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  • All HBS Web  (1,889)
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  • All HBS Web  (1,889)
    • People  (1)
    • News  (270)
    • Research  (1,478)
    • Events  (5)
    • Multimedia  (16)
  • Faculty Publications  (889)
← Page 2 of 1,889 Results →
  • 2019
  • Working Paper

The Comprehensive Effects of a Digital Paywall Sales Strategy

By: Doug J. Chung, Ho Kim and Reo Song
This paper explores the multiple and comprehensive effects of a digital paywall sales strategy, an increasingly common means of go-to-market for media firms. Specifically, we examine the effects of a digital paywall on a media firm’s two sources of income—subscription... View Details
Keywords: Digital Paywall; Demand Substitution; Spillover Effect; Synthetic Control; Sales; Strategy; Media; Newspapers; Publishing Industry
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Chung, Doug J., Ho Kim, and Reo Song. "The Comprehensive Effects of a Digital Paywall Sales Strategy." Harvard Business School Working Paper, No. 19-118, May 2019.
  • 25 Jul 2022
  • News

Modern, Research Based B2B Sales Strategies From Harvard Professor And Sales Author Frank Cespedes

  • 17 Jun 2019
  • Working Paper Summaries

The Comprehensive Effects of a Digital Paywall Sales Strategy

Keywords: by Doug J. Chung, Ho Kim, and Reo Song; Media & Broadcasting
  • February 2018
  • Teaching Note

Rosslyn Resource: Monetization and Sales Strategy (Brief Case)

By: Robert J. Dolan and Sunru Yong
Teaching Note for HBS No. 918-509. View Details
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Dolan, Robert J., and Sunru Yong. "Rosslyn Resource: Monetization and Sales Strategy (Brief Case)." Harvard Business School Teaching Note 918-510, February 2018.
  • 15 Dec 2015
  • News

Don’t Turn Your Sales Team Loose Without a Strategy

  • 11 Jan 2023
  • News

Setting Your B2B Sales Strategy in a Downturn

  • April 2011
  • Teaching Note

Designs by Kate: The Power of Direct Sales (Brief Case)

By: John A. Deighton and Sarah Abbott
Teaching Note to 4277. View Details
Keywords: Direct Sales; Consumer Marketing; Marketing Management; Personal Selling; Sales Compensation; Sales Organization; Marketing Strategy; Marketing Channels; Compensation and Benefits; Sales
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Deighton, John A., and Sarah Abbott. "Designs by Kate: The Power of Direct Sales (Brief Case)." Harvard Business School Teaching Note 114-285, April 2011.
  • November 1984
  • Supplement

Syntex Laboratories (A), Computer Supplement: Sales Force Strategy Model

Keywords: Strategy; Salesforce Management
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Clarke, Darral G. "Syntex Laboratories (A), Computer Supplement: Sales Force Strategy Model." Harvard Business School Supplement 585-131, November 1984.
  • 12 Feb 2015
  • Video

The Revival of a Salesman: The Importance of Sales and Strategy to Business

  • January 2019 (Revised February 2020)
  • Case

Roush Performance: How to Design a Sales Force Compensation Plan

By: Doug J. Chung
Roush Performance manufactured and marketed factory-modified performance vehicles and high-end aftermarket automotive performance parts. Since its inception, Roush Performance had focused on building its engineering technology competency and diversifying its product... View Details
Keywords: Sales Force Management; Motivation; Compensation; Salary; Commissions; Bonuses; Quotas; Salesforce Management; Compensation and Benefits; Motivation and Incentives
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Chung, Doug J. "Roush Performance: How to Design a Sales Force Compensation Plan." Harvard Business School Case 519-066, January 2019. (Revised February 2020.)
  • September 1955 (Revised January 1981)
  • Case

Butcher Polish Co.: Sales Strategy for a Small Manufacturer

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Davis, Robert T., and Donald R. Sohn. "Butcher Polish Co.: Sales Strategy for a Small Manufacturer." Harvard Business School Case 501-032, September 1955. (Revised January 1981.)
  • 16 Oct 2014
  • News

Reframing Sales Effectiveness

  • 03 Oct 2014
  • News

The Revival of a Salesman: The Importance of Sales and Strategy to Business

  • November 1980 (Revised June 1986)
  • Case

Quaker Oats Co.: Field Sales Force Strategy and Management

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Schubert, Lynda A. "Quaker Oats Co.: Field Sales Force Strategy and Management." Harvard Business School Case 581-061, November 1980. (Revised June 1986.)
  • May 2016 (Revised June 2017)
  • Case

Sales Compensation Vignettes

By: Frank V. Cespedes
This case study is comprised of two vignettes about startup companies considering whether and how to change their sales compensation plans. ElMenus.com is a restaurant app venture in Egypt seeking to lower customer churn while confronting new competition. BigBelly is a... View Details
Keywords: Compensation; Sales; Strategy
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Cespedes, Frank V. "Sales Compensation Vignettes." Harvard Business School Case 816-092, May 2016. (Revised June 2017.)
  • January 2019 (Revised October 2019)
  • Case

Commercial Sales Transformation at Microsoft

By: Doug J. Chung
Industry leaders should adapt to changes in the business context and consider different ways to grow. Advances in technology had shifted software demand to the cloud. As a result, Microsoft announced a strategic shift in direction from its existing ‘Windows first’... View Details
Keywords: Sales; Strategy; Transformation
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Chung, Doug J. "Commercial Sales Transformation at Microsoft." Harvard Business School Case 519-054, January 2019. (Revised October 2019.)
  • Article

Channel Integration, Sales Dispersion, and Inventory Management

By: Santiago Gallino, Antonio Moreno and Ioannis Stamatopoulos
We study the effects of the introduction of cross-channel functionalities on the overall sales dispersion of retailers and the implications of these effects for inventory management. To do that, we analyze data from a leading U.S. retailer who introduced a... View Details
Keywords: Retail Operations; Online Retail; Channel Integration; Sales Dispersion; Long Tail; Empirical Operations; Inventory Management; Omnichannel Retail; Marketing Channels; Integration; Sales; Logistics; Operations; Management; Retail Industry
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Gallino, Santiago, Antonio Moreno, and Ioannis Stamatopoulos. "Channel Integration, Sales Dispersion, and Inventory Management." Management Science 63, no. 9 (September 2017): 2813–2831.
  • March 2017
  • Teaching Note

Sales Compensation Vignettes

By: Frank V. Cespedes
This Teaching Note supports the case study comprising two vignettes about startup companies considering whether and how to change their sales compensation plans. The case allows students to compare and contrast the objectives, structure, and process of sales incentives... View Details
Keywords: Compensation; Sales; Strategy; Compensation and Benefits
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Cespedes, Frank V. "Sales Compensation Vignettes." Harvard Business School Teaching Note 817-104, March 2017.
  • February 2018
  • Case

Qualtrics (A)

By: Doug J. Chung and James M. Lattin
Qualtrics was an online survey research platform and since the beginning, the company had relied entirely on an inside sales model—sales done remotely without face-to-face contact with clients. The low-cost inside sales model, along with an emphasis on a strong sales... View Details
Keywords: Sales Strategy; Inside Sales Model; Sales; Strategy; Growth and Development Strategy; Organizational Change and Adaptation
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Chung, Doug J., and James M. Lattin. "Qualtrics (A)." Harvard Business School Case 518-082, February 2018.
  • 07 Mar 2024
  • News

Integrating Digital Tools into Every Stage of Your Sales Strategy

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