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  • All HBS Web  (4,066)
    • People  (5)
    • News  (810)
    • Research  (2,689)
    • Events  (20)
    • Multimedia  (48)
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← Page 40 of 4,066 Results →
  • August 2016 (Revised June 2017)
  • Case

Showpad

By: Frank V. Cespedes
Showpad is a growing startup whose founders are considering changes to spur growth. The options include changes to the product line, to pricing, and to sales management practices. View Details
Keywords: Business Startups; Growth and Development Strategy
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Cespedes, Frank V. "Showpad." Harvard Business School Case 817-006, August 2016. (Revised June 2017.)
  • January 2011 (Revised March 2011)
  • Case

Predictive Biosciences

By: Thomas R. Eisenmann, Jeffrey J. Bussgang and David Kiron
A small cancer diagnostics start-up is deciding whether to acquire a laboratory to make and sell its bladder cancer test or build its own manufacturing and sales team. View Details
Keywords: Mergers and Acquisitions; Factories, Labs, and Plants; Business Startups; Entrepreneurship; Health Testing and Trials; Growth and Development Strategy; Product Development; Biotechnology Industry
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Eisenmann, Thomas R., Jeffrey J. Bussgang, and David Kiron. "Predictive Biosciences." Harvard Business School Case 811-015, January 2011. (Revised March 2011.)
  • November 2022 (Revised June 2023)
  • Case

UGG Steps into the Metaverse

By: Shunyuan Zhang, Sharon Joseph, Sunil Gupta and Julia Kelley
In the fall of 2022, boot maker UGG and its parent company, Deckers, were working to position the brand in the nascent but fast growing metaverse. The metaverse, the online realm that individual users could navigate as digital avatars, was becoming more commercialized,... View Details
Keywords: Metaverse; Digital Marketing; Innovation and Invention; Marketing Channels; Marketing Strategy; Social Marketing; Internet and the Web; Apparel and Accessories Industry; Fashion Industry; Information Technology Industry; United States
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Zhang, Shunyuan, Sharon Joseph, Sunil Gupta, and Julia Kelley. "UGG Steps into the Metaverse." Harvard Business School Case 523-013, November 2022. (Revised June 2023.)
  • April 19, 2018
  • Article

4 Ways to Improve Your Content Marketing

By: Frank V. Cespedes and Russ Heddleston
In the past decade, content marketing has become a widely established practice. Companies have hired writers and chief content officers to run departments as well as create blogs and other materials—in the process, some have assured sales people that content marketing... View Details
Keywords: Marketing; Marketing Communications; Sales; Performance Improvement
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Cespedes, Frank V., and Russ Heddleston. "4 Ways to Improve Your Content Marketing." Harvard Business Review (website) (April 19, 2018).
  • January–February 2019
  • Article

Case Study: When Two Leaders on the Senior Team Hate Each Other

By: Boris Groysberg and Katherine Connolly Baden
In this fictional case, the CEO of a sports apparel manufacturer is faced with an ongoing conflict between two of his top executives. Specifically, the head of sales and the CFO are at each other’s throats and the tension is having a ripple effect on their teams and... View Details
Keywords: Interpersonal Conflict; Management Teams; Conflict Management
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Groysberg, Boris, and Katherine Connolly Baden. "Case Study: When Two Leaders on the Senior Team Hate Each Other." Harvard Business Review 97, no. 1 (January–February 2019).
  • August 2016 (Revised June 2017)
  • Case

InsideSales.com (A)

By: Frank V. Cespedes
This case focuses on growth requirements for a company moving from its base in SMB customers (Small and Mid-Sized businesses) to Enterprise customers (companies with more than 500 employees). It examines the differences in buying processes, product requirements,... View Details
Keywords: Business Organization; Customer Relationship Management; Marketing Strategy; Organizational Change And Adaptation; Organizational Design; Talent; Talent Management; Organizations; Growth Management; Sales; Salesforce Management; Corporate Entrepreneurship; Technology Industry; United States
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Cespedes, Frank V. "InsideSales.com (A)." Harvard Business School Case 817-018, August 2016. (Revised June 2017.)
  • 20 Jul 2016
  • News

To Increase Sales, Get Customers to Commit a Little at a Time

  • July 1999
  • Case

Restructuring General Motors North America (A): Pay-for-Performance

By: Malcolm S. Salter
Presents the new pay-for-performance scheme adopted by General Motors (GM) in its 1999 reorganization of its sales and marketing organization. Once in operation, many administrative problems developed requiring a reconsideration of the scheme's basic architecture. View Details
Keywords: Restructuring; Compensation and Benefits; Marketing; Organizational Change and Adaptation; Problems and Challenges; Sales; Auto Industry; North America
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Salter, Malcolm S. "Restructuring General Motors North America (A): Pay-for-Performance." Harvard Business School Case 800-027, July 1999.
  • September 1988 (Revised September 1993)
  • Case

Mrs. Fields Cookies

By: James I. Cash Jr.
Mrs. Fields Cookies is a small company selling freshly baked goods through privately owned specialty stores (each store sells only Mrs. Fields products). The company has about 8,000 employees worldwide and less than 150 information systems people for a unique leverage... View Details
Keywords: Acquisition; Information Management; Organizational Structure; Customer Relationship Management; Business Growth and Maturation; Networks; Internet and the Web; Food and Beverage Industry; Information Technology Industry
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Cash, James I., Jr. "Mrs. Fields Cookies." Harvard Business School Case 189-056, September 1988. (Revised September 1993.)
  • 09 May 2014
  • News

If the housing market can't find its mojo...

  • 20 May 2019
  • Research & Ideas

Activist CEOs Are Rising Up—and Their Customers Are Listening

When former Starbucks CEO Howard Schultz announced earlier this year he was thinking about running for president of the United States, it wasn’t a new idea. Past CEOs seeking the White House have included Carly Fiorina, Ross Perot, Herman Cain, Steve Forbes, Mitt... View Details
Keywords: by Michael Blanding
  • 02 Jun 2020
  • News

The Data Coach

  • April 2014 (Revised March 2015)
  • Case

GE and the Industrial Internet

By: Karim R. Lakhani, Marco Iansiti and Kerry Herman
CEO Jeff Immelt considers whether GE is moving fast enough on its new Industrial Internet initiative. The undertaking includes building out an Industrial Internet, connecting machines and devices, collecting their data and operations, and providing services to clients... View Details
Keywords: Technology; Operations Management; Strategy; Big Data; Business Analysis; Corporate Strategy; Digital Technology; Digital Innovation; General Management; General Strategy; Global Competitiveness; Global Strategy; Innovation; Innovation And Management; Industrial Internet; GE; Innovation and Invention; Information Technology; Analytics and Data Science; Air Transportation Industry; Energy Industry; Health Industry; Industrial Products Industry; Information Technology Industry; Manufacturing Industry; Medical Devices and Supplies Industry; Rail Industry; Transportation Industry; Technology Industry; North and Central America; Asia; Europe; Middle East; Latin America
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Lakhani, Karim R., Marco Iansiti, and Kerry Herman. "GE and the Industrial Internet." Harvard Business School Case 614-032, April 2014. (Revised March 2015.)
  • February 2008
  • Supplement

Terumo (C)

By: David Godes, Masako Egawa and Mayuka Yamazaki
This case provides a further update on the firm's decision regarding its U.S. sales strategy for its catheter products and the progress of Solution Pack. It also discusses the expansion of the firm's “Medical Pranex,” a unique facility offering training and meeting... View Details
Keywords: Strategy; Global Strategy; Sales; Medical Devices and Supplies Industry; United States
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Godes, David, Masako Egawa, and Mayuka Yamazaki. "Terumo (C)." Harvard Business School Supplement 508-070, February 2008.
  • February 2011 (Revised October 2018)
  • Case

ALAC International

By: Richard S. Ruback and Royce Yudkoff
ALAC was a small importer of specialty industrial chemicals. The case explores the different financing alternatives to facilitate the company's explosive growth in working capital. At the end of 2009, the company was awarded the United States distributorship for the... View Details
Keywords: Working Capital; Growth Management; Financing and Loans; Chemical Industry
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Ruback, Richard S., and Royce Yudkoff. "ALAC International." Harvard Business School Case 211-065, February 2011. (Revised October 2018.)

    Jacqueline Ng Lane

    Jackie Lane is an Assistant Professor in the Technology and Operations Management Unit at Harvard Business School and a co-Principal Investigator of the Laboratory for Innovation Science at Harvard (LISH) at the Digital Data Design Institute (D^3) at Harvard. She... View Details

    • 26 Aug 2009
    • Op-Ed

    Where Cash for Clunkers Ran Off the Road

    short term but, in reality, the promotion stole largely from future sales with taxpayers subsidizing over half a million new car sales that would have occurred anyway. C4C disrupted the even flow of supply... View Details
    Keywords: by John Quelch; Auto
    • March 1986 (Revised May 1989)
    • Case

    Wright Line, Inc. (B)

    After working unsuccessfully for three years with the new sales and distribution channels organization, Wright Line's managers assess their experience and restructure their marketing organization. View Details
    Keywords: Organizational Change and Adaptation; Marketing
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    Corey, E. Raymond. "Wright Line, Inc. (B)." Harvard Business School Case 586-143, March 1986. (Revised May 1989.)
    • April 1993 (Revised June 1994)
    • Supplement

    MathSoft, Inc. (B)

    By: V. Kasturi Rangan
    Describes the president's decision regarding MathSoft's marketing channels and communications methods, and the company's sales results during the next five quarters. The (A) case market response model is also updated. View Details
    Keywords: Communication Technology; Forecasting and Prediction; Curriculum and Courses; Learning; Knowledge Sharing; Growth and Development Strategy; Marketing Channels; Education Industry
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    Rangan, V. Kasturi. "MathSoft, Inc. (B)." Harvard Business School Supplement 593-095, April 1993. (Revised June 1994.)
    • January 2017 (Revised May 2019)
    • Case

    Kjell and Company: Motivating Salespeople with Incentive Compensation (A)

    By: Doug J. Chung
    Kjell & Company was a Swedish retail electronics chain. The company’s products consisted of home electronics and accessories. The company was noted for its excellent customer service and a fair “one-for-all” HR policy. Historically, the salespeople had been compensated... View Details
    Keywords: Salesforce Management; Compensation and Benefits; Change; Decision Making; Electronics Industry; Sweden
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    Chung, Doug J. "Kjell and Company: Motivating Salespeople with Incentive Compensation (A)." Harvard Business School Case 517-090, January 2017. (Revised May 2019.)
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