Sales Forces - Publications - Faculty & Research

Profile

Vivian Scalfi

general management focus and its power to challenge. "The case method is different from the lecture-based education I knew in Brazil," says Vivian. "It forces me to participate, even when I’m not one hundred percent... View Details

Keywords: CPG

30 Jun 2015
First Look

First Look: June 30, 2015

that sales representatives, who were responsible for a large portfolio of imaging products, were not giving enough attention to Ultrasound. He was wondering if change in the size and compensation structure of the View Details

Keywords: Carmen Nobel

23 Jun 2003
Research & Ideas

Psychology, Pathology, and the CEO

market share. Its Mach3 shaving system was a blockbuster product, but the company was suffering the effects of its own reliance on trade loading—the practice of offering discounts to retail customers at the end of a quarter in order to move products and achieve View Details

Keywords: by Rosabeth Moss Kanter

04 Feb 2021
Research & Ideas

Inside CEOs' Pandemic Worries: Uncertainty, Employees, and Kids

Sales forces also struggled with distancing. One CEO described how “[The] sales force conducted customer visits online, which they did not like,... View Details

Keywords: by Gamze D. Yucaoglu, Robin Abrahams, and Boris Groysberg

09 Jan 2006
Research & Ideas

What Really Drives Your Strategy?

external factors play a surprising role in strategy formulation and execution. As Gilbert explains, "A lot of our book is about understanding (a) that realized strategy is often different from intended strategy, and (b) there are View Details

Keywords: by Martha Lagace

01 Dec 2018
News

Competencies and Credentials

Joseph Fuller (photo by Russ Campbell) Joseph Fuller (photo by Russ Campbell) American businesses can’t afford to ignore the reality: The nature of work is changing. If companies hope to hire and hold on to employees, they need to be ready to respond to the View Details

09 Jan 2014
Research & Ideas

Excerpt: ’Fortune Tellers’

predictions. Some forecasters built sales forces to travel from office to office in lower Manhattan or in Boston and Chicago. Others sent their representatives to Rotary Clubs and churches in smaller cities... View Details

Keywords: by Walter A. Friedman

13 Mar 2019
Blog Post

There's No Quick Shortcut to Success: Zorpads Takes Off

in New York City working as a healthcare consultant, and Wiegele, who spends his days working in product marketing for Hot Wheels in Los Angeles, credit their partnerships for allowing them the freedom to explore the creative side of this growing business. They brought... View Details

Keywords: Entrepreneurship; Consumer Products / Retail

16 Feb 2004
Research & Ideas

Marketing Wine to the World

activities differ as well, as creating and marketing a wine brand typically diverges from the approach used to develop a beer label. Finally, sales force synergies appear minimal, as a single View Details

Keywords: by Manda Salls; Consumer Products; Entertainment & Recreation; Food & Beverage

01 Mar 2004
News

Reforming Company Boards

or annually? I think it will go the other way. We will get to a point where some performance measures — like sales or orders — are reported daily. Many people argue that this will increase volatility. I suggest the opposite. Once the... View Details

Keywords: Corporate Services

05 Aug 2002
What Do You Think?

Is Platform Leadership Old Hat or the Wave of the Future?

sale to Procter & Gamble. Platform leadership requires ingenuity, a strong customer franchise, a vision of the future, and substantial resources. It is not for everyone. But is it a goal that more and more organizations should strive... View Details

Keywords: by James Heskett

01 Dec 2020
News

Karmic Kickstart

up an advanced and highly aggressive cancer. Even with a hideous year of surgeries and chemotherapy, the best I could hope for was a 50 percent chance of surviving the next five years. I was forced into an abrupt fire View Details

Keywords: transitions; higher education; travel; reflection; cancer; Educational Services

27 Dec 2015
Research & Ideas

The Most Popular Stories and Research Papers of 2015

healthy competition to increase patient value. Incentives versus Reciprocity: Insights from a Field Experiment (523) What are the most effective forms of sales force compensation? Findings provided by Doug... View Details

18 Jul 2006
First Look

First Look: July 18, 2006

Working PapersNone available this week Cases & Course MaterialsThe Company Sale Process Author:William E. Fruhan Jr. Harvard Business School Note 206-108 Lays out the steps, timeline, and process by which a company is sold.... View Details

Keywords: Sean Silverthorne

01 Mar 2011
First Look

First Look: March 1

mind-set and will be expected to offer your CEO deep insights on key business decisions. This article explores those developments in more detail and explains other findings about the latest requirements in each of seven C-level jobs: CIO, chief marketing and View Details

Keywords: Sean Silverthorne

01 Oct 1996
News

Leading In a New Era

Review articles coauthored with Sumantra Ghoshal of the London Business School, Bartlett maintains that a revolution in corporate management, driven by the strong dual forces of globalization and technology, is now replacing Sloan's model... View Details

Keywords: Nancy O. Perry

25 Apr 2005
Research & Ideas

New Learning at American Home Products

forced that company into bankruptcy. The acquisition further strengthened American Home Products's new animal health unit and its established prescription drug line. In 1987, predating the Robbins transaction and the View Details

Keywords: by Alfred D. Chandler Jr.; Chemical; Health; Manufacturing; Pharmaceutical

18 Apr 2007
HBS Case

How Magazine Luiza Courts the Poor

an amazing influence on customer behavior. Launched in 1957 with a single department store, Magazine Luiza operated as a family-run business until 1991, when the niece of one of the founders, Luiza Helena Trajano Rodrigues, assumed the role of CEO. Described by Frei as... View Details

Keywords: by Julia Hanna; Retail

01 Oct 2002
News

Andrew H. Tisch

company focused on improving its sales force and restoring retailers' confidence in the quality of an expanded and more fashionable product line. After five years, Bulova was breaking even; when Tisch left... View Details

01 Dec 1999
News

The Message and the Media: Advertising's Brave New World

professor Ernest R. Berndt), HBS professor Alvin J. Silk looks at both internal and external forces affecting the industry, with particular attention to the impact of the Internet. According to Silk and his colleagues, changes in the... View Details

Keywords: Peter K. Jacobs

Publications