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Show Results For
- All HBS Web
(1,038)
- News (188)
- Research (760)
- Events (2)
- Multimedia (1)
- Faculty Publications (279)
- 03 Jan 2007
- First Look
First Look: January 3, 2007
Kendall Square Research was a small competitor in the supercomputer industry. Sales grew rapidly in 1992 and early 1993 and the company sold stock to the public for the first time. Analysts forecast higher earnings for 1993, then the... View Details
Keywords: Sean Silverthorne
- 20 Feb 2014
- News
Managing the World’s Trouble Spots
and philanthropy and executive director of the Mattel Children's Foundation, based in El Segundo, California.) “Business can be the greatest force for good on this planet.” At ExecWB, Goodwin and his team recruit for-profit partners to... View Details
Keywords: Jill Radsken
- 20 Dec 2016
- Research & Ideas
The 10 Most Popular 'Cold Call' Podcasts
Madam C.J. Walker helped invent what have become staples of our modern country and economy: national sales forces, corporate social responsibility, and, yes, even basic haircare. Orphaned at age 8, married at 14, and widowed at 20 with a... View Details
Keywords: Re: Multiple Faculty
- 01 Mar 2006
- News
The Real Conflict
prices are significantly lower than its competitors. Assuming the company’s prices are 8 percent lower — at the low end of the estimates from various studies summarized in a recent report by Global Insight — and applying that to Wal-Mart’s domestic View Details
- 26 Sep 2017
- First Look
First Look at New Research and Ideas, September 26, 2017
Business Review What’s the Right Kind of Bonus to Motivate Your Sales Force? By: Chung, Doug J., and Das Narayandas Abstract—Companies typically compensate their sales View Details
Keywords: Sean Silverthorne
- 16 Sep 2002
- Research & Ideas
The Irrational Quest for Charismatic CEOs
work in exploring the forces that govern the process of CEO change. I have conducted research in four interrelated areas: factors that lead to vacancies in the CEO position; factors that affect the choice of successors; the role of market... View Details
Keywords: by Martha Lagace
- 18 Nov 2010
- Research & Ideas
GM’s IPO: Back to the Future
decision by the Bush White House to provide more than $20 billion to GM, Chrysler, and their financial subsidiaries, the auto task force put together by President Obama managed a restructuring of both companies at a breathtaking pace.... View Details
- Profile
Margo Cramer
intellectually fulfilling, "it wasn't a degree that took me in any specific direction." Immediately after graduation, Margo worked as a merchandising team and sales account manager at Commando, a women's luxury apparel brand.... View Details
- 25 Apr 2005
- Research & Ideas
New Learning at American Home Products
forced that company into bankruptcy. The acquisition further strengthened American Home Products's new animal health unit and its established prescription drug line. In 1987, predating the Robbins transaction and the View Details
- 04 Apr 2000
- Research & Ideas
The Right Way to Restructure Conglomerates in Emerging Markets
handle. It also poses practical problems. For instance, how easy is it to estimate a reliable breakup value for a business group in the middle of a fire sale and in the absence of a well-developed market for asset sales? But if... View Details
Keywords: by Tarun Khanna & Krishna Palepu
- 07 Apr 2003
- Research & Ideas
XTV: Xerox’s Attempted Recovery From “Fumbling the Future”
its critics within Xerox. One senior research manager felt that Documentum had "stolen" some of PARC's best work. He believed that much of Documentum's success had been achieved through sales to Xerox's top corporate accounts by... View Details
Keywords: by Henry Chesbrough
- 22 May 2020
- In Practice
Post-COVID Health Care: More Screens, Less Red Tape?
The coronavirus crisis forced health care providers to mobilize in ways few could have predicted six months ago, revealing not only the system’s weaknesses but its profound ingenuity. Within weeks, providers worldwide set up drive-through... View Details
Keywords: by Danielle Kost
- 01 Mar 2007
- News
Courting the Poor
A BETTER MOUSETRAP: At a Magazine Luiza virtual showroom, sales staff use computers to help customers make their purchases. Photo COURTESY MAGAZINE LUIZA The inspiration for a new case can strike at any time. For HBS associate professor... View Details
- 29 Oct 2000
- Research & Ideas
Building a Powerful Prestige Brand
committed. Even if they had wanted to sell in chain stores, the Lauders could not afford the large sales force necessary to service such outlets. Because she wanted to reach women who did not necessarily... View Details
- 23 Apr 2014
- HBS Case
Are Electronic Cigarettes a Public Good or Health Hazard?
and analysis," says Quelch. A Smoking Market Uncertainty over health data hasn't hurt the product's popularity. In 2013, electronic cigarettes tripled in sales in the US to approximately $3 billion. (The overall tobacco retail market... View Details
- 20 Mar 2007
- First Look
First Look: March 20, 2007
Working PapersIncorporating Price and Inventory Endogeneity in Firm-Level Sales Forecasting Authors:Saravanan Kesavan, Vishal Gaur, and Ananth Raman Abstract As numerous papers have argued, sales, inventory, and gross margin for a... View Details
Keywords: Martha Lagace
- 01 Aug 2001
- News
T.J. Dermot Dunphy (MBA '56)
made significant investments in research, technology, and a consultative sales force — all geared toward focusing Sealed Air on higher-margin, specialty solutions. He believes his most significant... View Details
- 14 Feb 2007
- Op-Ed
Tata-Corus: India’s New Steel Giant
was to supplement the customer-facing front-end in the developed markets, with a lower-cost back-end in an emerging market. That is, TCL was trying to buy a sales and marketing structure and a set of brands. Much like Tata is with Corus.... View Details
Keywords: by Tarun Khanna
- 24 Jul 2013
- Op-Ed
Detroit Files for Bankruptcy: HBS Faculty Weigh In
the income taxes paid by residents with good jobs, from the tolls paid by drivers, from property and sales taxes. Without revenue, costs can't be covered. Can cities with high liabilities expect to be bailed out and propped up without... View Details
- Web
Financial Management of Smaller Firms - Course Catalog
strategies including approaches to sales force management in the context of a smaller firm. We also learn about the special problems that confront smaller business such as customer concentration and... View Details