Sales Force Retention - Publications - Faculty & Research

21 Nov 2017
News

Alumni Peer into the Future of Energy

generation. When you have an oil company saying that, by 2030, one-third of all car sales are going to be electric vehicles [EVs]—an oil company actually admitting that to themselves and to the public—then real change is afoot. “When we... View Details

Keywords: Margie Kelley; solar power; wind power

01 Dec 1997
News

Making Real Progress in the Middle East: The Bottom-Up, Economic Solution

States to the Jordanians. Proof of the venture's strategic benefits are apparent in sales that top $10-million in the first year of operation and are expected to exceed $25-million in the second. Collaborative ventures such as Century... View Details

Keywords: Michael Porter, Yagil Weinberg, and Noreena Hertz

01 Jan 2007
News

Hansjörg Wyss, MBA 1965

sales force and establishing training courses in the United States for surgeons interested in learning the new techniques of bone fixation. More recently, he led the firm's global expansion by acquiring the... View Details

08 Jul 2014
First Look

First Look: July 8

ambiguity, motivated blindness, conflicts of interest, the slippery slope, and efforts of others to mislead us. As a manager, you can develop your noticing skills by acknowledging responsibility when things go wrong rather than blaming external View Details

Keywords: Carmen Nobel

Web

2025 Reunion Presentations - Alumni

Changing Senior Lecturer Frank Cespedes + More Info - Slides – Less Info - Slides Selling and sales management requirements are changing quickly and are having an impact on other activities in companies. But key facts about View Details

21 Nov 2005
Research & Ideas

The Geography of Corporate Giving

Academy of Management Review, HBS professor Christopher Marquis and coauthors Gerald Davis and Mary Ann Glynn develop a framework for understanding an important aspect of this issue: how social and governmental forces in local communities... View Details

Keywords: by Sean Silverthorne

01 Dec 2007
News

Lighten Up

really good sales force to crack certain accounts,” such as large dealers of outdoor gear. The Timberland deal has given GoLite room and money to grow. “Both Timberland and we are committed to GoLite’s... View Details

Keywords: Kathryn Jones; Sporting Goods, Hobby, Musical Instrument, and Book Stores; Retail Trade

10 Jan 2005
Research & Ideas

Motivation and the Cross-Sector Alliance

sales force totaling 270,000 saleswomen—that the company called "associates" (colaboradoras). The "power of relationships," grounded on the emotional link with its brand, was the essence... View Details

Keywords: by James Austin, Ezequiel Reficco & SEKN research team

03 Sep 2013
First Look

First Look: September 3

lawyers inevitably start to keep work to themselves as the firm navigated an ever-more competitive environment? Purchase this case: http://hbr.org/search/414022-PDF-ENG Harvard Business School Case 513-097 Singapore Metals Limited Singapore Metals Limited (SML) has... View Details

Keywords: Sean Silverthorne

29 Aug 2018
News

The Value of Valleys

I fell in love again. Three months later they called and invited me to come run sales in Latin America. I had never in sales. I needed to speak Spanish and Portuguese. I spoke in neither language, but we packed up our bags. My husband... View Details

01 Oct 1998
News

Andresen Becomes First European and First Exec. Ed. Graduate to Endow HBS Professorship

plants in Germany, Holland, and South Africa, "all with very little bank debt," according to Andresen. Its work force expanded from 70 to over 600, and the company enjoyed the highest productivity rate among machinery businesses in... View Details

09 Mar 2010
First Look

First Look: March 9

for sovereign debts are minimal since little can be used as collateral and the ability of a court to force a sovereign entity to comply has been extremely limited, especially given the lack of a supranational legal authority capable of... View Details

Keywords: Martha Lagace

01 Mar 2011
News

Making Their Way

could well be a case study about an American manufacturer’s adaptation to the forces of globalization. Back in the 1990s, when the U.S. economy was in a high-tech, dot-com frenzy and China’s experiment with export-driven market economics... View Details

Keywords: Garry Emmons; Electrical Equipment, Appliance, and Component Manufacturing; Manufacturing; Fabricated Metal Product Manufacturing; Manufacturing; Rail Transportation; Transportation

Web

Timeline - Race, Gender & Equity

demonstrates the first television 1929 Forced deportation and family separations of 2,000,000 Mexican-Americans. Estimates indicate 60% were American citizens The New Deal in Three Minutes Anti-Latino Discrimination in America America’s... View Details

01 Jun 2006
News

One-on-One with Tom Oreck

grounding in every aspect of the business. “I like to tell people that I rose up the ranks through the sheer force of nepotism,” he deadpans with self-deprecating humor. He made HBS his last training stop before taking over as president... View Details

Keywords: Roger Thompson; Clothing and Clothing Accessories Stores; Retail Trade

30 Jan 2007
First Look

First Look: January 30, 2007

interviews with executives and officials around the globe, Vietor provides concentrated examinations of different approaches to government facilitation of development. Individual chapters focus on the unique social, economic, cultural, and historical View Details

Keywords: Martha Lagace

06 Nov 2000
Research & Ideas

The Determinants of Corporate Venture Capital Success

emphasis toward xerography characterized the Haloid Company in the 1950s. In 1961, in recognition of the spectacular growth of sales engendered by the first plain-paper copier, the firm was renamed the Xerox Corporation. In response to... View Details

Keywords: by Paul Gompers & Josh Lerner

01 Sep 2009
News

Read All About It!

the 1930s, for example, per-person movie ticket sales were seven times higher than at the end of the 1990s. Fox Photos/Getty Images In the sweep of U.S. history, consumption had been a force for great... View Details

Keywords: Garry Emmons; Colleges, Universities, and Professional Schools; Educational Services; Publishing Industries (except Internet); Information

26 May 2015
First Look

First Look: May 26

serve as the glue across functions and business units. But without clarity about strategy and the ability to articulate strategy, people can only pick up random, disconnected cues about priorities, and alignment is then hit-and-miss, especially when it comes to linking... View Details