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  • February 2018
  • Supplement

Qualtrics (C)

By: Doug J. Chung and James M. Lattin
Qualtrics was an online survey research platform and since the beginning, the company had relied entirely on an inside sales model—sales done remotely without face-to-face contact with clients. The low-cost inside sales model, along with an emphasis on a strong sales... View Details
Keywords: Inside Sales Model; Sales; Strategy; Growth and Development Strategy; Organizational Change and Adaptation
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  • February 2018
  • Supplement

Qualtrics (B)

By: Doug J. Chung and James M. Lattin
Qualtrics was an online survey research platform and since the beginning, the company had relied entirely on an inside sales model—sales done remotely without face-to-face contact with clients. The low-cost inside sales model, along with an emphasis on a strong sales... View Details
Keywords: Inside Sales Model; Sales; Strategy; Growth and Development Strategy; Organizational Change and Adaptation
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  • 29 Mar 2016
  • First Look

March 29, 2016

https://www.hbs.edu/faculty/Pages/item.aspx?num=45842 Strategic Channel Selection with Online Platforms: An Empirical Analysis of the Daily Deal Industry By: Zhang, Lingling, and Doug View Details
Keywords: Sean Silverthorne
  • 01 Mar 2015
  • News

Research Brief: Political Capital

of campaigns, helping a candidate establish a lead that has him or her coasting, advertising can be the determining factor. “In a close election, advertising alone can be a difference maker.” “The Air War Versus the Ground Game: An Analysis of Multi-Channel Marketing... View Details
Keywords: Janelle Nanos; Executive, Legislative, and Other General Government Support; Executive, Legislative, and Other General Government Support; Executive, Legislative, and Other General Government Support; Executive, Legislative, and Other General Government Support
  • Article

Study: More Frequent Sales Quotas Help Volume but Hurt Profits

By: Doug J. Chung and Das Narayandas
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  • 01 Sep 2003
  • News

Class Day & Commencement

Class Day Student Speaker Brendan McGeever (MBA ’03). More Class Day and Commencement photos. Photography by Stuart Cahill and Thomas J.... View Details
Keywords: commencement; Colleges, Universities, and Professional Schools; Colleges, Universities, and Professional Schools
  • 13 Nov 2020
  • News

Faculty Focus Their Research on COVID-19 Issues

hospitality, and that savvy business leaders and landlords will begin to leverage healthier indoor spaces as a competitive advantage. Learning about Crisis Response from Chinese Companies View Details