lured by the call of business. In his first summer at the college, Scott accepted a sales position with a student-run paper,... View Details
- 01 Mar 2004
- News
Job Hunting in a Tight Market: Strength in Numbers
job-hunting targets. If you are searching only in Los Angeles, for example, think of other geographic areas. If you are looking only in large public corporations, consider small or private companies or nonprofits. It takes an average of eight follow-up phone View Details
- 01 Jun 2025
- News
Editor’s Letter
In 1984, I took my babysitting money to the Sam Goody store at the Short Hills Mall and purchased a copy of Bruce Springsteen’s Born in the U.S.A., on LP. It was the best-selling album of the year and, for a kid growing up in New Jersey, not owning it was unthinkable.... View Details
- 09 Nov 2022
- News
Part Ownership of a Dream
future. “I wanted to shoot for glory,” he told the Philadelphia Inquirer. Flightline’s higher price tag was a risk, but respected Kentucky bloodstock agent David Ingordo had been watching the horse from the very beginning; when he called... View Details
- 01 Sep 2005
- News
GE’s Immelt Urges MBAs to Dream Big, Work Hard
his 23 years at GE, where he began his career as a sales manager in the plastics division. When all is said and done, Immelt declared, “This degree you have, this thing called an MBA, is a little bit about... View Details
- 23 Nov 1999
- Research & Ideas
What’s Your Strategy for Managing Knowledge?
worked on a manufacturing project in this one. He knew other Ernst & Young teams had, however, so he searched the electronic knowledge management repository for relevant knowledge. For help with the sales process, he found and used... View Details
- 18 Feb 2013
- Research & Ideas
Breaking Through a Growth Stall
Starting a successful business is often considered the hardest thing entrepreneurs do—but growing an existing venture may be even more difficult. Many companies get stuck on a plateau that inhibits their ability to grow: a scale stopper. View Details
Keywords: by Sean Silverthorne
- 06 May 2008
- First Look
First Look: May 6, 2008
its historic status as a vendor of the Macintosh personal computer (PC) line. Mac sales remained vital to Apple's future, but they now accounted for less than half of its total revenue. The company's line of iPod media players, its iTunes... View Details
Keywords: Martha Lagace
- Web
Leadership, Culture, and Transition at lululemon | Information Technology
Christine Day assumes leadership in mid-2008, tasked with driving the company toward a $1 billion sales goal while addressing operational inefficiencies, underperforming stores, and diminishing cross-functional teamwork. This narrative... View Details
- 23 Apr 2014
- HBS Case
Are Electronic Cigarettes a Public Good or Health Hazard?
make "vapes" attractive to children. Some states and cities responded with restrictions on sales and advertising, and, in April, the Financial Times reported that the World Health Organization will View Details
- 12 Jun 2006
- Research & Ideas
The Promise of Channel Stewardship
but an insufficient grasp of the details, and CMOs (chief marketing officers) often view go-to-market decisions as being tactical. What passes for channel strategy often rests with sales divisions, but their primary motivation is to sell... View Details
- 01 Feb 2000
- News
Jerry Shafir: A Simmering Success Story
In this business, you're only as good as the person peeling the potatoes," calls out Jerry Shafir (MBA '84) through a rising cloud of steam, as a hundred pounds of freshly chopped vegetables slide into a Jeep-sized cauldron of chicken... View Details
Keywords: Deborah Blagg
- 14 Jan 2016
- Blog Post
Liberal Arts Major Pursues an MBA
the opportunity to strengthen their less developed skills in Excel, finance, and accounting. While there were piecemeal trainings offered during my time at HBS, the programs have now been condensed into a preparatory online experience View Details
- 26 Jul 2006
- Research & Ideas
The Strategic Way to Go to Market
Briefly, what are the opportunities and challenges presented by the Internet as a channel? A: The average cost of a direct sales call is about $150. The Internet is at about $5 or less per interaction! Of... View Details
Keywords: by Sean Silverthorne
- 18 Mar 2020
- News
Leading Change
International Finance Corporation; Sarah Wright Meyers (MBA 1997), Founder & Managing Partner, Hull Street Energy; and Matt Sonnesyn (Harvard Kennedy School, 2002), VP of Infrastructure, Energy, and Environment, Business Roundtable. “This event was the seventh in a... View Details
- 01 Mar 2017
- News
Case Study: Moment in the Sun
a large hotel chain reached out to express interest, Hoskins began to see the promise of B2B sales in the hospitality market. “They got the value right away,” says Hoskins. “It’s automatic: Your customers are healthier and getting better... View Details
Keywords: Dan Morrell
- 01 Mar 2010
- News
Faculty Research Online
Can Entrepreneurs Drive People Movers to Success? Call them next-generation driverless taxis or people movers, the age of personal rapid transport is just around the bend. Could PRT change the face of public transportation in cities and... View Details
- 02 Apr 2019
- First Look
New Research and Ideas, April 2, 2019
Hi-R-Me: Making Sales Calls This case study focuses on a professional services firm (“Performance Improvement Consulting”) and its sales calls on... View Details
Keywords: Dina Gerdeman
- 01 Aug 2001
- News
Cleveland Global Alumni Conference a Sold-Out Success
Communications and creator of The Weather Channel; and Bill George (MBA '66), chairman of Medtronic, Clark cited a "pattern of broad and deep leadership" that is global in perspective, entrepreneurial in spirit, literate in information technology, and grounded in... View Details
- 24 Apr 2014
- News
Leading a battle against corruption, a force that slows economic development
efforts are having a real impact, with fewer allegations of corruption appearing in the media. Companies with low anti-corruption efforts, while enjoying faster sales growth in corrupt markets, have lower profit margins and return on... View Details