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  • 28 Oct 2014
  • First Look

First Look: October 28

of Search Engine Services: Channel Interdependence in Search Engine Results By: Edelman, Benjamin, and Zhenyu Lai Abstract—The authors examine prominent placement of search engines' own services and effects on users' choice of... View Details
Keywords: Carmen Nobel
  • Web

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and all necessary, this course focuses mainly on selling to customers, whether that is through a direct sales force, a channel sales force, or building an OEM relationship.... View Details
  • 14 Mar 2017
  • First Look

First Look at New Research, March 14

double sales. Should he focus on direct sales or add more channel partners? Purchase this case: https://cb.hbsp.harvard.edu/cbmp/product/817001-PDF-ENG Harvard Business School Case 516-023 Managing Marketing... View Details
Keywords: Sean Silverthorne
  • 02 Feb 2016
  • First Look

February 2, 2016

quality of accounting information. Overall, a tractable accounting-based valuation model provides a unifying framework for obtaining reliable proxies of expected returns worldwide. Download working paper: https://www.hbs.edu/faculty/Pages/item.aspx?num=49238 Design of... View Details
Keywords: Sean Silverthorne
  • 09 Dec 2008
  • First Look

First Look: December 9, 2008

its sales channel (because it creates jobs and entrepreneurs), Barnett wished to take the business model to sub-Saharan Africa and South Asia. Purchase the case:... View Details
Keywords: Martha Lagace
  • October 2016
  • Supplement

24 Hour Fitness (B): Ownership Changes, 2005–2016

By: John R. Wells and Gabriel Ellsworth
In 2016, 24 Hour Fitness was the number-two fitness chain in the United States, generating revenues of $1.4 billion from 441 clubs serving 3.8 million members. Based in San Ramon, California, 24 Hour Fitness operated clubs in 13 states. Having grown rapidly to become... View Details
Keywords: Advertising; Advertising Campaigns; Buildings and Facilities; Acquisition; Business Growth and Maturation; Business Model; Business Organization; For-Profit Firms; Customers; Customer Focus and Relationships; Customer Satisfaction; Age; Training; Private Equity; Financing and Loans; Price; Profit; Revenue; Geographic Location; Geographic Scope; Health; Nutrition; Business History; Human Resources; Employees; Employee Relationship Management; Recruitment; Selection and Staffing; Journals and Magazines; Human Capital; Business or Company Management; Goals and Objectives; Growth and Development Strategy; Management Teams; Marketing; Brands and Branding; Marketing Channels; Marketing Communications; Marketing Strategy; Social Marketing; Demand and Consumers; Market Entry and Exit; Media; Organizational Design; Private Ownership; Problems and Challenges; Groups and Teams; Sales; Salesforce Management; Situation or Environment; Welfare or Wellbeing; Sports; Strategy; Business Strategy; Competition; Competitive Strategy; Competitive Advantage; Corporate Strategy; Expansion; Segmentation; Information Technology; Internet; Mobile Technology; Online Technology; Software; Web Sites; Value; Valuation; Health Industry; Media and Broadcasting Industry; United States; California; San Francisco
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  • 08 Jun 2010
  • First Look

First Look: June 8

to accomplish the following: mine your sales data to identify "homerun" products you're missing; reinvent your forecasting and pricing strategies; build end-to-end agility into your supply chain; establish incentives that align... View Details
Keywords: Martha Lagace
  • 19 Feb 2019
  • First Look

New Research and Ideas, February 19, 2019

are more effective for partisans, candidate advertising is more effective for non-partisans, whereas outside advertising is more effective for partisan voters. Our findings can help strategists efficiently allocate resources across and within View Details
Keywords: Sean Silverthorne
  • 24 Jul 2007
  • First Look

First Look: July 24, 2007

Sharapova," consisting of Sharapova and her advisors at IMG, a leading sports, media, and entertainment agency. Contains rich data on the way in which IMG structures its sales process, and can serve to illustrate best practices and... View Details
Keywords: Martha Lagace