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Show Results For
- All HBS Web
(4,065)
- People (5)
- News (810)
- Research (2,689)
- Events (20)
- Multimedia (48)
- Faculty Publications (1,849)
- 20 Aug 2013
- News
What went wrong at JC Penney?
- December 2007 (Revised July 2008)
- Case
MINI USA: Finding a New Advertising Agency (A)
Selling an intangible like advertising services is a difficult task. The first step is to understand how brands buy these services. What are they looking for? What do they need to learn? How do they go about assessing things like creativity, trust, and loyalty? This... View Details
Godes, David B. "MINI USA: Finding a New Advertising Agency (A)." Harvard Business School Case 508-041, December 2007. (Revised July 2008.)
- November 2018 (Revised January 2022)
- Case
JUUL and the Vaping Revolution
By: Michael W. Toffel, John Masko and Sarah Mehta
In late 2019, San Francisco-based electronic cigarette (e-cigarette) maker JUUL Labs (pronounced “jewel”) faced intense pressure. Sales of JUUL products exceeded $1 billion in 2018, dominating the e-cigarette category. While JUUL Labs’ stated goal was to help current... View Details
Keywords: Electronic Cigarettes; E-Cigarettes; Vaping; Nicotine Replacement; JUUL; Juuling; Advertising; Digital Marketing; Customers; Innovation and Invention; Marketing; Ethics; Brands and Branding; Marketing Communications; Marketing Strategy; Product Marketing; Corporate Social Responsibility and Impact; Social Issues; Information Technology; Technology Industry; San Francisco; California
Toffel, Michael W., John Masko, and Sarah Mehta. "JUUL and the Vaping Revolution." Harvard Business School Case 619-006, November 2018. (Revised January 2022.)
- June 2024 (Revised September 2024)
- Case
Driving Scale with Otto
By: Rebecca Karp, David Allen and Annelena Lobb
This case asks how startup founders make scaling decisions in light of their priorities for their business and for themselves. Otto was a technology company that applied artificial intelligence technology to sales. It deployed natural language processing to find sales... View Details
Keywords: Artificial Intelligence; Natural Language Processing; B2B; B2B Innovation; Scaling; Scaling Tech Ventures; Business Startups; AI and Machine Learning; Finance; Sales; Business Strategy; Growth and Development Strategy; Entrepreneurship; Information Technology Industry; United States; Cambridge; New York (city, NY); Spain
Karp, Rebecca, David Allen, and Annelena Lobb. "Driving Scale with Otto." Harvard Business School Case 724-407, June 2024. (Revised September 2024.)
- 2015
- Working Paper
Misconduct in Financial Services: Differences across Organizations
By: Jennifer Brown and Dylan Minor
We examine misconduct in financial services. We propose a theory in which experts extract surplus based on the value of their firm's brand and their own skills. Using sales complaint data for insurance agents, we find that agents working exclusively for large branded... View Details
Brown, Jennifer, and Dylan Minor. "Misconduct in Financial Services: Differences across Organizations." Harvard Business School Working Paper, No. 16-022, August 2015.
- December 2010 (Revised January 2013)
- Case
Triple Point Technology
By: Richard S. Ruback and Royce Yudkoff
The founding CEO of Triple Point Technology, Peter Armstrong, was considering the sale of the company. The company specialized in providing its clients with software used for transaction processing and risk management in various commodity markets. Triple Point... View Details
Keywords: Business Exit or Shutdown; Private Equity; Financial Management; Negotiation Offer; Sales; Valuation
Ruback, Richard S., and Royce Yudkoff. "Triple Point Technology." Harvard Business School Case 211-057, December 2010. (Revised January 2013.)
- March 2016 (Revised May 2018)
- Case
Reinventing Best Buy
By: John R. Wells and Gabriel Ellsworth
On March 1, 2017, Best Buy Company, Inc., North America’s largest retailer of consumer electronics and appliances, announced a third year of comparable-store sales increases and a 20.8% increase in domestic comparable online sales. These results were in marked contrast... View Details
Keywords: Best Buy; Hubert Joly; Renew Blue; Showrooming; Webrooming; E-commerce; E-Commerce Strategy; Online Retail; Multichannel Retailing; Omnichannel; Marketplaces; Turnaround; Consumer Electronics; Consumer Electronics Accessories; Appliances; Stores-within-stores; Store Experience; Store Size; Store Pickup; Store Management; Delivery; Delivery Models; Amazon; Amazon.com; Pricing Strategy; Business Subsidiaries; Business Units; Business Growth and Maturation; Business Model; For-Profit Firms; Customer Focus and Relationships; Customer Satisfaction; Entertainment; Film Entertainment; Games, Gaming, and Gambling; Music Entertainment; Television Entertainment; Theater Entertainment; Price; Profit; Revenue; Geographic Scope; Multinational Firms and Management; Business History; Cost; Selection and Staffing; Reports; Technological Innovation; Job Cuts and Outsourcing; Human Capital; Leading Change; Business or Company Management; Goals and Objectives; Growth and Development; Growth and Development Strategy; Management Teams; Brands and Branding; Product Marketing; Consumer Behavior; Demand and Consumers; Media; Distribution; Order Taking and Fulfillment; Distribution Channels; Infrastructure; Product; Service Delivery; Service Operations; Organizational Change and Adaptation; Public Ownership; Problems and Challenges; Programs; Groups and Teams; Sales; Salesforce Management; Strategy; Adaptation; Business Strategy; Competition; Competitive Advantage; Competitive Strategy; Corporate Strategy; Expansion; Information Technology; Information Infrastructure; Information Technology; Internet and the Web; Mobile and Wireless Technology; Internet and the Web; Applications and Software; Internet and the Web; Mobile and Wireless Technology; Resource Allocation; Computer Industry; Electronics Industry; Entertainment and Recreation Industry; Information Technology Industry; Retail Industry; Service Industry; Technology Industry; Telecommunications Industry; Video Game Industry; United States; Minnesota; Minneapolis; Saint Paul; St. Paul
Wells, John R., and Gabriel Ellsworth. "Reinventing Best Buy." Harvard Business School Case 716-455, March 2016. (Revised May 2018.)
- 31 Aug 2020
- News
State and Local Governments Peer Into the Pandemic Abyss
- April 1989 (Revised October 2005)
- Case
James Burke: A Career in American Business (A)
By: Richard S. Tedlow and Wendy Smith
Presents an historical overview of the professional career of James E. Burke, chairman and CEO of Johnson & Johnson. Examines the corporation's handling of three major occurrences--the Tylenol poisonings in 1982 and 1986 and the acquisition and subsequent sale of... View Details
Keywords: Business History; Marketing Strategy; Ethics; Personal Development and Career; Crisis Management; Consumer Products Industry; Health Industry; United States
Tedlow, Richard S., and Wendy Smith. "James Burke: A Career in American Business (A)." Harvard Business School Case 389-177, April 1989. (Revised October 2005.)
- April 1993 (Revised July 1994)
- Case
MathSoft, Inc. (A)
MathSoft's VP of sales has doubled the size of the company's direct field sales force to support the launch of a new, high-end workstation software product priced at almost $9,000. However, sales of the new product are far below plan. At the same time, the VP of... View Details
Keywords: Information Technology; Corporate Entrepreneurship; Applications and Software; Communication Strategy; Salesforce Management; Marketing Channels; Advertising; Product Launch; Information Technology Industry; Industrial Products Industry; United States
Rangan, V. Kasturi. "MathSoft, Inc. (A)." Harvard Business School Case 593-094, April 1993. (Revised July 1994.)
- April 2021
- Case
Distinct Software
By: Das Narayandas, Arijit Sengupta and Jonathan Wray
Distinct Software (disguised name), a global enterprise software company, is at an important point in its growth trajectory where the luster of its mantra of “grow and win at any cost” has dimmed with increasing competition and margin pressures. To help navigate its... View Details
Keywords: Artificial Intelligence; Marketing; Sales; Performance Productivity; Technological Innovation; AI and Machine Learning
Narayandas, Das, Arijit Sengupta, and Jonathan Wray. "Distinct Software." Harvard Business School Case 521-101, April 2021.
- February 2008 (Revised March 2008)
- Supplement
Terumo (B)
By: David Godes, Masako Egawa and Mayuka Yamazaki
This case provides an update on the firm's decision regarding its U.S. sales strategy for its catheter products and the progress of Solution Pack. View Details
Godes, David, Masako Egawa, and Mayuka Yamazaki. "Terumo (B)." Harvard Business School Supplement 508-069, February 2008. (Revised March 2008.)
- January 5, 2012
- Article
Internet Protocol Numbers and the American Registry for Internet Numbers: Suggested Guidance for Bankruptcy Trustees, Debtors-in-Possession, and Receivers
By: Stephen Ryan, Benjamin Edelman and Matthew Martel
Bankruptcy trustees, debtors-in-possession, and receivers are seeing an increase in efforts to sell Internet Protocol (IP) addresses, also referred to "IP Numbers." IP Numbers are the unique numeric identifiers associated with computers connected to the Internet. While... View Details
Ryan, Stephen, Benjamin Edelman, and Matthew Martel. "Internet Protocol Numbers and the American Registry for Internet Numbers: Suggested Guidance for Bankruptcy Trustees, Debtors-in-Possession, and Receivers." BNA's Bankruptcy Law Reporter (January 5, 2012).
- August 2000 (Revised September 2001)
- Case
Bausch & Lomb, Inc. (A)
Bausch & Lomb (B&L) instituted an aggressive sales program in the final weeks of its 1993 fiscal year that pushed a large amount of inventories onto distributors. The company recognized revenues on these products when they were shipped. A rewritten version of an... View Details
Miller, Gregory S., and Christopher F. Noe. "Bausch & Lomb, Inc. (A)." Harvard Business School Case 101-010, August 2000. (Revised September 2001.)
- December 2023
- Article
Looking Forward – To Better Strategy-Sales Coordination
By: Frank V. Cespedes
Business decisions are about tomorrow, not yesterday. A key to looking forward in most firms is the annual strategy meeting, where linking sales efforts with strategy is vital for implementation and profitable growth. But according to surveys, less than half of... View Details
Cespedes, Frank V. "Looking Forward – To Better Strategy-Sales Coordination." Top Sales Magazine (December 2023), 26–27.
- October 2017 (Revised July 2018)
- Case
Data Science at Target
By: Srikant M. Datar and Caitlin N. Bowler
Paritosh Desai joined Target.com in 2013 as VP of Business Intelligence, Analytics & Testing to explore how the retailer could use its relatively small but thriving e-commerce arm to drive sales and win customers. The case explores the technological and organizational... View Details
Keywords: Data Science; Analytics and Data Science; Organizational Change and Adaptation; Competitive Strategy; Problems and Challenges; Innovation Leadership
Datar, Srikant M., and Caitlin N. Bowler. "Data Science at Target." Harvard Business School Case 118-016, October 2017. (Revised July 2018.)
- December 2012 (Revised August 2020)
- Case
Rodan + Fields Dermatologists
By: Das Narayandas, Michael Roberts and Liz Kind
The case focuses on issues involved in managing the direct multilevel marketing sales consultants who sell R+F skin care products. The company is trying to better manage the inconsistent and highly variable recruitment behavior of the sales force i.e., the degree to... View Details
Keywords: Marketing; Salesforce Management; Recruitment; Compensation and Benefits; Consumer Products Industry; Beauty and Cosmetics Industry; California
Narayandas, Das, Michael Roberts, and Liz Kind. "Rodan + Fields Dermatologists." Harvard Business School Case 513-067, December 2012. (Revised August 2020.)
- January 2021 (Revised March 2022)
- Teaching Note
Maritz Automotive
By: Ashley V. Whillans and Lamar Pierce
This case focuses on Charlotte Blank, the Chief Behavioral Officer at Maritz, as she tries to assist a major automotive manufacturer (CarCo) with increasing their sales by prepaying monthly bonuses to independently franchised car dealers and clawing them back if the... View Details
- July 20, 2016
- Article
To Increase Sales, Get Customers to Commit a Little at a Time
By: Frank V. Cespedes and David Hoffeld
This article discusses what behavioral research does and does not tell us about factors that aid the "closing" of a sales call. View Details
Cespedes, Frank V., and David Hoffeld. "To Increase Sales, Get Customers to Commit a Little at a Time." Harvard Business Review (website) (July 20, 2016).