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    John T. Gourville

    John Gourville is the Albert J. Weatherhead, Jr. Professor of Business Administration at the Harvard Business School.  He joined the HBS Marketing Unit in 1995 after receiving his Ph.D. at the University of Chicago in marketing and behavioral research.  His most... View Details

    Keywords: agribusiness; biotechnology; consumer products; health care; high technology; medical supplies; pharmaceuticals; retailing
    • March 1994
    • Article

    Expropriation and Inventions: Appropriable Rents in the Absence of Property Rights

    By: J. Anton and Dennis Yao
    We analyze the problem faced by a financially weak independent inventor when selling a valuable, but easily imitated, invention for which no property rights exist. The inventor can protect his or her intellectual property by negotiating a contingent contract (with a... View Details
    Keywords: Innovation and Invention; Intellectual Property; Rights; Sales; Contracts; Negotiation
    Related
    • 13 Jan 2020
    • Blog Post

    Blending my Tech and Managerial Mindsets

    meteorologists and scientists to the experienced sales and marketing team, and help connect the dots of the... View Details
    • Teaching

    Overview

    By: Christina M. Wallace
    Christina Wallace teaches Launching Tech Ventures in the second-year MBA program and is co-course head for The Entrepreneurial Manager in the first-year MBA program. She created an Entrepreneurial Marketing course for HBS Online and regularly teaches entrepreneurship,... View Details
    • 07 Aug 2012
    • Research & Ideas

    Off and Running: Professors Comment on Olympics

    audience mix, as does the element of national pride that comes with victory and the emotional flag-raising ceremony that follows. The brand power of the Olympics is also fueled by business and View Details
    Keywords: Re: Multiple Faculty; Sports
    • September 1993
    • Supplement

    Manufacturing at ALZA: The Right Prescription? (C)

    By: Dorothy A. Leonard
    ALZA, a drug delivery company, considers marketing its own and other companies' products. The primary issue is whether to build an internal sales force focused on a few niche markets, to finance a sales force through alliances, or to acquire a marketing company. View Details
    Keywords: Mergers and Acquisitions; Product Marketing; Alliances; Research and Development; Salesforce Management; Business Strategy; Pharmaceutical Industry
    Related
    • 05 Jun 2018
    • First Look

    New Research and Ideas, June 5, 2018

    defined by its focus on innovation and marketing as well as the entrepreneurial spirit and vision of its founder, Dr. Pearse Lyons, who remained... View Details
    Keywords: Dina Gerdeman
    • 27 Jun 2017
    • First Look

    First Look at New Research and Ideas, June 27

    relationship between green business and governments. The struggles of entrepreneurial pioneers have rarely proved profitable, as they were forced to compete with conventional businesses that ignored negative... View Details
    Keywords: Sean Silverthorne
    • Web

    Fit Across the Value Chain - Institute For Strategy And Competitiveness

    amplify trade-offs when activities combine to reinforce your strategic position. If you make premium technology products, like Apple, you become even more distinctive when you offer a sophisticated sales force View Details
    • Web

    CSV in Practice - Institute For Strategy And Competitiveness

    HBS ISC Creating Shared Value CSV Creating Shared Value CSV Explained Emerging Topics CSV in Practice Published CSV Cases CSV in Practice Creating Shared Value in Practice Not all profit is equal—an idea that has been lost in the narrow, short-term focus of financial... View Details
    • 26 Mar 2019
    • First Look

    New Research and Ideas, March 26, 2019

    required that they act rapidly. However, they had divergent views on the path forward. Should they stay the course and focus on their core competencies, or should they rethink their approach to sales View Details
    Keywords: Dina Gerdeman
    • August 2003 (Revised August 2006)
    • Case

    I've Got Rhythm: Selling Cardiac Rhythm Management Devices

    By: Regina E. Herzlinger, William Lagor, Christopher Perry and Scott St. Germain
    The head of sales and marketing in a large medical devices firm must decide how to assign his sales force. He compares selling in the pharma, specialty pharma, and device industries and analyzes the reasons for the differences. View Details
    Keywords: Health Care and Treatment; Marketing Strategy; Industry Structures; Sales; Salesforce Management; Medical Devices and Supplies Industry
    Related
    • 12 Dec 2017
    • News

    Hal (MBA 1968) and Diane Brierley

    embarked on a path that would lead him to become a pioneer in database marketing and customer engagement. While working as a research assistant at HBS after graduation, Brierley agreed to help the... View Details
    • 08 Aug 2017
    • First Look

    First Look at Research and Ideas, August 8, 2017

    School Case 415-013 Novartis Pharmaceuticals Corp: Redefining Success in the U.S. (A) Over the course of a tumultuous weekend in April 2010, André Wyss was put in charge of Novartis Pharmaceuticals Corporation (NPC), the U.S. sales View Details
    Keywords: Sean Silverthorne
    • 2020
    • Chapter

    Business, Ethics and Institutions. The Evolution of Turkish Capitalism in a Comparative Perspective

    By: Asli M. Colpan and Geoffrey Jones
    This chapter offers a survey of the evolution of Turkish capitalism from the 19th century Ottoman Empire until the present day. It shows that Turkish business over the last century and a half was shaped in an institutional context similar to those in many developing... View Details
    Keywords: Business Groups; Capitalism; Entrepreneurship; Ethics; Government and Politics; History; Religion; Business History; Turkey; Central Asia; Middle East
    Related
    • 12 Sep 2012
    • Research & Ideas

    The Unexpected Link Between Cadavers and Careers

    nonprofit entrepreneurial ventures have begun to address the need for cadavers. Generally, recruiters for these ventures target those for whom death is likely to be top of mind. "They'll set up a stand at a retirees' convention, go... View Details
    Keywords: by Carmen Nobel; Education; Health
    • 14 Aug 2018
    • First Look

    First Look at New Research and Ideas, August 14, 2018

    emerged from its first sales season with two distinct customer segments: the High Net Worth (HNW) woman and the High Earner, Not Rich Yet (HENRY) woman. As it began to scale its operations, it had to decide... View Details
    Keywords: by Sean Silverthorne
    • 16 Jan 2018
    • First Look

    First Look at New Research and Ideas, January 16, 2018

    companies offer a direct stake in the company's performance through stock, a share in profits, or both. Companies with employee stock ownership plans report significantly higher sales growth and higher... View Details
    Keywords: Sean Silverthorne
    • 05 May 2003
    • Research & Ideas

    SEC Commissioner Sees “Healing and Reform”

    & Young's Jim Turley. "Celebrity CEOs and CFOs became cheerleaders for marketing and sales and forgot... View Details
    Keywords: by Catherine Walsh
    • 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 force by... View Details
    Keywords: Sean Silverthorne