Entrepreneurial Sales And Marketing - Publications - Faculty & Research - Harvard Business School

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March 2015
Case

Discover Capital

By: William Sahlman, Robert White and Stephanie Puzio

"Discover Capital" provides an in-depth look at a first time search fund run by the tenacious Kelly Quann Bianucci. It provides background information about search funds and follows Kelly as she successfully raises her over-subscribed fund and begins the search... View Details

Keywords: Entrepreneurial Finance; Entrepreneurs; Entrepreneurship; Buyout; Loans; Acquisitions

August 1976 (Revised April 1995)
Background Note

The Integration of Mass Production and Mass Distribution

Describes the sudden appearance of the large industrial enterprise in the 1880s. Reviews the three types of mass-production industries in which the new form came: those producing perishable products; those making low-priced semi-perishable products; and makers of... View Details

Keywords: Business History; Production; Manufacturing Industry

2008
Case

Thomas Green:Power, Office Politics and a Career in Crisis

By: W. Earl Sasser

The case describes the dilemma of a marketing manager, Thomas Green, who, after being rapidly promoted, is harshly criticized by his boss, Frank Davis. Green and Davis disagree on work styles and market projections. Green believes the sales goals set by Davis are based... View Details

Keywords: Relationships; Personal Development and Career; Conflict and Resolution; Failure; Accounting; Creativity

June 2005 (Revised November 2005)
Case

Hale and Dorr (A)

Highlights how word-of-mouth is crucial in the acquisition of new customers. Specifically, it shows the existence of both internal (to the firm) and external markets for customer leads. View Details

Keywords: Marketing Communications; Social and Collaborative Networks; Sales; Service Industry

2021
Working Paper

Corporate Environmental Impact: Measurement, Data and Information

By: David Freiberg, DG Park, George Serafeim and T. Robert Zochowski

As an organization’s environmental impact has become a central societal consideration, thereby affecting industry and organizational competitiveness, interest in measuring and analyzing environmental impact has increased. We develop a methodology to derive comparable... View Details

Keywords: Environment; Impact; Measurement; Environmental Ratings; Corporate Valuation; Financial Materiality; Sustainability; Environmental Impact; Environmental Strategy; Impact-Weighted Accounts; IWAI; Environmental Sustainability; Corporate Social Responsibility and Impact; Measurement and Metrics; Valuation

November 2024
Case

Demond Martin and WellWithAll

By: Hise Gibson, Archie L. Jones and Ai-Ling Jamila Malone

This case study chronicles the transformative entrepreneurial path of Demond Martin, co-founder and CEO of WellWithAll, a health and wellness startup. Motivated by a pivotal life experience and deep concern for racial health inequities, Martin transitions from a... View Details

August 2021 (Revised March 2022)
Case

Camera IQ and the Metaverse: Building Augmented Reality Brand Experiences

By: Jill Avery and Rayan Nahas

Camera IQ, a camera marketing software company that empowered brands to create and launch augmented reality experiences (AREs) across social platforms, had just raised an additional $5 million to fund further product development and expand its marketing and sales... View Details

December 2018 (Revised June 2021)
Supplement

Bulb 2017: Launch

By: John R. Wells and Benjamin Weinstock

On August 21, 2015, Amit Gudka and Hayden Wood, co-founders of Bulb Ltd. (Bulb) launched a new business to supply energy to the United Kingdom’s 27 million residential homes with a promise of 100% renewable electricity at affordable prices. By the end of March 2017,... View Details

December 2022
Article

Conflicting Interests and the Effect of Fiduciary Duty: Evidence from Variable Annuities

By: Mark Egan, Shan Ge and Johnny Tang

We examine the variable annuity market to study conflicts of interest and the effect of fiduciary duty in brokerage markets. Insurers typically pay brokers higher commissions for selling more expensive annuities. Our results indicate that sales are four times as... View Details

Keywords: Variable Annuity; Brokers; Fiduciary Duty; Finance; Investment; Insurance; Conflict of Interests; Financial Services Industry; Insurance Industry; United States

Find at Harvard

February 2007 (Revised March 2012)
Compilation

John D. Rockefeller and the Creation of Standard Oil

By: Nancy F. Koehn and Katherine Miller

Reconstructs the entrepreneurial journey of John D. Rockefeller, founder of Standard Oil and one of the most famous business figures in history. Traces his early career as a retailer in Cleveland through his decision to enter the oil industry in the early 1860s to his... View Details

Keywords: Entrepreneurship; Ethics; Business History; Innovation and Invention; Growth and Development Strategy; Personal Development and Career; Competitive Strategy; Energy Industry

December 2012
Case

Chobani: Growing a Live and Active Culture

By: Joshua D. Margolis and Matthew Preble

Hamdi Ulukaya, CEO of the Greek yogurt company Chobani, Inc., was reflecting on what explained his young company's meteoric rise. The company held over half of the U.S. Greek yogurt market, and nearly 20% of the total yogurt market. The company's innovative approach to... View Details

Keywords: Innovation; Growth Strategy; Growth Management; Yogurt; Innovation Strategy; Leadership; Culture; Entrepreneurship; Marketing; Agribusiness; Food and Beverage Industry; Food and Beverage Industry; United States; Canada; Australia

Research Summary

Overview

By: Jeffrey F. Rayport

Rayport focuses his teaching and research on launching and scaling technology ventures, with emphasis on digital media, e-commerce, and multi-channel retail. View Details

January 2002 (Revised January 2004)
Case

Cola Wars Continue: Coke and Pepsi in the Twenty-First Century

By: David B. Yoffie and Yusi Wang

Examines the industry structure and competitive strategy of Coca-cola and Pepsi over 100 years of rivalry. New challenges of the 21st century included boosting flagging domestic cola sales and finding new revenue streams. Both firms also began to modify their bottling,... View Details

Keywords: Price; Growth and Development; Brands and Branding; Emerging Markets; Industry Structures; Performance; Competition; Competitive Strategy; Food and Beverage Industry; United States

March 2015
Case

Novartis Pharmaceuticals Corp: Redefining Success in the U.S. (A)

By: Gautam Mukunda, Thomas DeLong and Aldo Sesia

Over the course of a tumultuous weekend in April 2010, André Wyss was put in charge of Novartis Pharmaceuticals Corporation (NPC), the U.S. sales and marketing subsidiary of Novartis Pharma AG. He was brought in at a critical point in the organization's evolution with... View Details

Keywords: LEAD; Talent Management; Leadership And Change Management; Change Management; Organizational Change and Adaptation; Restructuring; Pharmaceutical Industry; United States

31 Aug 2007
Working Paper Summaries

Exclusivity and Control

Keywords: by Andrei Hagiu & Robin S. Lee; Entertainment & Recreation

27 Jan 2010
Working Paper Summaries

Labor Regulations and European Private Equity

Keywords: by Ant Bozkaya & William R. Kerr

March 2011 (Revised February 2012)
Case

Innovation and Growth at Actelion Ltd.

By: Gary P. Pisano, Daniela Beyersdorfer and Ruth Dittrich

In late 2010, Jean-Paul Clozel, CEO of the Swiss biotech pharmaceuticals firm Actelion, looks back on a successful decade. The small venture that he had started with a few of his scientist colleagues in the late 1990s to discover novel medicine in a research-driven... View Details

Keywords: Business Model; Talent and Talent Management; Innovation and Management; Leadership; Growth and Development Strategy; Product Development; Organizational Culture; Research and Development; Biotechnology Industry; Pharmaceutical Industry; Switzerland

October 2013 (Revised February 2019)
Case

Chobani: Growing a Live and Active Culture (Abridged)

By: Joshua D. Margolis and Matthew Preble

Hamdi Ulukaya, CEO of the Greek yogurt company Chobani, Inc., was reflecting on what explained his young company's meteoric rise. The company held over half of the U.S. Greek yogurt market and nearly 20% of the total yogurt market. The company's innovative approach to... View Details

Keywords: Innovation; Culture; Growth Strategy; Growth Management; Yogurt; Innovation Strategy; Leadership; Organizational Culture; Entrepreneurship; Marketing; Growth and Development Strategy; Agribusiness; Food and Beverage Industry; Food and Beverage Industry; United States; Canada; Australia

February 2016 (Revised September 2017)
Case

Mohamed Azab and Seha Capital

By: Richard G. Hamermesh and Sarah McAra

In January 2011, Mohamed Azab, founder and CEO of health care investment firm Seha Capital, made his first health care investment in Hassab Labs, a diagnostic lab in Alexandria, Egypt. Weeks later, a revolution erupted across the country as the Arab Spring swept... View Details

Keywords: Health Care; Health; Pan-Africa; Health Care Investment; Financing; Developing World; Entrepreneurship; Health Care and Treatment; Investment; Financing and Loans; Developing Countries and Economies; Egypt; Africa

September 10, 2022
Article

NFT Sales: Clearing the Market, Avoiding Gas Wars

By: Scott Duke Kominers and Tim Roughgarden

Instead of letting the market decide the price for their primary sale offerings, many NFT projects choose to initially sell their NFTs at prices below the market-clearing level. But what happens when market designers trade off efficiency for equity; or when demand far... View Details

Keywords: Blockchain; Crypto Economy; Cryptocurrency; NFTs; Auctions; Market Design; Price

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