Sales Calls - Publications - Faculty & Research

04 Jan 2012
First Look

First Look: January 4

agreement may represent the culmination of a massive negotiation campaign with multiple, related fronts: financial, shareholder, internal corporate, labor, supplier, political, and regulatory. Complex sales with long cycles and many... View Details

Keywords: Carmen Nobel

15 Aug 2005
Research & Ideas

The Founding CEO’s Dilemma: Stay or Go?

the person who was best suited to lead the early stage of company development is no longer the best person to continue leading the company. Now, the product has to be sold: You have to create a sales organization, manage multiple... View Details

07 Apr 2003
Research & Ideas

XTV: Xerox’s Attempted Recovery From “Fumbling the Future”

allowing him and his team to scan Xerox's technology base and identify investment opportunities that might otherwise have been missed. 38 This structure was called Xerox Technology Ventures (XTV). Fumbling the Future was published in... View Details

Keywords: by Henry Chesbrough

06 Sep 2022
Research & Ideas

Curbing an Unlikely Culprit of Rising Drug Prices: Pharmaceutical Donations

a given condition, not just their own. Using Medicare data from 2010 and 2017, Dafny and her coauthors estimated the share of sales that assistance would need to induce to make such broad donations profitable for the leading 1-2... View Details

Keywords: by Ben Rand; Insurance; Health; Pharmaceutical

19 May 2003
Research & Ideas

Expensing Options Won’t Hurt High Tech

Business Review piece argued that options are an expense, plain and simple, and should be accounted for in that way. In this excerpt, the authors address what they call a fallacy: that expensing options will hurt young businesses.... View Details

Keywords: by Zvi Bodie, Robert S. Kaplan & Robert C. Merton

17 Dec 2001
Research & Ideas

Becoming the Next Real Estate Mogul

Potential real estate moguls at the 2001 Harvard Business School Entrepreneurship Conference received an earful about profiting in a down market, creating value where there is none, and the addiction of playing in a deal-driven industry. "I View Details

Keywords: by Julia Hanna; Construction; Real Estate

01 Apr 1998
News

Plunging Into the Net

latest technological buzz, what some people are calling a revolution, centers on the Internet. Even neo-Luddites must admit that this network of wires that links computers all around the globe is changing the world. Still, given that the... View Details

13 Jan 2015
First Look

First Look: January 13

discusses the evidence that has been assembled to date in understanding the impact of high-skilled immigration from the perspective of the firm and the open areas that call for more research. Since much of the U.S. immigration process for... View Details

Keywords: Sean Silverthorne

15 Nov 2013
News

Helping Bright Ideas Shine Again

Côme Laguë by Robert S. Benchley Côme Laguë (MBA 1993) has no respect for firms he calls "patent trolls"—holding companies that buy up and bank the intellectual property of closed businesses solely for the purpose of generating income... View Details

Keywords: Robert S. Benchley

Profile

Terrance McGuire

has served his venture career well. “Being known for treating people fairly and celebrating their successes, as opposed to calling them your successes, is the right way to not only live your life but it’s the right way to... View Details

07 Aug 2006
Research & Ideas

Whatever Happened to Caveat Emptor?

faced. There is also a second cause, one that has its roots in the changing shopping experience. During the 1960s, European retailing began moving away from personalized service and toward new self-service sales formats. Abetted by the... View Details

Keywords: by Sean Silverthorne; Retail

01 Jun 2006
News

One-on-One with Tom Oreck

home-cleaning product line, opened nearly 500 company stores, and doubled sales (it doesn’t disclose figures). The future looked bright — until last August 29. That’s when Hurricane Katrina almost ruined everything. In the storm’s... View Details

Keywords: Roger Thompson; Clothing and Clothing Accessories Stores; Retail Trade

03 Nov 2009
First Look

First Look: Nov. 3

issues presented in the (B) case. The students are given context to discuss how this situation could have been prevented. Purchase this supplement: http://cb.hbsp.harvard.edu/cb/product/110034-PDF-ENG Scooter Lindley: The Formation Call... View Details

Keywords: Martha Lagace

01 Dec 2006
News

Inside Intel

for Integrated Electronics), Grove started as director of operations before rising through the ranks to COO in 1979. For the next two years he presided over an all-out crusade with the fearsome name of Operation CRUSH. Powered by Intel’s View Details

Keywords: Richard S. Tedlow; Hanna, Julia; technology; manufacturing; innovation; Computer and Electronic Product Manufacturing; Manufacturing; Electrical Equipment, Appliance, and Component Manufacturing; Manufacturing

Profile

Marla Malcolm Beck

and an innate ability to see trends and understand shifting industries. Her husband calls her “a dream teller.” After rejecting several ideas, Beck thought about her own lifelong passion for beauty products. “I grew up... View Details

01 Dec 1996
News

An Entrepreneurial Journey

guy's trombone. My morning's planned down to the second: quick stop at Kinko's to print out my proposal, quick call to Maura to beg her forgiveness I sent her those Calyx & Corolla flowers, so hopefully we're all square and then off to... View Details

21 May 2008
Research & Ideas

Going Negative in Political Advertising

Editor's Note: Harvard Business School professor John Quelch writes a blog on marketing issues, called Marketing Know: How, for Harvard Business Online. It is reprinted on HBS Working Knowledge.This post is drawn from an article that... View Details

Keywords: by John Quelch

15 Aug 2016
Research & Ideas

Black Swans and Big Trends Can Ruin Anyone's Internet Prediction

Crashes, explains that after a bubble bursts—during what he calls the “revulsion” phase—most investors lose their appetite for risk taking. Our collective conservatism in the immediate wake of the dot-com crash might be seen as what... View Details

Keywords: by Thomas R. Eisenmann; Technology

03 Feb 2015
First Look

First Look: February 3

Atlantis' ultimate success. They hoped that rethinking the core values would help them unleash the full transformative potential of their vision and mission. Purchase this case: https://cb.hbsp.harvard.edu/cbmp/product/815073-PDF-ENG Harvard Business School Case... View Details