Publications
Publications
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- All HBS Web
(1,832)
- Faculty Publications (848)
- 2004
- Book
Birth of a Salesman: The Transformation of Selling in America
This book chronicles the remarkable metamorphosis of the American salesman from itinerant amateur to trained expert. From the mid-nineteenth century to the eve of World War II, the development of sales management transformed an economy populated by peddlers and... View Details
- April 2004
- Article
Mining Gold in Not-for-Profit Brands
By: John A. Quelch, James E. Austin and Nathalie Laidler-Kylander
- March 2004
- Teaching Note
Siebel Systems: Anatomy of a Sale, Parts 1, 2, and 3 (TN)
By: John A. Deighton and Das Narayandas
Teaching Note to (9-503-021), (9-503-022), and (9-503-023). View Details
Keywords: Technology Industry
- March 2004 (Revised January 2008)
- Case
Samsung Electronics Company: Global Marketing Operations
By: John A. Quelch
Samsung's global marketing director is assessing how to build the global brand reputation of the company further and upgrade the company's worldwide brand image. To show how to build a global brand. View Details
- August 2003
- Case
Amnesty International
By: John A. Quelch
Amnesty International is a nonprofit human rights advocacy organization. Describes the challenges facing the organization and the role of branding. View Details
- August 2003
- Case
BRAC
By: John A. Quelch
BRAC is the world's largest NGO and has over the past 20 years experienced tremendous rates of growth. The case looks at diversity within the organization and the aspects of management that have made the organization so successful. View Details
- August 2003 (Revised July 2004)
- Case
Marketing at The Vanguard Group
By: John A. Quelch and Carin-Isabel Knoop
Senior executives at Vanguard are evaluating their marketing strategy. In particular, they are looking at their approach to market segmentation, the organization of the marketing function, and the weight placed on marketing metrics in the corporate dashboard in light... View Details
- August/September 2003
- Article
A Plea to Boards to Shift Focus Back to the Customer
By: Gail J. McGovern and John Quelch
- August 2003
- Case
BRAC and Aarong Commercial Brands, The
By: John A. Quelch
BRAC is the world's largest NGO and has recently initiated a number of successful profit-making commercial enterprises, ranging from dairy processing to vegetable exports, as well as a university. Explores the tensions and benefits of a major nonprofit entering the... View Details
- July 2003 (Revised October 2018)
- Case
Starbucks: Delivering Customer Service
By: Youngme Moon and John Quelch
Starbucks, the dominant specialty-coffee brand in North America, must respond to recent market research indicating that the company is not meeting customer expectations in terms of service. To increase customer satisfaction, the company is debating a plan that would... View Details
- July 2003
- Case
CARE USA
By: John A. Quelch
CARE USA is spearheading a rebranding process for the organization. Examines the process and components of the rebranding strategy and its impact on CARE USA's direct mail strategy. Includes color exhibits. View Details
- June 2003 (Revised October 2003)
- Case
Habitat for Humanity International: Brand Valuation
By: John A. Quelch
Habitat for Humanity underwent a brand valuation study and found that its brand was worth $1.8 billion, equivalent to Starbucks. Senior management reviews the issues facing the organization; students are afforded insights into what drives brand value for a major... View Details