Sales Model - Publications - Faculty & Research

17 Jun 2014
First Look

First Look: June 17

quickly to execute the strategy. The firm has committed $1b in investment, building out a new software center in California and a commercial sales function at headquarters to deploy the new products and services. Purchase this case: View Details

Keywords: Sean Silverthorne

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

06 Feb 2018
First Look

First Look at New Research and Ideas: February 6, 2018

communities) and the moderating effects of team leader experience. We test our moderated mediation model in a sample of 121 teams that filed patents in a Fortune 50 company’s India R&D center between 2005 and 2015 using proprietary... View Details

01 Oct 1999
News

Banking on Success

suspect some companies that appear to be really out of sight today will look like they were fairly priced. Obviously others will turn out to be flashes in the pan. As in any other industry, there will be winners and losers, but the bottom line is that at some point,... View Details

Keywords: Deborah E. Blagg

05 Mar 2012
Research & Ideas

Is JC Penney’s Makeover the Future of Retailing?

brands, simplified pricing that replaces the retailer's constant sales and coupons, and an updated store design that promises to make one think more of Apple's high-touch emporiums than a typical department store layout. “J.C. Penney is... View Details

Keywords: by Kim Girard; Retail

22 Sep 2022
News

The Beauty Guide

be talking to you today if I hadn’t left marketing,” declares Freyre. The move to sales taught her about retailers, how consumers shop, and ultimately made her a better marketer and leader. “I tap into that diversity of experience every... View Details

Keywords: Maureen Harmon

23 Jan 2013
Research & Ideas

Three-Dimensional Strategy: Winning the Multisided Platform

products; however, an MSP model is more cost-effective if a business is built on sales of low-demand items. Resellers have a greater ability to aggregate their bargaining power, bundle, and otherwise benefit... View Details

Keywords: by Julia Hanna

10 Nov 2003
Research & Ideas

Globalization: The Strategy of Differences

Unfortunately, "local" didn't seem to be any better a description of Coke's market space than "global." On March 7, 2002, the Asian Wall Street Journal announced: "After two years of lackluster sales the... View Details

Keywords: by Pankaj Ghemawat

Web

2022 Reunion Presentations - Alumni

to past achievements, but from cultivating new habits and a different understanding of success and fulfillment. Slides Business Development in a World That Never Stops Changing Senior Lecturer Frank V. Cespedes + More Info – Less Info Like perishable goods in grocery... View Details

15 Jul 2019
Book

Many Executives Are Afraid of Finance. Here's How They Can Gain Confidence

and free cash flow. The emphasis on cash helps explain how firms have changed their supply chains and how working capital has become a significant financial benefit to major firms ranging from Apple to Walmart. Similarly, emphasizing cash can help explain the promise... View Details

Keywords: by Dina Gerdeman

Web

Disruptive Innovation Online Course | HBS Online

what I've learned from this course. It's given me confidence and clarity in my decisions, and I can already see the material impact of applying this model and mindset to our business and culture. Dave Nelson Head of View Details

16 May 2000
Research & Ideas

Getting the Message: How the Internet is Changing Advertising

last December, believes that "the real opportunity for the marketing industry lies in developing transactional-based models that enable consumer and client to work together more closely." HBS professor John A. Deighton agrees,... View Details

Keywords: by Susan Young

18 Apr 2000
Research & Ideas

Learning in Action

employs: Bean typically structures these around an outdoor activity such as hiking or cross-country skiing. For example, when sales of the once best-selling Crest Hiker began to decline, L.L. Bean assembled groups of testers, product... View Details

Keywords: by David A. Garvin

30 Oct 2019
Research & Ideas

How to Recover Gracefully After Shutting Down Your Startup

more than 230 creditors, including a bakery owner who held a special bake sale to express her outrage. Did a company that had raised more than $120 million in venture capital need to stiff so many people? Tom Eisenmann, the Howard H.... View Details

Keywords: by Danielle Kost

Web

Marketing Awards & Honors - Faculty & Research

Research and the Management Sciences (INFORMS). Das Narayandas : Received the 2016 Apgar Award for Innovation in Teaching. 2015 Sunil Gupta : Received the 2015 Apgar Award for Innovation in Teaching. 2014 Eva Ascarza : Winner of the 2014 Frank M. Bass Dissertation... View Details

01 May 2017
Research & Ideas

Bad At Your Job? Maybe It's the Job’s Fault

out that the sales and marketing folks were overtaxed, while the demands were too soft on software engineers. “The tool gave us insight for each job on how to improve it,” he says. Why that job is so hard Prior to developing the online... View Details

Keywords: by Dina Gerdeman

15 Mar 2017
Lessons from the Classroom

More Than 900 Examples of How Climate Change Affects Business

This word cloud is composed of blog posts by more than 900 students describing how individual organizations are likely to be affected by climate change. Image by Patrick Clapp Last fall, first-year MBA students at Harvard Business School received a new assignment in... View Details

Keywords: by Carmen Nobel; Green Technology

01 Sep 2023
News

End Game

Illustration by James Steinberg In the 1960s and 1970s, as the environmental movement dawned in the United States, a new generation of activist-minded entrepreneurs appeared. Among them were companies like Body Shop, Aveda, Tom’s of Maine, and Whole Foods—all founded... View Details

Keywords: Jen McFarland Flint; Miscellaneous Store Retailers; Retail Trade

28 Feb 2017
First Look

First Look at New Research, February 28

company’s nascent sales function as Augmedix grows. Purchase this case:https://cb.hbsp.harvard.edu/cbmp/product/817048-PDF-ENG Harvard Business School Case 417-053 Susan Cassidy at Bertram Gilman International In 2016, Susan Cassidy, VP... View Details