Selling - Publications - Faculty & Research - Harvard Business School

Filter Results: (1,890)

Filter Results: (1,890)

Show Results For

← Page 19 of 1,890 Results →

Sort by

Are you looking for?

→Search All HBS Web

February 2022 (Revised September 2022)
Case

Lilium: Preparing for Takeoff

By: Navid Mojir, Vincent Dessain, Mette Fuglsang Hjortshoej and Emer Moloney

Lilium is a German company focused on developing electric vertical takeoff and landing vehicles (eVTOLs) that can be used to offer air taxi services. The company went public in September 2021 through a special purpose acquisition company (SPAC) deal, raising more than... View Details

06 Jul 2017
Working Paper Summaries

Do All Your Detailing Efforts Pay Off? Dynamic Panel Data Methods Revisited

Keywords: by Doug J. Chung, Byungyeon Kim, and Byoung Park; Pharmaceutical

March 1998 (Revised December 1999)
Case

Bronner Slosberg Humphrey

By: David E. Bell and Donald M Leavitt

Bronner Slosberg Humphrey has succeeded by providing integrated direct marketing solutions for major service companies such as AT&T, American Express, and FedEx. A new CEO takes over from the company's founder and is wondering how to grow the company. Options include... View Details

Keywords: Marketing; Growth and Development Strategy; Leading Change; Global Strategy; Service Operations; Competitive Strategy; Information Technology; Salesforce Management; Marketing Communications; Service Industry

November 1998 (Revised July 1999)
Background Note

Business as Stakeholder in Public Education: A History of Business Efforts to Improve Public Schools in the United States

By: Rosabeth M. Kanter

Explores seven roles businesses and business leaders have played with respect to U.S. public education reform historically and today: "owners" helping set the agenda; "investors" donating funds; "customers" hiring graduates; "experts" contributing management know-how;... View Details

Keywords: Business Model; Education; Performance Improvement; Business and Community Relations; United States

Find at Harvard

January 2019
Case

First Aid Beauty

By: Karen Mills and Annie Dang

In 2008, Lilli Gordon, an experienced financial and skincare entrepreneur, founded First Aid Beauty (FAB). She had discovered a white space in the prestige beauty market: high-end skin solutions that were suitable for sensitive skin. After initial success through... View Details

Keywords: Prestige Beauty; Skincare; Preferred Shares; Common Stock; Entrepreneurship; Venture Capital; Private Equity; Decision Choices and Conditions; Beauty and Cosmetics Industry

October 2022 (Revised July 2025)
Case

Driving Decarbonization at BMW

By: Shirley Lu, George Serafeim and Michael W. Toffel

The case describes BMW’s electrification and decarbonization strategy, and how the company measured carbon emissions throughout the life cycle of its vehicles and used tools like carbon abatement cost curves to evaluate decarbonization opportunities. In mid-2022,... View Details

December 2021
Case

Burning Glass Technologies: From Data to Product

By: Suraj Srinivasan and Amy Klopfenstein

In May 2021, Matt Sigelman, CEO of Burning Glass Technologies, a company that provided labor market analytics for a variety of markets, navigates his company’s transition from data company to product company. Burning Glass originated as a service that used artificial... View Details

November 1994 (Revised November 1994)
Case

MW Petroleum Corporation (A)

By: Timothy A. Luehrman, Peter Tufano and Barbara Wall

Amoco Corp. is negotiating to sell a wholly-owned subsidiary, MW Petroleum, to Apache Corp. MW owns large reserves of oil and gas comprising many properties at different stages of engineering, development, and production. The proposed acquisition is a large one for... View Details

Keywords: Acquisition; Business Subsidiaries; Mining; Cash Flow; Stock Options; Financing and Loans; Price; Negotiation; Production; Valuation; Mining Industry

September 2000 (Revised February 2007)
Case

Freeport Studio

By: Rajiv Lal and James Weber

Describes the start-up and first-year difficulties of Freeport Studio, a unit of L.L. Bean, founded in 1998 to sell women's clothing by catalog. First-year sales were far below plan, and projected profits did not materialize. Fran Philip must identify the problems and... View Details

Keywords: Business Startups; Profit; Growth and Development Strategy; Marketing Strategy; Strategic Planning; Problems and Challenges; Creativity

June 1995 (Revised July 1999)
Case

Acova Radiateurs

In March 1990, Baring Capital Investors faced a decision about whether and how much to bid for Acova Radiateurs, a subsidiary of Source Perrier. Source Perrier had decided to sell Acova, and Baring Capital Investors thought it might make a good leveraged buyout... View Details

Keywords: Valuation; Leveraged Buyouts

June 1997
Supplement

MicroFridge: Robert Bennett, President and CEO, OPM Presentation

By: Norman A. Berg

Robert P. Bennett of MicroFridge discusses a number of topics including his philosophy, his company's market focus, the reorganization of the selling organization, reduction of overhead, the company's poor performance in the past year, its partnership with Sanyo, and... View Details

Keywords: Restructuring; Salesforce Management; Markets; Partners and Partnerships; Strategy; Performance

April 2017
Case

Yushan Bicycles: Learning to Ride Abroad

By: Christopher A. Bartlett and Paul S. Myers

Yushan Bicycles, one of Taiwan's leading bicycle manufacturers, is pursuing an international expansion strategy by increasing demand for its range of traditional and electric bicycles and shifting its product mix toward higher-margin models sold through specialty... View Details

Keywords: Globalized Firms and Management; Growth and Development Strategy; Competitive Strategy; Conflict Management; Learning; Bicycle Industry; Taiwan; Australia

May 1983 (Revised December 1987)
Case

Technical Data Corp.

By: William A. Sahlman

Describes a decision confronting the president of a small company about selling some or all of the shares in his company to another firm. Technical Data Corp. provides analytical services to professional bond market traders over a system of computer terminals operated... View Details

Keywords: Stocks; Entrepreneurship; Business Startups; Internet and the Web; Information Infrastructure; Mobile and Wireless Technology; Valuation; Negotiation Tactics; Mergers and Acquisitions; Corporate Strategy; Horizontal Integration; Information Industry; Service Industry

Article

How Real Sales Learning Happens: In the Flow of Work

By: Yuchun Lee, Mark Magnacca and Frank V. Cespedes

Most learning in sales is through peer learning in task-specific contexts, and the effects are cumulative because modeling behavior is a big driver of how salespeople develop. This is very different from the experience in most training seminars, especially if the... View Details

Keywords: Sales; Learning; Training; Performance

December 2017 (Revised January 2020)
Case

The Campbell Home (A)

By: Leslie K. John and Matthew G. Preble

Email mking@hbs.edu for a courtesy copy.

Campbell siblings Thomas and Sally are faced with selling their childhood home. They need to make several difficult consequential decisions, all the while navigating their... View Details

Keywords: Agents; Bidding Process; Negotiation; Negotiation Process; Negotiation Preparation; Negotiation Participants; Valuation; Real Estate Industry; United States

October 2015
Case

Bigbelly

By: Mitch Weiss and Christine Snively

To accelerate Bigbelly's sales growth and its "smart cities" positioning, its CEO planned to shift his company from equipment sales to a subscription service. Jack Kutner hoped to re-position Bigbelly's solar-powered trash compacting stations beyond trash and recycling... View Details

March 2011
Case

MorphoSys AG: The Evolution of a Biotechnology Business Model

By: Gary P. Pisano, Ryan Johnson and Carin-Isabel Knoop

In the biotech world, the 18-year-old Munich-based company MorphoSys was a rarity: it was profitable. The company achieved this profitability not by developing and selling its own drugs, but by licensing access to its proprietary library of human antibodies. Recently,... View Details

Keywords: Business Model; Profit; Intellectual Property; Rights; Risk Management; Digital Platforms; Product Development; Business and Shareholder Relations; Vertical Integration; Biotechnology Industry; Munich

October 2006 (Revised October 2007)
Case

Information Technology and Innovation at Shinsei Bank

Shinsei Bank was rebuilt from the ashes of a failed predecessor, and pioneered new levels of customer service in retail banking in Japan. The bank's information technology, however, was vestigial at best and not well suited to the new service models Shinsei was... View Details

Keywords: Information Technology; Banks and Banking; Innovation and Invention; Banking Industry; Japan

July 2002 (Revised March 2003)
Case

Avon.com (A)

Avon has always sold its products through a large independent direct-selling organization. However, it is now considering whether it should sell directly to the consumer. The company's independent representatives number 500,000 in the United States alone. Yet, there... View Details

Keywords: Organizational Change and Adaptation; Marketing Strategy; Internet and the Web; Salesforce Management; Marketing Channels; Beauty and Cosmetics Industry

February 2002
Case

Fighting AIDS and Pricing Drugs

By: John T. Gourville

In early 2001, makers of AIDS drugs were suing to prevent developing countries from violating their patents. The issue was driven by price. The developing countries could not afford the market price for these drugs. At the same time, the drug companies were reluctant... View Details

Keywords: Developing Countries and Economies; Patents; Price; Strategy; Globalized Markets and Industries; Pharmaceutical Industry

←
19
20
…
94
95
→