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  • Web

2.3.4 Sexual & Gender Based Harassment & Other Sexual Misconduct | MBA

rcohen@hbs.edu MBA Student & Academic Services, Batten Hall Nicole Merhill, Director, Office for Gender Equity and University Title IX Coordinator (617) 496-2470 nicole_merhill@harvard.edu Smith Campus... View Details
  • 01 Dec 2018
  • News

What I Do: Lindsey Mead (MBA 2000), Vedica Qalbani and Jessica Wu (both MBA 2007)

partners and two other longtime colleagues talked through a list of aspirations and values that bubbled to the surface, like “curiosity,” “collaboration,” “fun,” and “honesty”—general qualities made granular through frank talk and close... View Details
Keywords: Julia Hanna; illustrations by Peter and Maria Hoey
  • 22 Apr 2019
  • Research & Ideas

Why Salespeople Struggle at Leading

says Harvard Business School’s Frank V. Cespedes, the MBA Class of 1973 Senior Lecturer of Business Administration. “Every company has examples of people who persist in their behaviors as salespeople, and as... View Details
Keywords: by Dina Gerdeman

    Ayelet Israeli

    Ayelet Israeli is the Marvin Bower Associate Professor of Business Administration at the Harvard Business School Marketing Unit. She is the co-founder of the Customer Intelligence Lab at the Digital Data Design (D^3) Institute at Harvard Business School. She teaches... View Details
    Keywords: retailing; e-commerce industry; internet; automotive
    • 12 Jun 2017
    • Video

    The Fusion of Management and Technology

    • 21 Nov 2016
    • Research & Ideas

    It Matters That Your CEO Doesn't Know Much About Sales

    senior executives specializing in everything except sales. “The number of executives reporting to the CEO in the average S&P 500 company has doubled in the last 20 years,” says Frank V. Cespedes, a senior lecturer in the... View Details
    Keywords: by Michael Blanding
    • 18 Feb 2013
    • Research & Ideas

    Breaking Through a Growth Stall

    identify your core customers and build a scalable platform for growth around them. That's the message from Frank V. Cespedes, the MBA Class of 1973 Senior Lecturer of Business Administration at Harvard... View Details
    Keywords: by Sean Silverthorne

      Eva Ascarza

      Eva Ascarza is the Jakurski Family Associate Professor of Business Administration in the Marketing Unit.  She is the co-founder of the Customer Intelligence Lab at the D^3 institute at Harvard Business School. She teaches the Marketing core in the MBA required... View Details

      Keywords: telecommunications; e-commerce industry; entertainment; financial services; retailing

        Scott Duke Kominers

        Scott Duke Kominers is a Professor of Business Administration in the Entrepreneurial Management Unit; as well as a Faculty Affiliate of the View Details

        • 03 Mar 2009
        • First Look

        First Look: March 3, 2009

        challenges involved in developing and executing the new service model and offers students opportunities to discuss the evolving challenges the company faces looking forward. Purchase this case: http://www.hbsp.harvard.edu/b01/en/common/item_detail.jhtml?id=809099... View Details
        Keywords: Martha Lagace

          Rajiv Lal

          Rajiv Lal, is the Stanley Roth, Sr. Professor of Retailing at Harvard Business School. He is currently teaching an elective MBA course on the Business of Smart Connected Products/IOT. He has been responsible for the retailing curriculum and has served as the course... View Details

          • 02 Mar 2012
          • HBS Seminar

          Joe Lassiter/Gordon Jones, Harvard Business School/Harvard University

          • 26 Oct 2010
          • First Look

          First Look: October 26, 2010

            PublicationsSelling to Many Countries—Within the U.S. Authors:Frank V. Cespedes and Michael Wong Publication:MIT Sloan Management Review 52, no. 1 (fall 2010) Abstract In pursuing growth, many companies have plans to sell to emerging markets like the so-called... View Details
          Keywords: Sean Silverthorne
          • October 1989 (Revised November 2006)
          • Background Note

          Deployment, Focus, and Measuring Effectiveness

          By: Frank V. Cespedes
          Written for a module in the Marketing Implementation course (second-year MBA elective). Offers a framework for considering relevant factors that affect sales force deployment and criteria for measuring sales effectiveness and the conduct of field marketing efforts. View Details
          Keywords: Performance Effectiveness; Sales; Marketing
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          • October 1989 (Revised November 2006)
          • Background Note

          Managing Selling and the Salesperson

          By: Frank V. Cespedes
          Written for a module in the Marketing Implementation course (a second-year elective in the MBA program). Provides a brief introduction to common issues involved in recruiting, training, compensating, and evaluating field salespeople. Also offers questions to consider... View Details
          Keywords: Salesforce Management
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          • Web

          Organizational Behavior - Doctoral

          coursework in organizational behavior at HBS, and complete two MBA elective curriculum courses. Students are required to teach for one full academic term in order to gain valuable teaching experience, and to work as an apprentice to a... View Details
          • October 1989
          • Background Note

          Managing Major Accounts

          By: Frank V. Cespedes
          Written as an introduction to a module in the second-year MBA course, Marketing Implementation. Discusses issues encountered in the selling and management of major accounts. The topics covered include: 1) reasons for the increasing importance of major account... View Details
          Keywords: Accounting Audits; Marketing; Marketing Strategy; Consumer Behavior; Market Participation; Relationships; Salesforce Management
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          • Web

          Business Economics - Doctoral

          will take courses alongside your peers in the Department of Economics, studying microeconomic theory, macroeconomic theory, probability and statistics, econometrics, and other specialized topics. In addition, your doctoral coursework and two View Details
          • Web

          Great American Business Leaders of the 20th Century - Leadership

          Carol Bartz Autodesk, 1992–2006 Bernard M. Baruch Baruch Brothers, 1903–1916 Frank Batten Landmark Communications, 1967–1998 William M. Batten JCPenney Company, 1958–1974... View Details
          • October 1989 (Revised November 2006)
          • Background Note

          Channel Management

          By: Frank V. Cespedes
          Written as an introduction to a module concerning channel management for the second-year MBA elective in Marketing Implementation. Discusses: 1) reasons for the growth of multichannel systems in marketing efforts, 2) key components and choices in channel management, 3)... View Details
          Keywords: Marketing Channels
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