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- All HBS Web
(987)
- People (1)
- News (224)
- Research (628)
- Events (2)
- Multimedia (1)
- Faculty Publications (264)
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- October 2017 (Revised March 2020)
- Case
Medicetra Medtech Company, Inc.
By: Doug J. Chung
Medicetra MedTech Company is a dental equipment distributor, and senior management is deciding whether to implement a new incentive compensation program for the sales force. For many years, Medicetra had paid salespeople only a fixed salary. Although the current plan... View Details
Keywords: Sales Compensation; Sales Force Retention; Employee Fairness; Salesforce Management; Compensation and Benefits; Motivation and Incentives; Retention; Fairness; Performance Improvement
Chung, Doug J. "Medicetra Medtech Company, Inc." Harvard Business School Case 518-049, October 2017. (Revised March 2020.)
- Research Summary
Incorporating Price and Inventory Endogeneity in Firm-Level Sales Forecasting.
Forecasting firm-level sales is a key activity in top-down planning in most organizations. In the retailing industry, firms can use inventory and price to stimulate demand. Hence, standard time series methods for sales forecasting can be improved by incorporating... View Details
- 28 Jun 2007
- Working Paper Summaries
Alignment in Cross-Functional and Cross-Firm Supply Chain Planning
Keywords: by Santiago Kraiselburd & Noel Watson
- 25 Jan 2017
- Working Paper Summaries
The Effects of Quota Frequency on Sales Force Performance: Evidence from a Field Experiment
Keywords: by Doug J. Chung and Das Narayandas
- 22 Mar 2010
- Research & Ideas
One Strategy: Aligning Planning and Execution
Every firm has two strategies, we learn early on in the pages of One Strategy: Organization, Planning, and Decision Making. "Explicit" strategy is the one you read about in your company's planning memos and PowerPoint slides.... View Details
- October 1989 (Revised June 1993)
- Case
RKO Warner Video, Inc.: Incentive Compensation Plan
By: George P. Baker III
Details the design and implementation of an incentive bonus plan for video store managers. The problem for top management of the chain is to induce the store managers to "sweat the details," to keep the stores neat and well organized, and to deal courteously and... View Details
Keywords: Acquisition; Change; Strategic Planning; Performance Improvement; Sales; Management; Employee Relationship Management; Situation or Environment; Success; Motion Pictures and Video Industry; Entertainment and Recreation Industry
Baker, George P., III. "RKO Warner Video, Inc.: Incentive Compensation Plan." Harvard Business School Case 190-067, October 1989. (Revised June 1993.)
- 21 Nov 2016
- Research & Ideas
It Matters That Your CEO Doesn't Know Much About Sales
as a sales issue.” Planning and hiring To reap any of these benefits companies must develop links between the C-suite and the customer-facing side of the business. In his article, Cespedes offers two... View Details
Keywords: by Michael Blanding
- May 2014 (Revised March 2017)
- Case
Unilever's Lifebuoy in India: Implementing the Sustainability Plan
Unilever's new Global Brand VP must not only revitalize Lifebuoy soap's sagging market performance, but simultaneously impact the health of one billion people worldwide. The latter challenge comes from Unilever's new CEO who has introduced the Unilever Sustainable... View Details
Keywords: Multinational Management; Corporate Social Responsibility; Strategy Implementation; Marketing Strategy; Mission And Purpose; Change Management; International Business; Global; Fast-moving Consumer Goods; Soap; Corporate Social Responsibility and Impact; Health Care and Treatment; Environmental Sustainability; Global Strategy; Developing Countries and Economies; Beauty and Cosmetics Industry; Health Industry; India
Bartlett, Christopher A. "Unilever's Lifebuoy in India: Implementing the Sustainability Plan." Harvard Business School Case 914-417, May 2014. (Revised March 2017.)
- November 2019 (Revised April 2020)
- Case
Purple Innovation, Inc.: The Online to Offline Marketing Challenge
By: Elie Ofek and Nakisha Williams
This case focuses on Purple Innovation Inc. (Purple), a company that started out in the Direct to Consumer (DTC) mattress space. In late 2018, after a successful launch and IPO with sales predominantly originating from its website, Purple was looking to sustain its... View Details
Keywords: Offline Sales; Marketing Strategy; Digital Marketing; Growth and Development Strategy; Consumer Products Industry; Retail Industry
Ofek, Elie, and Nakisha Williams. "Purple Innovation, Inc.: The Online to Offline Marketing Challenge." Harvard Business School Case 520-040, November 2019. (Revised April 2020.)
- 18 Aug 2011
- Lessons from the Classroom
Business Plan Contest: 15 Years of Building Better Entrepreneurs
the Aldrich classrooms on the Harvard Business School campus where other people's ventures are the usual topic of discussion. Judges—a mix of angel investors, VCs, serial entrepreneurs, and industry executives—score the plans on criteria... View Details
- 10 Apr 2014
- Research & Ideas
John Kotter’s Plan to Accelerate Your Business
book, he follows how the accelerators are used by Paul Davidson, a top sales executive at a B2B tech firm, who was grappling with sales growth decline. Davidson shared four goals at the start of building the... View Details
Keywords: by Kim Girard
- fall 1985
- Article
A Theory of Salesforce Compensation Plans
By: R. Lal, A. K. Basu, V. Srinivasan and Richard Staelin
Lal, R., A. K. Basu, V. Srinivasan, and Richard Staelin. "A Theory of Salesforce Compensation Plans." Marketing Science (fall 1985). (Winner of TIMS College of Marketing. Award for Best Article in Marketing Science For the best marketing paper published in Marketing Science or Management Science presented by Institute of Management Sciences.)
- June 2010
- Case
FoldRite Furniture Company: Planning to Meet a Surge in Demand
By: Steven C. Wheelwright and Afarin Bellisario
Demand for folding and stackable chairs and tables at FoldRite Furniture Co. is unexpectedly strong. The company spent the previous two years improving manufacturing quality and efficiency, dropping poor-performing product lines, developing new products that are... View Details
Keywords: Manufacturing; Production Capacity; Production Scheduling; Risk Management; Growth Management; Production; Logistics; Order Taking and Fulfillment; Business Strategy; Manufacturing Industry; Consumer Products Industry; United States; Europe
Wheelwright, Steven C., and Afarin Bellisario. "FoldRite Furniture Company: Planning to Meet a Surge in Demand." Harvard Business School Brief Case 104-555, June 2010.
- October 2011 (Revised March 2012)
- Supplement
Cottle-Taylor: Expanding the Oral Care Group in India, Faculty Spreadsheet (Brief Case)
By: John A. Quelch and Alisa Zalosh
- summer 1986
- Article
Salesforce Compensation Plans in Environments with Asymmetric Information
By: R. Lal and Richard Staelin
Lal, R., and Richard Staelin. "Salesforce Compensation Plans in Environments with Asymmetric Information." Marketing Science (summer 1986). (Runner-up of the TIMS College of Marketing Award for the Best Article in Management and Marketing Science in 1986.)
- October 2011 (Revised March 2012)
- Supplement
Cottle-Taylor: Expanding the Oral Care Group in India, Student Spreadsheet (Brief Case)
By: John A. Quelch and Alisa Zalosh
- 28 Mar 2016
- Working Paper Summaries
Do Incentive Plans for Exemplary Employees Lead to Productive or Counterproductive Outcomes?
- May 2009 (Revised December 2009)
- Teaching Note
Reliance Baking Soda: Optimizing Promotional Spending (Brief Case)
By: John A. Quelch and Heather Beckham
Teaching Note to Briefcase 4128 View Details
- May 2011
- Case
The Morrison Company
By: Steven C. Wheelwright and Paul Meyers
The Morrison Company develops and manufactures radio frequency identification tags (RFID) known as smart labels for the retail and pharmaceutical industries. RFID technology is a fast-growing and increasingly competitive industry. Sales have risen dramatically over the... View Details
Keywords: Quantitative Analysis; Technology; Operations Management; Product Lines; Manufacturing; Capacity Planning; Production Planning; Information Technology; Strategy; Production; Organizational Structure; Infrastructure; Product Development; Information Infrastructure; Manufacturing Industry; Retail Industry; Pharmaceutical Industry; Electronics Industry
Wheelwright, Steven C., and Paul Meyers. "The Morrison Company." Harvard Business School Brief Case 114-564, May 2011.
- 02 Nov 2006
- Working Paper Summaries
Managing Functional Biases in Organizational Forecasts: A Case Study of Consensus Forecasting in Supply Chain Planning
Keywords: by Rogelio Oliva & Noel H. Watson