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  • April 2018
  • Article

Effective Sales Training: What Are the Foundational Elements?

By: Frank V. Cespedes
Across industries, turnover in sales positions averages about 25–30% annually. This means that, at many firms, the equivalent of the entire sales force must be replaced and trained every four years or so. No other function has an ongoing talent management task of that... View Details
Keywords: Salesforce Management; Training
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  • Web

Technology & Innovation - Faculty & Research

access pushes decisions down, as it allows for superior decentralized decision making without an undue cognitive burden on those lower in the hierarchy. Better communication pushes decisions up, as it allows employees to rely on those... View Details
  • June 2012
  • Case

PV Technologies, Inc.: Were They Asleep at the Switch?

By: Frank V. Cespedes and Diane Badame
PV Technologies, Inc. is an industry-leading manufacturer of photovoltaic inverters used to convert the direct current output of solar panels into alternating current for the commercial power grid. In conjunction with a request for proposal, the company's largest... View Details
Keywords: Marketing Strategy; Customer Relationship Management; Competitive Strategy; Product Marketing; Energy Industry; Technology Industry; United States
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  • Web

Business History - Faculty & Research

simplistic assumptions about business behavior also enabled business history to be highly creative and, at times, to exercise a huge impact on management studies more generally, especially strategy and the study of entrepreneurship. Article View Details
  • 19 Jul 2010
  • Research & Ideas

How Mercadona Fixes Retail’s ’Last 10 Yards’ Problem

to the department specialist and ask, 'What kind of meat should I buy to make stew?' or 'What's the best toothpaste for me to buy for my family?' She knows everything about the... View Details
Keywords: by Julia Hanna; Retail; Food & Beverage
  • 21 Apr 2023
  • Research & Ideas

The $15 Billion Question: Have Loot Boxes Turned Video Gaming into Gambling?

Players have long been able to buy virtual items with real money in video games, such as special weapons and features. But Nintendo raised the ire of parents and regulators in 2018 when it added so-called loot boxes—a virtual lottery for... View Details
Keywords: by Scott Van Voorhis; Video Game; Media & Broadcasting
  • Web

Leadership - Faculty & Research

William. "Case Study: Do We Reskill or Replace Our Workforce?" Harvard Business Review 103, no. 4 (July–August 2025): 141–145. (Family) Size Matters: Nico Oprée and the Decreasing Power of Family Unity over Time By: Lauren Cohen , Octavian Graf Pilati, Dominik View Details
  • Article

How B2B Companies Can Win Back Customers They've Lost

By: Frank V. Cespedes and León Poblete
Most research and training in sales focus on acquiring new customers. But winning back previous customers is increasingly important: mergers, choice in supply chains, and uncertainty about trade wars mean that B2B customers are constantly re-evaluating relationships... View Details
Keywords: B2B; Customer Reacquisition; Customer Relationship Management
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  • January 2023 (Revised September 2024)
  • Supplement

The END Fund (B)

By: V. Kasturi Rangan and Courtney Han
Founded in 2012, the END fund focused on eliminating five Neglected Tropical Diseases that accounted for 80% of the tropical diseases affecting nearly 1.5 billion people worldwide. Its roughly $25 million/year annual budget was fully committed when it got news that the... View Details
Keywords: Health Disorders; Investment Funds; Global Range; Nonprofit Organizations; Resource Allocation; Decisions; Health Care and Treatment; Mission and Purpose
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  • September 2011 (Revised January 2012)
  • Case

Telemonitoring at Visiting Nurse Health System

By: F. Warren McFarlan, Mark Keil and Mala Kaul
The Telemonitoring at Visiting Nurse Health System case presents one home healthcare organization's efforts to use telemonitoring to improve the quality of care provided to at-risk patients who were discharged from hospitals and needed home care. After two years of... View Details
Keywords: Capital Budgeting; Cost vs Benefits; Risk Management; Technology Adoption; Technological Innovation; Organizational Change and Adaptation; Competitive Strategy; Health Industry; Technology Industry
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  • 14 May 2018
  • Research & Ideas

Amazon vs. Whole Foods: When Cultures Collide

other hand, always prided itself on its personal touch, empowering individual stores—even individual employees—to make decisions about products that emphasize high quality, healthy, and local foods. That decentralization, however, caused... View Details
Keywords: by Michael Blanding; Food & Beverage
  • November 2016 (Revised October 2018)
  • Case

IguanaFix

By: Frank V. Cespedes, Thomas R. Eisenmann, Maria Fernanda Miguel and Laura Urdapilleta
IguanaFix is a rapidly scaling Latin American startup that provides an online platform connecting consumers with home improvement contractors. The founders have acquired customers through both B2C and B2B methods. But in seeking to grow and scale the business, they now... View Details
Keywords: Entrepreneurial Marketing; Home Improvement Services; Marketing Management; Scaling; Entrepreneurship; Marketing; Sales; Online Advertising; Latin America
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  • 26 Sep 2017
  • First Look

First Look at New Research and Ideas, September 26, 2017

https://cb.hbsp.harvard.edu/cbmp/product/717009-PDF-ENG Harvard Business School Case 117-070 Uber in 2017: One Bumpy Ride Uber Technologies Inc., the popular ride-hailing company, entered 2017 having doubled its bookings in 2016 and achieving a valuation of nearly $70... View Details
Keywords: Sean Silverthorne
  • 01 Mar 2024
  • News

In Harmony

comprehension portion of the English test; financial markets opened an hour later to ease traffic and make it easier for students to reach testing centers, where anxious parents bowed and prayed outside. When he arrived in the United... View Details
Keywords: Julia Hanna; photographs by Jun Michael Park; private equity; fiction; financial crisis; leadership; Korea

    Arthur Schleifer

    Keywords: automotive; computer; consumer products; financial services; grocery; insurance industry; manufacturing; marketing industry; restaurant; retailing; software; tire; tobacco; wine

      Roy D. Shapiro

      Roy D. Shapiro is the Philip Caldwell Professor of Business Administration at the Harvard University Graduate School of Business Administration.  He is currently the faculty co-chair of the School's Technology and Operations Management Unit... View Details

      • June 2018
      • Teaching Note

      Meridian Systems (Brief Case)

      By: Frank V. Cespedes and Michael J. Roberts
      Teaching Note for HBS No. 918-533. The key issues discussed in the Meridian teaching note concern sales force deployment: decisions about how to focus sales efforts with respect to territories, customers, and products. The teaching note explains the strengths and... View Details
      Keywords: Business Startups; Sales; Strategy; Salesforce Management; Organizational Structure; Technological Innovation; Marketing Strategy
      Related
      • 18 Mar 2013
      • HBS Case

      HBS Cases: LEGO

      great," he says. Thomke, the William Barclay Harding Professor of Business Administration, wrote the case with Harvard Business School's Jan W. Rivkin, the Bruce V. Rauner Professor of Business Administration, and Daniela... View Details
      Keywords: by Maggie Starvish; Entertainment & Recreation
      • 22 Feb 2010
      • Op-Ed

      Tragedy at Toyota: How Not to Lead in Crisis

      subject himself to intense questioning by regulators and the media. Then he should make a personal commitment to every Toyota customer to repair the damage, including buying back defective cars. 7: Go on... View Details
      Keywords: by William George; Auto
      • 02 Mar 2010
      • First Look

      First Look: March 2

      http://www.directorship.com/new-governance-paradigm/ One Strategy: Organization, Planning, and Decision Making Authors:Steven Sinofsky and Marco Iansiti Publication:John Wiley, 2010 An abstract is unavailable at this time. Book Abstract:... View Details
      Keywords: Martha Lagace