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  • 20 Dec 2022
  • News

Singing to the Corn

football team his first year at Dartmouth, before moving over to rugby, a sport he played with bone-breaking gusto throughout college and into HBS. That intensity has been channeled by mentors throughout Keen's life. One such person is... View Details
  • 18 Feb 2009
  • First Look

First Look: February 18, 2009

active firm leadership in these courses, and establishing multiple channels of communication for employees to raise concerns with an explicit "no retaliation" policy. In January 2007, 86% of the employees were proud to work for... View Details
Keywords: Martha Lagace
  • 26 Oct 2010
  • First Look

First Look: October 26, 2010

set of analytic and practical challenges arises, which this article explores via three cases: 1) a cross-border, large-dollar complex sales effort requiring interlocking financial, political, and organizational negotiations among dozens... View Details
Keywords: Sean Silverthorne
  • 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
  • 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

Print View - Course Catalog

through a direct sales force, a channel sales force, or building an OEM relationship. Sales is the one function that cannot hide behind the veil... View Details
  • 15 Feb 2011
  • First Look

First Look: Feb. 15

preferred ways. The price of output is a crucial determinant of this choice, since it affects the size of the pecuniary benefits: higher prices lead to more integration. Because tariffs increase domestic product prices, this effect provides a novel theoretical View Details
Keywords: Sean Silverthorne
  • 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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  • 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
  • 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