Sales Forces - Publications - Faculty & Research

05 Nov 2012
Research & Ideas

What Wall Street Doesn’t Understand About International Trade

on with X.” Global sales are critical to the success of most big businesses. In fact, for companies in the S&P 500, some 46 percent of sales came from outside the United States in 2011. "When nearly half... View Details

Keywords: by Carmen Nobel

28 May 2013
Research & Ideas

Can LEGO Snap Together a Future in Asia?

percent of all LEGO sales in 2011. "LEGO is a huge success story in Western Europe and America," Mikes says. "The question is will they be able to repeat this success story in Asia?" The company is a fascinating... View Details

Keywords: by Kim Girard; Entertainment & Recreation

Web

T. J. Dermot Dunphy | Baker Library | Bloomberg Center | Harvard Business School

weren’t sure how to market it. Dermot took over the company and in the process essentially invented the packaging industry for enclosing and protecting products for distribution, storage, sale, and use. He also created a first-rate R&D lab as well as a... View Details

20 Feb 2014
News

Managing the World’s Trouble Spots

and philanthropy and executive director of the Mattel Children's Foundation, based in El Segundo, California.) “Business can be the greatest force for good on this planet.” At ExecWB, Goodwin and his team recruit for-profit partners to... View Details

Keywords: Jill Radsken

01 Mar 2006
News

The Real Conflict

prices are significantly lower than its competitors. Assuming the company’s prices are 8 percent lower — at the low end of the estimates from various studies summarized in a recent report by Global Insight — and applying that to Wal-Mart’s domestic View Details

Keywords: Pankaj Ghemawat; Ken A. Mark; Miscellaneous Store Retailers; Retail Trade

01 Jul 2008
First Look

First Look: July 1, 2008

and inside sales force have been very successful in finding and bringing in new customers, in part because of a laser-like focus on increasing its marketing ROI. As ScriptLogic looks towards its next phase... View Details

Keywords: Martha Lagace

02 Apr 2019
First Look

New Research and Ideas, April 2, 2019

argue that inertial forces generally constrict how TMTs perceive innovations but that frame flexibility can overcome these constraints, increasing the likelihood of adoption and broadening the organization's innovation practices. We... View Details

Keywords: Dina Gerdeman

18 Nov 2010
Research & Ideas

GM’s IPO: Back to the Future

decision by the Bush White House to provide more than $20 billion to GM, Chrysler, and their financial subsidiaries, the auto task force put together by President Obama managed a restructuring of both companies at a breathtaking pace.... View Details

Keywords: by Staff; Auto

21 Mar 2011
Research & Ideas

Are We Thinking Too Little, or Too Much?

The most captivating item in Michael Norton's office is a Star Wars The Force Trainer, a toy that allows would-be Jedi warriors to levitate a Ping-Pong ball within a tube using only the power of focused thinking. Norton, a marketing... View Details

Keywords: by Carmen Nobel

11 Oct 2004
Research & Ideas

Four Ways to Create Lasting Change

DNA." Roberto and Levesque joined forces for the following e-mail interview with HBS Working Knowledge. Martha Lagace: As you write in your working paper, conventional management wisdom says the first step in a change initiative is... View Details

Keywords: by Martha Lagace

16 Aug 2010
Lessons from the Classroom

HBS Introduces Marketing Analysis Tools for Managers

financial projections for the firm. Profitability analysis begins with calculating the revenue the firm will generate from sales of its products. Then, an analysis of variable and fixed costs is undertaken. Finally, these numbers are used... View Details

Keywords: by Sarah Jane Gilbert

08 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

01 Mar 2004
News

Toy Story

developers that couldn’t play by the discounters’ strict rules had fewer sales channels. With all the fun that toys bring to kids, the business is characterized by copycats, empty piggy banks, and aggressive competition that might make a... View Details

Keywords: Susan Young; toys; Amusement, Gambling, and Recreation Industries; Arts, Entertainment

01 Oct 2001
News

HBS Press Books in Brief

Reichheld, maintains that it isn't new market forces that make loyalty so elusive in the digital arena — it's faulty leadership. Applying his breakthrough loyalty theories to the digital economy, the author shows that the Web can actually... View Details

Keywords: Publishing Industries (except Internet); Information; Management; Finance

09 Feb 2016
First Look

February 9, 2016

Publisher's link: https://www.hbs.edu/faculty/Pages/item.aspx?num=50453 November 2, 2015 Harvard Business Review The Best Ways to Hire Salespeople By: Cespedes, Frank V., and Daniel Weinfurter Abstract—Companies typically spend more on hiring in View Details

Keywords: Sean Silverthorne

15 Dec 2020
Research & Ideas

The Unspoken Messages of COVID-19 Restrictions

Soaring COVID-19 cases are forcing government officials to confront a critical question: Should they lock down the economy further? Whether to curb activities like indoor dining might seem like a simple choice, but the decision to ease... View Details

Keywords: by Danielle Kost; Food & Beverage

01 Dec 2006
News

Over 50 and Job Hunting?

inventory their professional skills, attend relevant professional conferences and seminars, and study marketplace trends. “You can’t do anything about getting older,” she notes, “but you can stay in touch with the forces that drive your... View Details

Keywords: Deborah Blagg; job hunting

05 Feb 2013
First Look

First Look: Feb. 5

Compensation Plans Authors:Chung, Doug J., Thomas Steenburgh, and K. Sudhir Abstract We estimate a dynamic structural model of sales force response to a bonus based compensation plan. Substantively, the... View Details