Sales Process - Publications - Faculty & Research

26 Jun 2017
Research & Ideas

How Cellophane Changed the Way We Shop for Food

like candy and cigarettes, it wasn’t effective for packaging fresh food. In 1927, DuPont developed moisture-proof cellophane, food manufacturers started using it to package items like cakes and cheeses, and cellophane sales tripled... View Details

Keywords: by Carmen Nobel; Food & Beverage; Retail; Advertising

18 Feb 2019
Book

What’s Really Disrupting Business? It’s Not Technology

models to forge new sales channels, revenue streams, and customer segments. Could you give an example? Teixeira: Incumbents tend to respond to decoupling by gluing back the part of the value chain that was broken. The other alternative is... View Details

Keywords: by Danielle Kost; Beauty & Cosmetics; Insurance; Service; Retail

25 Jun 2013
First Look

First Look: June 25

processes to provide managers throughout P&G with direct access to up-to-date data and advanced analytics. In addition, GBS has embedded analysts within the business units to work alongside leaders and managers in driving real-time... View Details

Keywords: Anna Secino

04 Mar 2020
Research & Ideas

How Schmoozing with the Boss Helps Men Get Promoted

recruitment, hiring, and promotion processes and by conducting pay audits to evaluate salaries by gender. Yet Cullen’s research suggests that companies may need to consider more subtle underlying forces that are holding women back,... View Details

Keywords: by Dina Gerdeman

16 Aug 2004
Research & Ideas

Luxury Isn’t What It Used to Be

is at the heart of the shopping experience. Tranthi adds that she approves the hire of every sales associate at each of Thomas Pink's ten U.S. stores. "It is the most critical position in the company," she says. "They... View Details

Keywords: by Julia Hanna; Consumer Products

20 Oct 2003
Research & Ideas

Gaps in the Historical Record: Development of the Electronics Industry

industry. Their story provides a real-life documentation of the paths to competitive success and failure worldwide in high-tech industries. Almost nothing has been written about the process that led to this achievement. The books written... View Details

Keywords: by Alfred D. Chandler Jr.; Consumer Products

06 Aug 2012
Research & Ideas

Strategic Intelligence: Adapt or Die

our current strategy." Companies think strategic change is this huge process they have to go through. But if you regularly review what you are doing, then that keeps the tasks from getting bigger and bigger to the point where it gets... View Details

Keywords: by Michael Blanding

19 Sep 2016
Research & Ideas

Why Isn't Business Research More Relevant to Business Practitioners?

employed in a pilot test with the General Services Administration (GSA). Harvard Business School’s Francesca Gino. “Most of my research projects are motivated by puzzles or strange patterns of behavior I see in the real world,” she says. Vendors who make View Details

Keywords: by Carmen Nobel; Education

October 1986 (Revised November 1989)
Case

Becton Dickinson & Co.: VACUTAINER Systems Division

By: Frank V. Cespedes

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

Citation

Educators

Purchase

08 Nov 2011
First Look

First Look: Nov. 8

relative job losses at target firms are less than 1% of initial employment. In contrast, the sum of gross job creation and destruction at target firms exceeds that of controls by 13% of employment over two years. In short, private equity buyouts catalyze the creative... View Details

Keywords: Sean Silverthorne

03 May 2010
Research & Ideas

What Is the Future of MBA Education?

in countries such as India, Japan, China, and Mexico, to ask about the distinctive challenges of their markets and organizations. I am developing several cases based on this research for my second-year course General Management: Processes... View Details

Keywords: by Martha Lagace; Education

15 Nov 2010
Lessons from the Classroom

Connecting Goals and Go-To-Market Initiatives

be, an important component of competitive advantage for these firms. Q: How can companies translate this into sales strategies, tasks, and processes understood by their sales... View Details

Keywords: by Sean Silverthorne; Retail

11 Oct 2004
Research & Ideas

Four Ways to Create Lasting Change

Many managers know that even when their firm launches a change initiative with great fanfare, it is tough to make the changes last. More often than not, employees wearily dismiss the initiative as another management fad. Soon enough, View Details

Keywords: by Martha Lagace

17 Mar 2021
Research & Ideas

Beyond Pajamas: Sizing Up the Pandemic Shopper

came true. Sales of pajamas more than doubled in 2020 compared with 2019, the fastest growth among clothing categories, while sales of suits and dresses fell. In contrast to popular opinion, View Details

Keywords: by Ayelet Israeli, Eva Ascarza, and Laura Castrillo; Retail

29 Apr 2008
First Look

First Look: April 29, 2008

to the idea that Sales and Marketing should each play a role in each phase of the process from e-mail marketing solutions right through to the close. That is, they argue that the two functions are best... View Details

Keywords: Martha Lagace

23 Aug 2011
First Look

First Look: August 23

Levy Publication:American Journal of Public Health (forthcoming) Abstract Objectives: We assessed whether a 2-phase labeling and choice architecture intervention increased sales of healthy food and beverages in a large hospital cafeteria.... View Details

Keywords: Sean Silverthorne

26 Jul 2006
Research & Ideas

The Strategic Way to Go to Market

supplier thinks about ways to get the product/service out to the customer. If the company achieves its sales goals, it lulls the company into the assumption that the channels must be right. For all you know an alternate channel might have... View Details

Keywords: by Sean Silverthorne

09 Jul 2018
Research & Ideas

Overcoming the Challenges of Selling Brand New Technology (Hey, Need a 3-D Printer?)

collateral design, launches the product, and then “throws it over the wall” to sales and marketing. “This process is product-centric and a bucket-brigade approach where the groups work serially and in silos... View Details

Keywords: by Michael Blanding; Technology; Consumer Products; Electronics; Industrial Products; Information Technology; Manufacturing; Medical Devices & Supplies; Retail

12 Jun 2019
Research & Ideas

Investors Have More Than Money to Offer Entrepreneurs

financing to make the diligence process easier for new investors. They may even have models or frameworks that other portfolio companies use that you can borrow. Not sure whether your compensation packages are competitive or fair? Or how... View Details

Keywords: by Julia Austin

Research Summary

Mastering Strategy Execution

By: Robert Simons

Professor Robert Simons’ research encompasses three areas of management accountability that are the foundation for successful strategy execution: organization design, performance measurement and control, and risk management. In addition, Simons is interested in the... View Details

Publications