Sales Organization - Publications - Faculty & Research

Isaac Gimbel

In 1909, Gimbel built a Gimbel Brothers Department Store in New York City, which became a huge success. Building upon this success, Gimbel purchased a 16-story building in New York, to which he added three more floors to give Gimbel Brothers Department store 27 acres... View Details

Keywords: Retail

Richard W. Sears

After having much success selling a small order of watches he had come across while working as a telegrapher, Sears entered the merchandising business full time and devoted his business to rural, relatively poor farmers. Though Sears was known for his lack of View Details

Keywords: Retail

09 Feb 2016
First Look

February 9, 2016

signals, we consider the influence of singular sector-level triggers, which we call entrepreneurial beacons. We argue that the actions or outcomes of salient organizations attract and motivate entrepreneurs, thus increasing the rate of... View Details

Keywords: Sean Silverthorne

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Courses by Faculty - Course Catalog

Management, Strategy Fall 2025 Q2 1.5 Livia Alfonsi Negotiation Negotiation, Organizations & Markets Spring 2026 Q3Q4 3.0 Tomomichi Amano IFC: Japan; Exploring Japan's Innovation Ecosystem Strategy, Marketing January 2026 J 3.0 Innovation... View Details

October 1993 (Revised November 1994)
Case

Becton Dickinson & Co.: Multidivisional Marketing Programs

By: Frank V. Cespedes

In response to a potential competitive inroad at a key account, managers at Becton Dickinson are considering a multidivisional marketing effort. View Details

Keywords: Marketing Communications; Accounting Audits; Management; Supply Chain Management; Organizations; Sales; Change Management; Health Industry

Citation

Educators

Purchase

Gusto, Patreon, Boom Supersonic, Andela, Bustle, Customer.io, VRChat, and others. This portfolio was awarded #1 in VR /AR and frontier technology by Goldman Sachs, CB Insights, and Pitchbook. Brandon spent time in sales operations and... View Details

Keywords: Business Products and Services (B2B)

03 Sep 2009
What Do You Think?

Are Retention Bonuses Worth the Investment?

provide monetary incentives" (as opposed to) when something like uncertainty amidst a pending sale threatens the employees' motivation ." One irony here is that if the argument for retention bonuses is that the View Details

Keywords: by Jim Heskett

17 Mar 2022
Research & Ideas

Navigating Tradeoffs: How Purpose Becomes a Company's ‘Lighthouse in the Storm’

your ultimate goal, then you can try to think through: Where might you make investments? Where might you make decisions? Where might you prioritize one constituency over another? Because you’re clear about what it is that you as an View Details

Keywords: by Ranjay Gulati

01 Dec 2018
News

Ask the Expert: Gimme Shelter

crafting innovative ways to make that happen in the Bay Area, where median home prices sail north of $1 million. In Oakland, for example, the nonprofit used a little-known tool called the Chapter 8 Tax Sale to acquire 24 blighted,... View Details

Keywords: Jen McFarland Flint

01 Jun 2008
News

Alumni Books

while also respecting humanistic values. They lay out the positivist, social constructionist, and postmodernist perspectives on the theory of educational organization to help readers develop new ways of thinking about organizational... View Details

Keywords: Management

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Field Course: Value Creation in Small and Medium Firms - Course Catalog

small firms, leading “A” players 5. Sales and building sales organizations in small firms 6. Growth through acquisition 7. CEO prioritization and Culture 8. Capital allocation... View Details

08 Dec 2008
Research & Ideas

Thinking Twice About Supply-Chain Layoffs

It's the most wonderful time of the year—or that's how the song goes. But this year's decline in retail sales has resulted in definitely uncheery employee layoffs and payroll cuts, a trend that is likely to continue. While the vicious... View Details

Keywords: by Julia Hanna; Retail

01 Oct 1999
News

Eight Among Many: Robert F. Diromualdo

CEO of Borders Group, Inc. - which includes more than 250 Borders Books & Music superstores around the globe, 900 Waldenbooks stores throughout the United States, and Borders.com - DiRomualdo runs an organization that rang up $2.6 billion... View Details

Keywords: James E. Aisner

Web

Launching Tech Ventures - Course Catalog

a startup organization intended to effectively execute on running startup experiments? When should a seed stage startup recruit its first sales professional and what hiring criteria should they use? The... View Details

01 Jun 2014
News

Alumni and Faculty Books for June 2014

or industry. In three sections, it first examines all the key laws and regulations with which healthcare organizations must comply. In section two, it explores in detail the seven essential ingredients for a good compliance program. In... View Details

29 Aug 2006
First Look

First Look: August 29, 2006

Anton and Dennis A. Yao Periodical:Journal of Law, Economics and Organization (forthcoming) Abstract We examine the impact of patent infringement damages in an equilibrium oligopoly model of process innovation where the choice to infringe... View Details

Keywords: Sean Silverthorne

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Courses by Title - Course Catalog

back to top B Area Faculty Name Term Quarter Credits B2B Sales and Distribution Marketing, Entrepreneurial Management Lou Shipley Spring 2026 Q3 1.5 Building Trusted Organizations General Management Sandra... View Details

27 Dec 2015
Research & Ideas

The Most Popular Stories and Research Papers of 2015

compensation to enhance sales rep productivity and better manage the achievement of sales forecasts. Multi-Sided Platforms (493) Andrei Hagiu and Julian Wright study the economic tradeoffs that drive View Details

11 Oct 2004
Research & Ideas

Four Ways to Create Lasting Change

now work around here" had fundamentally changed. Some people in the organization remained skeptical about the seriousness of the customer service issues. Employees altered their behavior during the early days of excitement about the... View Details

Keywords: by Martha Lagace

01 Sep 2013
News

Passion & Purpose

expertise in technology was helpful because I didn't have preconceived notions of how things should be done.” Lee transformed a struggling software sales company into a global provider of IT products and services. Under her leadership,... View Details

Keywords: awards; Finance; Computer Systems Design and Related Services; Professional Services; Management, Scientific, and Technical Consulting Services; Professional Services

Publications