Promotional Sales - Publications - Faculty & Research

May 2017 (Revised March 2018)
Case

Predicting Consumer Tastes with Big Data at Gap

CEO Art Peck was eliminating his creative directors for The Gap, Old Navy, and Banana Republic brands and promoting a collective creative ecosystem fueled by the input of big data. Rather than relying on artistic vision, Peck wanted the company to use the mining of big... View Details

Citation

Educators

Purchase

January 2002 (Revised September 2022)
Case

Aqualisa Quartz: Simply a Better Shower

By: Youngme E. Moon and Kerry Herman

Harry Rawlinson is managing director of Aqualisa, a major U.K. manufacturer of showers. He has just launched the most significant shower innovation in recent history: the Quartz shower. The shower provides significant improvements in terms of quality, cost, and ease of... View Details

Keywords: Problems and Challenges; Product Launch; Consumer Behavior; Product Positioning; Technological Innovation; Decision Choices and Conditions; Sales; Strategy; Manufacturing Industry; Consumer Products Industry; United Kingdom

Citation

Educators

Purchase

November 1992 (Revised June 1994)
Case

Packaged Products Company: Handy-Pak Introduction

By: Frank V. Cespedes and Laura Goode

The product manager and the market research director for a new line of snacking nuts are reviewing options concerning the upcoming roll-out of the product. These options include changes in pricing, promotional plans, and salesforce incentives intended to build support... View Details

Keywords: Price; Marketing; Marketing Channels; Product Launch; Distribution; Planning; Research and Development; Sales; Salesforce Management; Alignment; Consumer Products Industry; Service Industry

Citation

Find at Harvard

December 2013
Case

Clique Pens: The Writing Implements Division of U.S. Home

By: Frank V. Cespedes and James Kindley

The Clique Pens Writing Implements division of U.S. Home is a manufacturer of a full line of pens, pencils, markers, and art supplies. Despite solid sales, division president Elise Ferguson has seen gross margins drop from 42% in 2010 to just over 36% in 2012 as a... View Details

Keywords: Production; Marketing Strategy; Distribution Channels; Compensation and Benefits; Sales; Manufacturing Industry; Consumer Products Industry

Citation

Educators

Purchase

26 Aug 2009
Op-Ed

Where Cash for Clunkers Ran Off the Road

short term but, in reality, the promotion stole largely from future sales with taxpayers subsidizing over half a million new car sales that would have occurred anyway. C4C... View Details

Keywords: by John Quelch; Auto

May 2013
Case

Wendy Peterson

By: Linda A. Hill and Alisa Zalosh

Wendy Peterson was recently promoted to Vice President of Sales at the Plano, Texas, office of AccountBack, an accounting software and services company. To penetrate a perceived market niche, Peterson hires Fred (Xing) Wu, whose familiarity with and access to Chinese... View Details

Keywords: Leadership; Conflict Management; Salesforce Management; Rank and Position; Performance Evaluation; Management Teams; Cross-Cultural and Cross-Border Issues; Accounting Industry; Texas

Citation

Educators

Purchase

February 2014 (Revised August 2014)
Case

3D Systems

By: Karim R. Lakhani and David Lane

In late 2013, Rajeev Kulkarni needed to decide how best to facilitate the emergence of a broad base of users and content to promote the sale of 3D Systems' consumer-focused 3D printers. As yet, neither the company nor users had identified an indispensable application... View Details

Keywords: 3D Printing; Business Ecosystems; 3D Systems; Growth and Development Strategy; Marketing Strategy; Copyright; Two-Sided Platforms; Product Development; Customization and Personalization; Manufacturing Industry

Citation

Educators

Purchase

January 2014 (Revised June 2014)
Case

23andMe: Genetic Testing for Consumers (A)

By: John A. Quelch and Margaret L. Rodriguez

On November 22, 2013, the direct-to-consumer genetic testing provider, 23andMe, received a letter from the U.S. Food and Drug Administration (FDA) ordering the company to halt the sale and promotion of its genetic testing kit. The FDA stated that the product was... View Details

Keywords: Public Health; Genome Testing; Health Care; Ancestry; 23andMe; Marketing; Product Launch; Health; Health Care and Treatment; Health Testing and Trials; Genetics; Strategy; Health Industry; United States

Citation

Educators

Purchase

November 2017
Teaching Note

Predicting Consumer Tastes with Big Data at Gap

By: Ayelet Israeli and Jill Avery

CEO Art Peck was eliminating his creative directors for The Gap, Old Navy, and Banana Republic brands and promoting a collective creative ecosystem fueled by the input of big data. Rather than relying on artistic vision, Peck wanted the company to use the mining of big... View Details

Citation

Purchase

19 Apr 2004
Research & Ideas

Birth of the American Salesman

the salesman's role in promoting goods was different from that of advertising. To use a military analogy common in the early twentieth century, advertising was a weapon for waging an air war, while salesmen were deployed as foot soldiers... View Details

Keywords: by Laura Linard

17 Jan 2017
First Look

First Look at New Research: January 17

Globalization and Business Applications Globalization in Historical Perspective By: Ghemawat, Pankaj, and Geoffrey Jones Abstract—This chapter explores the role that firms have played over time in promoting international trade and... View Details

Keywords: Sean Silverthorne

July 2012 (Revised August 2015)
Case

SOHO China: Design, Development, and Social Harmony

By: Arthur I Segel and Mukti Khaire

Founded in 1995 by Zhang Xin and her husband Mr. Pan Shiyi, SOHO China has developed into a world-class real estate development firm that has consistently delivered high-quality projects known for their cutting-edge designs and investment potential. Despite the... View Details

Keywords: Real Estate; Organizational Culture; Leasing; Design; Asset Management; Salesforce Management; Sales; Real Estate Industry; China

Citation

Educators

Purchase

25 Jan 2017
HBS Case

How Should Advertisers Respond to Consumer Demand for Whiter Skin?

explains, the prejudice seems to have a deeper impact on women, whose worth is more often judged by society on their appearance. (This is obvious from matrimonial ads that seek brides who are “fair and beautiful.”) Founders of Women of Worth (WOW), a nonprofit... View Details

Keywords: by Dina Gerdeman; Beauty & Cosmetics

08 Jun 2009
Research & Ideas

The Return of the Salesman

Throughout history salespeople have come in all sizes and stripes—peddlers, drummers, canvassers, agents, sales reps, and of course the iconic door-to-door salesman. But it's only been relatively recently that historians have focused... View Details

Keywords: by Sean Silverthorne; Retail

October 2018 (Revised February 2020)
Case

Commonwealth Bank of Australia: Unbanklike Experimentation

By: Ryan W. Buell and Leslie K. John

Email mking@hbs.edu for a courtesy copy.

In August 2017, Commonwealth Bank of Australia was looking for ways to differentiate itself from competing banks and was also trying to improve the financial well-being of... View Details

Keywords: Transparency; Experimentation; Banks and Banking; Credit Cards; Customer Focus and Relationships; Competitive Strategy; Banking Industry; Australia

Citation

Educators

Purchase

Forthcoming
Article

Crisis Interventions in Corporate Insolvency

By: Samuel Antill and Christopher Clayton

We model the optimal resolution of insolvent firms in general equilibrium. Collateral-constrained banks lend to (i) solvent firms to finance investments and (ii) distressed firms to avoid liquidation. Liquidations create negative fire-sale externalities. Liquidations... View Details

Keywords: Insolvent Firms; Government Intervention; Liquidation; Econometric Models; Insolvency and Bankruptcy; Policy

Citation

SSRN

September 2015 (Revised June 2018)
Case

Macy's: Evolution in the Sunshine State

By: Boris Groysberg, Das Narayandas, Benson P. Shapiro and Sarah L. Abbott

In 2009, Lee O'Rourke was promoted to district vice president in charge of Macy's newly created North Florida district. This district consisted of 11 stores located in the greater Orlando area and in the east coast towns of Daytona, Melbourne, Merritt Island, and Vero... View Details

Keywords: Human Capital; Managing Performance; Retail; Organization; Change Management; Leadership; Leadership Style; Leading Change; Marketing; Marketing Strategy; Management; Organizational Change and Adaptation; Performance Improvement; Retail Industry; United States

Citation

Educators

Purchase

September 2012 (Revised January 2013)
Case

J.C. Penney's 'Fair and Square' Pricing Strategy

By: Elie Ofek and Jill Avery

As a he gets ready to release 2nd quarter 2012 results, Ron Johnson, the new CEO of department store J.C. Penney, is reconsidering the dramatic changes he initiated for the business model and brand image of his company. A new pricing scheme he put in place in February,... View Details

Keywords: Change Management; Consumer Behavior; Management Teams; Business Model; Marketing Strategy; Price; Brands and Branding; Decision Making; Retail Industry; United States

Citation

Educators

Purchase

28 Feb 2011
Research & Ideas

The Importance of ‘Don’t’ in Inducing Ethical Employee Behavior

to the Ten Commandments, the vast majority (eight) of which dictate what thou shalt not do. Meanwhile, in virtually every other aspect of business there is a focus on what to do. Do meet sales projections. Do outperform competitors. Do... View Details

Keywords: by Carmen Nobel

February 2017
Case

Clear Channel (A): The Rise, 1972–2003

By: John R. Wells and Gabriel Ellsworth

At the end of 2003, Clear Channel Communications, Inc., a diversified media group with revenues of $8.9 billion, could claim leadership positions in all three of its main businesses. Clear Channel Broadcasting was the largest radio-station operator in the world, with... View Details