Sales Planning - Publications - Faculty & Research

01 Dec 2004
News

Marquis Jet Takes Off

partners took to NetJets was a new concept — membership cards giving customers 25 hours of flight time for $109,000 and up. Functioning primarily as a sales and marketing organization, Marquis Jet needed to ink a partnership with NetJets... View Details

Keywords: Roger Thompson; Air Transportation; Transportation

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

02 Aug 2016
First Look

August 2, 2016

Since its beginnings in 1978, TCS grew to a chain of around 70 stores located in over 20 states by 2013. Tindell believed TCS's employee-first culture and the seven Foundation Principles, which guided the company, were what differentiated the company from other... View Details

Keywords: Sean Silverthorne

01 May 2020
What Do You Think?

Does Remote Work Mix with Organizational Culture?

appropriate for certain types of jobs. As she puts it, “working remotely and workflow is better in some departments as they do not have to deal with the somewhat unhealthy political environment at work. In other departments like sales and... View Details

Keywords: by James Heskett

Research Summary

Overview

The overarching goal of my research is to produce works that are influential and informative to both academics and practitioners in the field of operations management. To accomplish this, I collaborate with industry partners who provide knowledge about their field,... View Details

12 Dec 2011
HBS Case

HBS Cases: Clocky, the Runaway Alarm Clock

that Clocky wouldn't even hit the market until 2007. “I would kill Clocky in about two days." —Diane Sawyer At that point, the device was just a project that Gauri Nanda, a graduate student at MIT's Media Lab, had developed for an industrial design course. She... View Details

Keywords: by Carmen Nobel; Consumer Products

28 Oct 2014
First Look

First Look: October 28

to plan and follow through on a goal and not related to impulsivity, suggesting that some children are poorer at holding the norm in mind and following through on enacting it. We discuss the implications of these results for education and... View Details

Keywords: Carmen Nobel

20 Oct 2011
Research & Ideas

Getting the Marketing Mix Right

model helps measure that." The Ideal Mix When planning marketing campaigns, brand managers have a wide portfolio of weapons to draw on, including in-store merchandising, advertising, coupons and sweepstakes, trade promotions, prices,... View Details

Keywords: by Dina Gerdeman

01 Sep 2023
News

End Game

Jones says, in seeing their sustainable goals survive the second generation of ownership. Patagonia’s Yvon Chouinard is hoping to be an exception—as he often is. As a young rock climber in the 1950s, he bought an anvil from a junkyard and taught himself blacksmithing.... View Details

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

21 Jan 2022
Blog Post

Tipping Point: Investing in the Women of Kenya’s Coffee Farms

from B2B sales to a consumer-focused business plan. The shift allowed Nyamumbo to more fully realize her initial goal of connecting producer and consumer. According to Nyamumbo, payments through Kahawa’s QR code average $5—about a third... View Details

30 Aug 2011
First Look

First Look: August 30

sales from emerging markets. Purchase this case:http://cb.hbsp.harvard.edu/cb/product/311118-PDF-ENG Nestlé SA: Nutrition, Health and Wellness Strategy Rebecca M. Henderson and Ryan JohnsonHarvard Business School Case 311-119 In 1997... View Details

Keywords: Sean Silverthorne

July 2020
Case

Amanda and Kristen: Mented Cosmetics

By: Steven Rogers, Jeffrey J. Bussgang and Alterrell Mills

The co-founders (Black HBS alumnae) of an e-commerce beauty startup explore the unmet needs within the beauty industry. This case study examines the entrepreneurial opportunities that come from identifying an underserved market, specifically within the Black community... View Details

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Judges - Alumni

/AR and frontier technology by Goldman Sachs, CB Insights, and Pitchbook. Brandon spent time in sales operations and corporate development at Box. His passions and focus are mainly in enterprise technologies; notably applied machine... View Details

04 Mar 2020
Research & Ideas

How Schmoozing with the Boss Helps Men Get Promoted

managers who earned higher pay didn’t perform better or work longer hours than those who earned less. The researchers found that higher-paid employees worked a similar number of days and hours, and they brought in similar sales revenue to... View Details

Keywords: by Dina Gerdeman

16 Aug 2004
Research & Ideas

Luxury Isn’t What It Used to Be

classic," says Matthew McEvoy (HBS MBA '89), strategic planning director at Burberry. Founded in 1856, the creator of the iconic trench coat has outfitted movie stars, outdoor sportsmen, the British military, and the Royal Family. In... View Details

Keywords: by Julia Hanna; Consumer Products

28 May 2020
Research & Ideas

Coronavirus Could Create a 'Bankruptcy Pandemic'

filing for bankruptcy in the courts often results in a forced wind-down of the business. Management is replaced by a trustee or administrator (who is often an accountant or lawyer by training), the firm’s assets are sold off, and proceeds from asset View Details

Keywords: by Dina Gerdeman; Financial Services; Banking

24 Nov 2015
Research & Ideas

Developing Your Next CEO for the Family Business

industry, such changes are more common. The Family Outsider Family Outsiders who make good CEO candidates can be entrepreneurs like Alejandro Birman, whose startup was so successful that it added more than $200 million to the sales of his... View Details

Keywords: Re: Andi Wang; Retail; Auto

Web

Charts & Statistics - Leadership

less than a day for the war effort Atomic bomb ENIAC computer Penicillin used extensively to treat soldiers' infections Synthetic rubberx Influence: High 50 1950 s 19 Television sales expand dramatically Transistors used in portable... View Details

01 Dec 2022
News

Singing to the Corn

events, and activities. A few years ago, when plans for a garden began to percolate, volunteer director Bonni Leiserowitz remembers the conversation turning to “honoring those who came before us.” She and Keen connected and talked for... View Details

Keywords: Julia Hanna; photographed by Vance Jacobs; Agriculture

Web

Harvard Business School

Google's monetization strategies for advertisers and publishers across all verticals. She's held senior sales management positions at Google since 2006, overseeing strategy and business plan development for... View Details

Publications