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  • All HBS Web  (28,851)
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  • Article

Sales Methodologies and Selling

By: Frank V. Cespedes
Sales methodologies play an important role. A common approach in a sales force allows for consistency, dissemination of best practices, acceleration of learning, and it helps the firm to scale because management then has common metrics to monitor and evaluate. However,... View Details
Keywords: Methodology; Sales; Analysis
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Cespedes, Frank V. "Sales Methodologies and Selling." Top Sales Magazine (November 2019), 26–27.
  • October 1976 (Revised October 1985)
  • Case

Washington Post (A)

Concerns the 1975 strike of the pressmen against the Washington Post. Illustrates the importance of past practices of both unions and management and collective bargaining. Also illustrates implementation problems associated with new technologies as well as problems... View Details
Keywords: Management Practices and Processes; Labor Unions; Journalism and News Industry; District of Columbia
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Fulmer, William E. "Washington Post (A)." Harvard Business School Case 677-076, October 1976. (Revised October 1985.)
  • November 1998 (Revised May 1999)
  • Teaching Note

Techniques of Creativity, The TN

By: Clayton M. Christensen
Teaching Note for Innovation and the General Manager course. View Details
Keywords: Creativity; Managerial Roles; Innovation and Invention
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Christensen, Clayton M. "Techniques of Creativity, The TN." Harvard Business School Teaching Note 699-027, November 1998. (Revised May 1999.)
  • April 2012
  • Case

Chapman International Inc.

By: David F. Hawkins
Management must make some accounting policy decisions to reach first-quarter earnings consensus. View Details
Keywords: Financial Statements; Decisions; Business Earnings; United States
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Hawkins, David F. "Chapman International Inc." Harvard Business School Case 112-098, April 2012.
  • 19 Sep 2011
  • News

Redefining the middle manager's job

  • October 1971 (Revised September 1983)
  • Case

Sturdivant Electric Corp.

By: Richard L. Nolan
A unit manager on a field computer installation job is faced with recurring conflict between a programmer and his immediate supervisor. View Details
Keywords: Planning; Rank and Position; Problems and Challenges; Conflict and Resolution; Attitudes; Jobs and Positions; Management Teams; Managerial Roles; Public Relations Industry; Computer Industry
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Nolan, Richard L. "Sturdivant Electric Corp." Harvard Business School Case 172-123, October 1971. (Revised September 1983.)
  • March 2020
  • Case

Cafe Kenya

By: Lynda M. Applegate and James T. Kindley
This case describes Café Kenya (CK), a Kenyan-based chain of casual quick-food restaurants. The chain was started in 2011 in Nairobi by Nekesa Kuria. Kuria started Café Kenya and grew it by reinvesting profits into company stores and through franchising. She also... View Details
Keywords: Restaurants; Entrepreneurship; Business Startups; Growth and Development Strategy; Kenya
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Applegate, Lynda M., and James T. Kindley. "Cafe Kenya." Harvard Business School Brief Case 920-551, March 2020.
  • 16 Jan 2011
  • News

Are You Cut Out for Management?

  • 25 Apr 2012
  • News

What Doesn't Motivate Creativity Can Kill It

  • Profile

Brittani Rettig

Your Twitter bio reads like that of a superhero ("Management consultant by day, fitness instructor & wellness blogger by night"). Can you tell us about your day and evening jobs? "By day I'm a manager at Deloitte... View Details
Keywords: Consulting; Services; Health Care

    Willis M. Emmons

    WILLIAM (WILLIS) EMMONS is Senior Lecturer and Director of the C. Roland Christensen Center for Teaching and Learning at Harvard Business School, a position he has held since 2004.  As Director of the Christensen Center, Emmons oversees programs to... View Details

    Keywords: airline; infrastructure industry; pharmaceuticals; telecommunications; utilities
    • Career Coach

    Simi Oyesanya

    Simi most recently worked in Tech Growth Equity at General Atlantic where she was a Senior Associate. Prior to that she worked in Venture Capital and was an Associate at McKinsey. In her first year she recruited for internships in investment View Details
    • 2017
    • Chapter

    Are Founder CEOs Good Managers?

    By: Victor Manuel Bennett, Megan Lawrence and Raffaella Sadun
    We investigate the management practices adopted by firms where the founders are also the CEOs using data from the World Management Survey. We find that founder CEO firms have the lowest management scores of any owner-manager pair type and that this difference is... View Details
    Keywords: Management Practices and Processes; Performance
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    Bennett, Victor Manuel, Megan Lawrence, and Raffaella Sadun. "Are Founder CEOs Good Managers?" Chap. 4 in Measuring Entrepreneurial Businesses: Current Knowledge and Challenges. Vol. 75, edited by John Haltiwanger, Erik Hurst, Javier Miranda, and Antoinette Schoar, 153–185. Studies in Income and Wealth (NBER). Chicago: University of Chicago Press, 2017.
    • June 1995
    • Case

    Northern Telecom and Tong Guang Electronics (A1): Getting to Know Each Other

    By: Rosabeth M. Kanter and Pamela A. Yatsko
    In its second year of operation, the joint venture between Northern Telecom (Nortel) of Canada and Tong Guang Electronics of China to manufacture telecommunications equipment in China has hit a crisis. The Chinese partner has asked Northern Telecom to replace its... View Details
    Keywords: Mobile and Wireless Technology; Joint Ventures; Change Management; Organizational Culture; Crisis Management; Financial Crisis; Job Cuts and Outsourcing; Leadership; Telecommunications Industry; Manufacturing Industry; Canada; China
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    Kanter, Rosabeth M., and Pamela A. Yatsko. "Northern Telecom and Tong Guang Electronics (A1): Getting to Know Each Other." Harvard Business School Case 395-081, June 1995.
    • 12 Sep 2023
    • Research & Ideas

    How Can Financial Advisors Thrive in Shifting Markets? Diversify, Diversify, Diversify

    wealth management. The number of financial advisory firms grew 41 percent to more than 15,000 between 2015 and 2021, according to Barron’s. Every April, Dimensional Fund queries hundreds of financial advisers across the globe, who together View Details
    Keywords: by Ben Rand; Financial Services
    • January 1998 (Revised March 1998)
    • Case

    Viacom, Inc.: Carpe Diem (Condensed)

    By: Joseph L. Bower and Thomas R. Eisenmann
    Viacom has built a powerful position in the global entertainment industry through skillful and bold acquisitions. Now its expansion is challenged by the moves of Rupert Murdoch's News Corp. Different businesses within Viacom have contradictory positions on how to deal... View Details
    Keywords: Acquisition; Cost vs Benefits; Decisions; Entertainment; Competition; Corporate Strategy; Expansion; Entertainment and Recreation Industry
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    Bower, Joseph L., and Thomas R. Eisenmann. "Viacom, Inc.: Carpe Diem (Condensed)." Harvard Business School Case 398-086, January 1998. (Revised March 1998.)
    • 23 Jul 2012
    • News

    Companies and Investors Should See More of Each Other

    • 28 Mar 2016
    • Video

    The Qualities That Define a Leader

    • Sep 13 2019
    • Testimonial

    Advancing Beyond Strong Leadership

    • Sep 09 2019
    • Testimonial

    Leading the Way in the Entertainment Industry

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