Sales Planning - Publications - Faculty & Research

March 2014
Case

Babcock International Plc

By: John R. Wells and Galen Danskin

In 2013, Babcock International Plc (Babcock) was the largest engineering services provider in the UK with sales of over £3 billion. Under the leadership of CEO Peter Rogers, Babcock had grown revenues and profits nearly tenfold over the previous decade as it benefited... View Details

Keywords: Strategic Change; Strategy And Leadership; Diversification; United Kingdom; Military; Nuclear Power; Nuclear; Engineering And Construction; Conglomerates; Strategic Planning; Competitive Strategy; Global Strategy; Corporate Strategy; Construction Industry; Energy Industry; United Kingdom

Citation

Educators

Purchase

Web

Buy Now, Pay Later &mdash Easy Payments: The Rise of Installment Selling

installment plan available to the average person. Between 1840 and 1890, four products—furniture, pianos, farm equipment, and sewing machines—spread credit financing through the world. In their different ways, these particular products... View Details

01 Jun 2023
News

Buy Big, Sell Small

least 75 percent of India’s consumer goods sales despite the significant inefficiencies of an outdated business model. “Kiranas are limited-inventory, 2,000- to 5,000-square-foot shops that don’t always get on-time deliveries or access to... View Details

Keywords: Deborah Blagg; retail; supply chain management; entrepreneurship; leadership; innovation; Miscellaneous Store Retailers; Retail Trade

Web

Research - Behavioral Finance & Financial Stability

investment performance of passive maturity transformation strategies over this period may mask the underperformance of the specialized bank activities. See Juliane’s other research here and Erik’s other research here . More Info Brokers and Order Flow Leakage: Evidence... View Details

04 Feb 2002
Research & Ideas

How a Juicy Brand Came Back to Life

were, they aggregated into a mighty marketing force. By 1994, Snapple was available across the country, and as distributors added painstakingly cultivated supermarket accounts, sales ballooned to $674 million from just $4 million ten... View Details

Keywords: by John Deighton; Food & Beverage

Web

HBS Entrepreneurship Summit - Alumni

Landscape Lynn Schenk, Director, Business and Environment Initiative Rahul Shendure (MBA 2001) Sidney McLaurin, Material Impact Monica Varman (MBA 2016), G2 Venture Partners Entrepreneurial Sales Lou Shipley (MBA 1990), Senior Lecturer of... View Details

07 May 2012
Research & Ideas

The Art of Haggling

openly reveal their own interests from the get-go. The seller learns that the buyer plans to use the cottage only in the summer, and in the course of negotiation agrees to look after the property in the off-season. Here both sides win:... View Details

Keywords: by Katie Johnston

04 Jan 2012
First Look

First Look: January 4

micro-foundations to capture the essentials of our setting, i.e. the handheld video game console market. In doing so, we provide a framework to understand the dynamic, long-term impacts of bundling on demand. We find that hardware sales... View Details

Keywords: Carmen Nobel

23 Nov 2021
Research & Ideas

The Vinyl Renaissance: Take Those Old Records Off the Shelf

Streaming accounts for about 85 percent of today’s music consumption, but sales of vinyl records have grown steadily over the past decade, owing to their rediscovery by members of Gen Z who view them as a timeless medium that offers... View Details

Keywords: by Christine Pazzanese, Harvard Gazette; Music

09 Oct 2001
Research & Ideas

Driven: How Human Nature Shapes Organizations

falling right, left, front, or back. Let us now assume that the organization leader has done the design work and that the organizational roles have been planned so that every job has four-drive potential. Further we will assume that the... View Details

Keywords: by Paul Lawrence & Nitin Nohria

28 Apr 2015
First Look

First Look: April 28

digital assessment and print-based workbook series called Ready®, Ready® Common Core, and i-Ready® Diagnostic and Instruction. In 2014, as sales are booming, Waldron and his team wonder how CA can stay competitive in the rapidly evolving... View Details

Keywords: Sean Silverthorne

Web

Globalization - Faculty & Research

Leadership Style ; Leading Change ; Management ; Product Design ; Product Development ; Organizational Change and Adaptation ; Organizational Culture ; Organizational Design ; Strategic Planning ; Business and Shareholder Relations ;... View Details

November 2009 (Revised August 2011)
Case

Warner Bros. Entertainment

By: Gary P. Pisano and Alison Berkley Wagonfeld

Examines the process used by a major motion picture studio to develop and select movie projects. Warner Bros.' strategy is to focus its efforts on a small number of major "event" films (i.e., films with the potential to generate gross box office receipts of $300... View Details

Keywords: Decision Choices and Conditions; Film Entertainment; Risk Management; Product Development; Strategic Planning; Projects; Sales; Motion Pictures and Video Industry

Citation

Educators

Purchase

20 Jul 2021
Research & Ideas

Bankruptcy Spells Death for Too Many Businesses

everything from furniture to the firm itself. “There are some instances where you have a melting ice cube and assets in bankruptcy that are losing value really quickly. It’s ‘if we don't do the sale right now, there's not going to be any... View Details

Keywords: by Rachel Layne

Web

Courses by Faculty Unit - Course Catalog

Technologies that Will Change the World Shikhar Ghosh Spring 2026 Q3Q4 3.0 Avoiding Startup Failure DJ DiDonna Spring 2026 Q3Q4 3.0 B2B Sales and Distribution (also listed under Marketing) Lou Shipley Spring 2026 Q3 1.5 Business at the... View Details

16 May 2024
News

On the Job

Shamrock factory on Lake Erie. I also worked with her on Bonnie Bell, which is a cosmetics company, and a marketing plan for this new startup called Leggs, which did pantyhose. Then I worked for International Harvester doing tractor View Details

Keywords: first job; leadership; life experience; career lessons; Finance; Oil and Gas Extraction; Mining; Retail Trade

23 Jul 2012
Research & Ideas

The Power of Conversational Leadership

obvious risk of uncontrolled messaging, but the authors report that the rewards of inclusion often outweigh the risks. A traditional command-and-control company will filter a bunch of top-down messages through the communications department. But the book recommends a... View Details

Keywords: by Carmen Nobel

Web

The 20th Century Zeitgeist - Leadership

infections Synthetic rubberx Influence: High 50 1950 s 19 Television sales expand dramatically Transistors used in portable radios and calculators Influence: Medium-High 60 1960 s 19 Man walks on the moon Color TV market grows Microchips... View Details

29 Aug 2018
What Do You Think?

What Should Harley-Davidson’s Management Do?

planning for move of EU manufacturing offshore ” Most respondents suggested that the Company’s survival was more closely associated with product/market issues than the logistics and politics of manufacturing. Roaddoggie said, “The new... View Details

Keywords: by James Heskett; Auto

12 Jul 2016
First Look

July 12, 2016

lines every week. Based in the United Kingdom, ASOS shipped products to 240 countries and territories, and international sales represented more than 50% of total revenues. But when new CEO Nick Beighton took over from founder Nick... View Details