Sales Effectiveness - Publications - Faculty & Research

20 Mar 2007
First Look

First Look: March 20, 2007

the impact of inventory on sales and the interrelationship between gross margin and inventory. We also estimate the effects of exogenous explanatory variables such as store growth, proportion of new... View Details

Keywords: Martha Lagace

16 Aug 2010
Lessons from the Classroom

HBS Introduces Marketing Analysis Tools for Managers

that managers deliver ROI from their marketing investments; therefore, quantifying the effects of marketing decisions is imperative. At the same time, customer relationship management (CRM) software and emerging Web 2.0 applications are... View Details

Keywords: by Sarah Jane Gilbert

October 2009 (Revised March 2012)
Case

Nettwerk: Digital Marketing in the Music Industry

By: John A. Deighton and Leora Kornfeld

How is music marketed in the digital era? Nettwerk Music Group built on its foundation as a social, grassroots marketer of music and artists and emerged as a leader in the Internet-enabled social media environment. For most of the past decade Nettwerk CEO Terry McBride... View Details

Keywords: Music Entertainment; Product Marketing; Network Effects; Sales; Social and Collaborative Networks; Online Technology; Media and Broadcasting Industry; Music Industry

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22 Jun 2011
Sharpening Your Skills

Sharpening Your Skills: Motivation

into the most effective way to design a compensation plan, concentrating on whether bonuses boost sales productivity and whether they should be awarded quarterly or annually. Research, focusing on the View Details

Keywords: Re: Multiple Faculty

19 Jul 2004
Research & Ideas

Why Innovations Sit on the Shelf

it's also the reason why many technically excellent innovations get stuck inside an organization and never make it to market. According to our studies, the most effective way for a leader to realign his company is to facilitate open and... View Details

Keywords: by Michael Beer, Russell Eisenstat & Derek Schrader

24 Apr 2006
Research & Ideas

Managing Alignment as a Process

standard for workers in construction, farming, and other professions that require strenuous outdoor labor. SMI built a successful national sales base from its headquarters in Massachusetts by establishing channels with large department... View Details

Keywords: by Robert S. Kaplan & David P. Norton; Apparel & Accessories; Fashion; Consumer Products; Retail

02 May 2011
Research & Ideas

Casino Payoff: Hands-Off Management Works Best

researchers and practitioners alike: What is the proper balance to be struck by a business between encouraging autonomy so that employees can ignore red tape to serve the customer quickly and efficiently, and mitigating the risk that they'll make bad decisions? A new... View Details

Keywords: by Dennis Fisher; Entertainment & Recreation

C. Peter McColough

Working at Xerox for over three decades, McColough was instrumental in leveraging the company’s unique technology and product line. His sales and marketing efforts helped to establish the company as a worldwide leader in office equipment.... View Details

Keywords: Fabricated Goods

11 Jan 2000
Research & Ideas

Calling All Managers: How to Build a Better Call Center

they go beyond earlier research to look at the broad context of call center service delivery. "Although much literature has recently been written about various ways to steer customer interactions to sale opportunities," write... View Details

Keywords: by Martha Lagace; Service; Financial Services

02 Mar 2015
Research & Ideas

‘Retail Revolution’ Excerpt: The Scale of the Ecommerce Threat

threat is different from what retailers have faced in the past. Although Walmart took an enormous amount of market share in a diverse set of categories, many retailers were able to respond to and effectively co-exist with Walmart. Related... View Details

Keywords: Re: Rajiv Lal; Retail

05 Dec 2007
Sharpening Your Skills

Sharpening Your Skills: Managing Marketing

Cannibalizing Direct Sales? Working Paper: Adding Bricks to Clicks—The Effects of Store Openings on Sales through Direct ChannelsConsider a retailer who operates both brick-and-mortar stores and direct... View Details

12 Jun 2006
Research & Ideas

The Promise of Channel Stewardship

makers for change. The focus is on quantitative targets; channel tactics for effecting sales transactions are taken for strategy. No one has an eye on the go-to-market system as a whole, and no one steps... View Details

Keywords: by V. Kasturi Rangan & Marie Bell; Consumer Products

01 Sep 2014
News

Book Review: Getting Beyond Yes

The Choices, Systems, and Behaviors that Drive Effective Selling, Frank V. Cespedes laments the fact that sales and strategy rarely make a joint and complementary appearance in MBA classrooms or academic... View Details

Keywords: Maureen Harmon; faculty research; faculty books

05 Dec 2006
First Look

First Look: December 5, 2006

http://www.hbsp.harvard.edu/b01/en/common/item_detail.jhtml?id=107028 The Virtual Entrepreneurial Team Exercise—VETE; Overview and Instructions for Participants Harvard Business School Note 806-158 PublicationsCRM Implementation: View Details

Keywords: Sean Silverthorne

01 Jun 2018
News

Case Study: Tip the Scale

last year—led to a partnership with a bank, which has since helped them acquire two more locations. Where they are today: The growth trajectory was slower than Kimmel may have wanted, but it’s still pointing upward. “We had $2 million in View Details

19 Jul 2016
First Look

July 19, 2016

proposals on material versus immaterial issues affect firms’ subsequent ESG performance and market valuation. We find that 58% of the shareholder proposals in our sample are filed on immaterial issues. We document that filing shareholder proposals is View Details

Keywords: Sean Silverthorne

22 Oct 2018
Sharpening Your Skills

Motivate Me, Please

governments to get citizens to do the right thing. Hiding From Managers Can Increase Your Productivity Forget management by walking around. Decreasing workplace transparency can increase worker productivity. Money and Quotas Motivate the View Details

Keywords: by Sean Silverthorne

John Stuart

Having started in the cereal business as a sweeper at Quaker Oats, Stuart always paid attention to details and to the efficiency with which his father managed the company. His first major task at Quaker Oats was to create a more effective... View Details

Keywords: Food & Tobacco

23 Apr 2014
HBS Case

Are Electronic Cigarettes a Public Good or Health Hazard?

When electronic cigarettes first appeared a little over a decade ago, they were hailed by many as a godsend: a tool to help smokers quit while mitigating the most harmful effects of tobacco. "The [e-cigarette] market is producing, at... View Details

Keywords: by Michael Blanding; Food & Beverage; Advertising

September 2010 (Revised August 2011)
Background Note

Pricing, Profits, and Customer Value

By: Frank V. Cespedes, Benson P. Shapiro and Elliot B. Ross

This note discusses how some firms (start-ups and established companies) maximize customer value and profits via their pricing processes. It is aimed at companies that compete on the basis of performance initiatives rather than absolute cost advantages and low price.... View Details

Keywords: Customer Focus and Relationships; Customer Value and Value Chain; Cost; Price; Profit; Performance Effectiveness; Sales; Competitive Strategy

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