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  • All HBS Web  (4,067)
    • People  (5)
    • News  (810)
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    • Events  (20)
    • Multimedia  (48)
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← Page 25 of 4,067 Results →
  • October 2011 (Revised April 2017)
  • Teaching Note

Raleigh & Rosse: Measures to Motivate Exceptional Service (Brief Case)

By: Robert L. Simons and Michael Mahoney
Teaching Note for 4353. View Details
Keywords: Control Systems; Performance Measurement; Goal Setting; Compensation; Incentives; Motivation; Sales Compensation; Strategy And Execution; Motivation and Incentives; Goals and Objectives; Salesforce Management; Organizational Culture; Accounting; Performance Evaluation; Compensation and Benefits
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Simons, Robert L., and Michael Mahoney. "Raleigh & Rosse: Measures to Motivate Exceptional Service (Brief Case)." Harvard Business School Teaching Note 114-355, October 2011. (Revised April 2017.)
  • November 2012 (Revised August 2013)
  • Teaching Note

Paul Thomson: Walker Insurance

By: Jim Sharpe
Keywords: Crisis Management; Acquisitions; Search Funds; Entrepreneurial Management; Entrepreneurs; Insurance; Turnarounds; Boards Of Directors; Sales Force Management; Entrepreneurship; Insurance Industry; Florida
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Sharpe, Jim. "Paul Thomson: Walker Insurance." Harvard Business School Teaching Note 813-118, November 2012. (Revised August 2013.)
  • July 2022
  • Teaching Note

Arçelik (A), (B): From a Dealer Network to an Omnichannel Experience

By: Ayelet Israeli, Fares Khrais and Menna Hassan
Arçelik Turkey, the country’s market leader in household appliances, was at an omnichannel crossroads in January 2020. Arçelik was a B2B player utilizing a dealership network with an umbrella of brands and had one of the largest brick-and-mortar store networks in... View Details
Keywords: Digital Marketing; Bricks And Mortar; Franchise Management; Franchising; Dealer Network; Dealers; B2B; B2B2C; Tradition; Culture Change; Cultural Adaptation; Omnichannel; Omnichannel Retail; Omni-channel; Omnichannel Retailing; Sales Channels; Sales Channel Development; Channel Management; Channels Of Distribution; Marketplace; Platforms; Collaboration; Online Channel; Online Data; Online Sales; Online Shopping; Online; Retail; Retailing; Disruption; Transformation; Franchise Ownership; Change Management; Partners and Partnerships; Consumer Behavior; Sales; Internet and the Web; Marketing Strategy; Conflict and Resolution; Conflict Management; Organizational Culture; Distribution Channels; Digital Transformation; Electronics Industry; Retail Industry; Consumer Products Industry; Turkey
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Israeli, Ayelet, Fares Khrais, and Menna Hassan. "Arçelik (A), (B): From a Dealer Network to an Omnichannel Experience." Harvard Business School Teaching Note 523-009, July 2022.
  • November 2012 (Revised September 2013)
  • Case

Learning Resources: A Hands-On Toy Company Deals with New Challenges and Opportunities

By: Boris Groysberg and Anahita Hashemi
Learning Resources is a family-owned educational toy company that, by late 2011, was facing a myriad of challenges, including increased competition, entry into new markets, new distribution methods, rising costs of production in China, and changing customer behavior.... View Details
Keywords: Leading Teams; Strategy Formulation; Strategy And Execution; Innovation; Corporate Culture; Industry Analysis; Organizational Alignment; Entrepreneurs; Sales Channels; Leadership; Strategy; Change Management; Innovation Leadership; Family Business; Entrepreneurship; Product Design; Sales; Retail Industry; United States
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Groysberg, Boris, and Anahita Hashemi. "Learning Resources: A Hands-On Toy Company Deals with New Challenges and Opportunities." Harvard Business School Case 413-086, November 2012. (Revised September 2013.)
  • July 2005 (Revised September 2016)
  • Case

24 Hour Fitness (A): The Rise, 1983–2004

By: John R. Wells, Elizabeth A. Raabe and Gabriel Ellsworth
In October 2004, Mark S. Mastrov, CEO of 24 Hour Fitness, reflected on how far his company had come in just over 20 years. From humble beginnings in 1983 in San Leandro, California, 24 Hour Fitness had grown to become the largest privately-owned health-club chain in... View Details
Keywords: 24 Hour Fitness; Mark Mastrov; Health Clubs; Fitness; Gyms; Chain; Weight Loss; Exercise; Personal Training; Retention; Sales Force Compensation; Incentive Systems; Buildings and Facilities; Business Growth and Maturation; Business Model; For-Profit Firms; Customers; Customer Focus and Relationships; Customer Satisfaction; Private Equity; Revenue; Geographic Scope; Multinational Firms and Management; Nutrition; Business History; Employees; Recruitment; Selection and Staffing; Human Capital; Business or Company Management; Goals and Objectives; Growth and Development Strategy; Marketing; Operations; Service Operations; Private Ownership; Problems and Challenges; Sales; Salesforce Management; Sports; Strategy; Business Strategy; Competition; Competitive Advantage; Competitive Strategy; Corporate Strategy; Expansion; Segmentation; Information Technology; Internet; Technology Platform; Web; Web Sites; Capital Structure; Performance; Organizational Structure; Organizational Culture; Health Industry; United States; California; San Francisco
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Wells, John R., Elizabeth A. Raabe, and Gabriel Ellsworth. "24 Hour Fitness (A): The Rise, 1983–2004." Harvard Business School Case 706-404, July 2005. (Revised September 2016.)
  • February 2016 (Revised January 2017)
  • Case

Bidding for Finansbank

By: David Scharfstein and Esel Çekin
Because of the deepening Greek crisis, in October 2015, National Bank of Greece (NBG) was required to sell one of its most valuable assets, Finansbank, the eighth largest Turkish bank. There were three potential buyers: Garanti Bank, Turkey's second largest private... View Details
Keywords: Banking; Acquisitions; International Acquisition; Cross-border Investment; Bidding; Bidders; Regulations; ROE; Cost Synergies; Regional Growth; Emerging Market; Sales Process; Valuation; Mergers and Acquisitions; Banking Industry; Turkey; Europe
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Scharfstein, David, and Esel Çekin. "Bidding for Finansbank." Harvard Business School Case 216-040, February 2016. (Revised January 2017.)
  • May 2013
  • Supplement

Elasto Therm: The Next Step

This is the spreadsheet supplement for case ElastoTherm: The Next Step(813030). This contains the electronic copy of exhibits 1 and 2. View Details
Keywords: Entrepreneurial Management; Entrepreneurs; Pricing; Pricing Policies; Pricing Strategy; Pricing Structure; Sales Force Management; Acquisitions; Work/family Balance; Family-owned Business; Entrepreneurship; Growth and Development Strategy; Expansion; Work-Life Balance; Manufacturing Industry; Rubber Industry; United States
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Sharpe, Jim. "Elasto Therm: The Next Step." Harvard Business School Spreadsheet Supplement 813-705, May 2013.
  • August 2012 (Revised June 2013)
  • Case

Paul Thomson: Walker Insurance

By: Michael Roberts, Jim Sharpe and Sonia Nagala Change
Having just acquired Walker Insurance, Paul Thomson finds himself short of funds to support his original turnaround plan. He can request additional cash from his investor group, hunker down and grow at a slower rate or consider a proposal to buy his business. He has... View Details
Keywords: Crisis Management; Acquisitions; Search Funds; Entrepreneurial Management; Entrepreneurs; Insurance; Turnarounds; Boards Of Directors; Sales Force Management; Entrepreneurship; Insurance Industry; Florida
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Roberts, Michael, Jim Sharpe, and Sonia Nagala Change. "Paul Thomson: Walker Insurance." Harvard Business School Case 813-057, August 2012. (Revised June 2013.)
  • June 2013
  • Supplement

Union Corrugating Co. (A) (Spreadsheet Supplement)

This is the spreadsheet supplement for HBS Case 803065, containing Exhibit 3 as an Excel document. View Details
Keywords: Family-owned Business; Entrepreneurial Organizations; Entrepreneurs; Sales Force Management; Salesforce Management; Operations Management; COST Control; Gender; Careers; Turnaround; Turnarounds; Supply Chain Management; Restructuring; Entrepreneurship; Customer Focus and Relationships; Supply Chain; Steel Industry; Construction Industry; North Carolina; United States
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Sharpe, Jim. "Union Corrugating Co. (A) (Spreadsheet Supplement)." Harvard Business School Spreadsheet Supplement 813-726, June 2013.
  • November 2016 (Revised April 2017)
  • Case

Basecamp: Pricing

By: Frank Cespedes and Robb Fitzsimmons
A data analyst at Basecamp is evaluating the results of pricing research and its potential implications for the venture’s latest version of its project management software product. View Details
Keywords: Pricing; Entrepreneurial Management; Data Analysis; Marketing; Customer Acquisition; Customer Retention; Value Proposition; Sales Management; Product Management; Market Research; Life Time Value; Testing; Entrepreneurship; Analytics and Data Science; Customers; Value; Sales; Product Marketing; United States
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Cespedes, Frank, and Robb Fitzsimmons. "Basecamp: Pricing." Harvard Business School Case 817-067, November 2016. (Revised April 2017.)
  • December 2013 (Revised January 2015)
  • Case

Barbara Krakow Gallery

By: Jose Alvarez and Nyssa Liebermann
The Barbara Krakow Gallery is a successful contemporary art gallery located in Boston. It utilizes a very rare "no haggle pricing" strategy and extended sales cycle when selling pieces to collectors. Though it remains profitable and very respected, the size and scope... View Details
Keywords: Barbara Krakow Gallery; Art Gallery; Art Market; Art World; Artist; Auction House; Primary Art Market; Secondary Art Market; Exhibition; Contemporary Art; Art Collector; Art Dealer; Art Fair; No Haggle Pricing; Extended Sales Cycle; Christie's; Sotheby's; Online Art Seller; Barbara Krakow; Andrew Witkin; Catalogue Raisonne; Arts; Small Business; Business Model; Transition; Customer Relationship Management; Fine Arts Industry; Boston
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Alvarez, Jose, and Nyssa Liebermann. "Barbara Krakow Gallery." Harvard Business School Case 514-033, December 2013. (Revised January 2015.)

    N. Louis Shipley

    Lou Shipley is a Senior Lecturer in the Entrepreneurial Management Unit at the Harvard Business School. Lou is a three-time technology CEO, most recently at Black Duck Software.

    Lou teaches four sales courses at HBS. He specializes in tech entrepreneurship,... View Details

    • February 2015 (Revised February 2017)
    • Case

    Winnan Metal: Fulfilling the Dream

    By: William R. Kerr, Jim Sharpe and James Weber
    Neil Kashyap and Neil Lombardo (HBS '08) acquired Winnan Metal, Inc., a metal fabrication shop, after raising a search fund and an 11 month search to fulfill their dreams of becoming business owners. Two weeks after they took control of the company, Winnan's largest... View Details
    Keywords: Entrepreneurs; Entrepreneurial Management; Turnarounds; Bank Loan; Crisis Management; Financial Analysis; Search Funds; Acquisitions; Financial Capital Needed; Management; Operations Management; Sales; Entrepreneurship; Decision Making; Change Management; Manufacturing Industry; United States; Indiana
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    Kerr, William R., Jim Sharpe, and James Weber. "Winnan Metal: Fulfilling the Dream." Harvard Business School Case 815-104, February 2015. (Revised February 2017.)
    • June 2013
    • Supplement

    Elasto Therm: The Next Step (Video Supplement)

    By: Jim Sharpe
    This is the Video Supplement for Elasto Therm: The Next Step (HBS Case #813030). View Details
    Keywords: Entrepreneurial Management; Entrepreneurs; Search; Search Funds; Manufacturing; Pricing Policies; Pricing; Pricing Strategy; Sales Channels; Sales Force Management; Customer Focus; Customer Specificity; Manufacturing Tools; Acquisitions; Growth Strategy; Growth And Development Strategy; Growth; Plastics; Turnarounds; Labor Management; Stockholders; Careers; Job Design; Gender; Life Planning; Employee Empowerment; Work/family Balance; Work-life Balance; Entrepreneurship; Management; Employee Ownership; Acquisition; Rubber Industry; Auto Industry; United States
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    Sharpe, Jim. "Elasto Therm: The Next Step (Video Supplement)." Harvard Business School Video Supplement 813-703, June 2013.
    • June 2013
    • Supplement

    Union Corrugating Co. (Video Supplement)

    By: Jim Sharpe
    This is the Video Supplement for Union Corrugating Company(A) and (B) (HBS Cases 803065 and 804003). View Details
    Keywords: Family-owned Business; Entrepreneurial Organizations; Entrepreneurs; Sales Force Management; Salesforce Management; Operations Management; COST Control; Gender; Careers; Turnaround; Turnarounds; Supply Chain Management; Restructuring; Entrepreneurship; Customer Focus and Relationships; Supply Chain; Steel Industry; Construction Industry; North Carolina; United States
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    Sharpe, Jim. "Union Corrugating Co. (Video Supplement)." Harvard Business School Video Supplement 813-724, June 2013.
    • 19 Apr 2004
    • Research & Ideas

    Birth of the American Salesman

    Walter A. Friedman's new book Birth of a Salesman chronicles the rise and development of modern sales management from the 18th century to the present day. Its fascinating cast of dynamic business figures and academic leaders includes John... View Details
    Keywords: by Laura Linard
    • March 17, 2021
    • Other Article

    Beyond Pajamas: Sizing Up the Pandemic Shopper

    By: Ayelet Israeli, Eva Ascarza and Laura Castrillo
    A first look at how the COVID-19 pandemic impacted e-commerce apparel shopping in the US and the UK. Extensive analysis and interactive graphics utilizing millions of transactions.
    While the pandemic is still playing out, our preliminary investigations... View Details
    Keywords: Retail; Retail Analytics; Consumer; Pandemic; COVID; COVID-19; Apparel; Ecommerce; Online Shopping; Online Apparel; Online Sales; Returns; CRM; Customer Retention; Customer Experience; Customer Value; Digital; Customer Focus and Relationships; Customers; Health Pandemics; Consumer Behavior; Customer Relationship Management; Internet and the Web; Behavior; E-commerce; Retail Industry; Apparel and Accessories Industry; Technology Industry; United States; United Kingdom
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    Israeli, Ayelet, Eva Ascarza, and Laura Castrillo. "Beyond Pajamas: Sizing Up the Pandemic Shopper." Harvard Business School Working Knowledge (March 17, 2021).
    • June 2012
    • Article

    The Economic Value of Celebrity Endorsements

    By: Anita Elberse and Jeroen Verleun
    What is the payoff to enlisting celebrity endorsers? Although effects on stock returns are relatively well documented, little is known about any impact on sales—arguably a metric of more direct importance to advertising practitioners. In this study of athlete... View Details
    Keywords: Stocks; Value; Advertising; Sales; Brands and Branding; Decisions; Economics; Marketing Strategy; Investment Return
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    Elberse, Anita, and Jeroen Verleun. "The Economic Value of Celebrity Endorsements." Journal of Advertising Research 52, no. 2 (June 2012): 149–165.
    • January 1975 (Revised April 2009)
    • Case

    Optical Distortion, Inc. (A)

    A new product, contact lenses for chickens, is to be introduced by a small firm formed to market the product. An entry strategy must be planned including price, sales force, size, and location. Allows data for computation of economic benefit to farmers. Includes... View Details
    Keywords: Entrepreneurship; Price; Geographic Location; Marketing Strategy; Product Launch; Market Entry and Exit; Sales
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    Clarke, Darral G. "Optical Distortion, Inc. (A)." Harvard Business School Case 575-072, January 1975. (Revised April 2009.)
    • March 2011 (Revised March 2012)
    • Case

    Arck Systems

    By: Ian Larkin
    The Arck Systems series of cases describes the dilemmas faced by a senior sales manager in determining a sales compensation plan at an enterprise software company. The existing compensation plan is aggressive and highly rewards "star" performers. The cases track a... View Details
    Keywords: Compensation and Benefits; Retention; Performance Effectiveness; Salesforce Management; Motivation and Incentives; Software; Information Technology Industry
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    Larkin, Ian. "Arck Systems." Harvard Business School Case 911-056, March 2011. (Revised March 2012.)
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