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- All HBS Web (1,455)
- Faculty Publications (475)
- 01 Jun 2008
- News
Alumni Books
management in colleges and universities. What the Customer Wants You to Know: How Everybody Needs to Think Differently about Sales by Ram Charan (MBA ’65, DBA ’67) (Penguin Group) To upgrade the productivity of a company’s View Details
Keywords: Management
- 01 Feb 2002
- News
Burger Art
kid-friendly container, was launched in late 2000 and is so popular, it's making a run at the sales crown seized by that upstart condiment, salsa. Furthermore, Adweek noted, it's "encouraging pint-size painters to add splashes of green... View Details
- 29 Aug 2006
- First Look
First Look: August 29, 2006
Using Judgmental Forecasts Authors:Vishal Gaur, Saravanan Kesavan, Ananth Raman, and Marshall L. Fisher Periodical:Manufacturing and Service Operations Management (forthcoming) Abstract Measuring demand uncertainty is a key activity in... View Details
Keywords: Sean Silverthorne
- 01 Mar 2014
- News
Cutting Edge
Walgreens' 500 Chicago-area stores. "I'm expecting that we'll triple sales and increase profits eight times over in the next three to four years," Silk says. "In truth, it's difficult to quantify how high we could go." View Details
- March 2008 (Revised May 2008)
- Case
Carlyle Japan (A)
By: David B. Godes, Masako Egawa and Mayuka Yamazaki
Tamotsu Adachi, Managing Director of Carlyle Japan, wants to formulate a strategy to improve his firm's ability to source high-quality deals at competitive valuations, or prices. Buyout funds like Carlyle typically have two deal phases: sourcing and monitoring. These... View Details
Keywords: Financial Instruments; Leveraged Buyouts; Supply Chain Management; Marketing Channels; Sales; Financial Services Industry; Japan
Godes, David B., Masako Egawa, and Mayuka Yamazaki. "Carlyle Japan (A)." Harvard Business School Case 508-092, March 2008. (Revised May 2008.)
- 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
Cespedes, Frank V. "Becton Dickinson & Co.: Multidivisional Marketing Programs." Harvard Business School Case 594-060, October 1993. (Revised November 1994.)
- 25 Apr 2005
- Research & Ideas
New Learning at American Home Products
pharmaceutical companies, American Home Products was first in sales and twenty-eighth in expenditures for R&D. Licensing strategy had been successful because the company could count on the existing nexus of different industries in... View Details
- 24 Apr 2014
- News
Leaning in for a more equitable world
included roles as vice president of Global Online Sales and Operations at Google, and as chief of staff to US Secretary of the Treasury Larry Summers. (Published April 2014) View Details
- 01 Dec 2022
- News
Case Study: Your Call Is Important to Us
appealing, then boosting the company’s sales and marketing capacity and acquisition tactics to suit each industry. The biggest challenge with this approach, Sambvani explains, is having enough resources for the View Details
- 01 Dec 2017
- News
Ask the Expert: Human Intelligence
Talla, which leverages AI to resolve low-level IT issues without the need for human support. That doesn’t immediately reduce costs for IT services, but it does drive employee productivity. And if you think about AI-enhanced sales or... View Details
Keywords: April White
- 27 Jun 2016
- News
Ulf Mark Schneider Has Plans to Make Nestlé Healthy
in 2015, compared with 4.2 percent rate for the group as a whole, while Nestlé is aiming to lift annual sales of health products to as high as 10 billion francs. The health operations also bring stronger... View Details
- 01 Mar 2004
- News
Ron Shaich’s Café Society
the attention of consumers on the go, fresh bread fans, and people looking for a place to relax with a cup of coffee in the afternoon. Expected to top $1 billion in sales this year, the publicly held Panera has also satisfied the... View Details
- 18 Feb 2013
- Research & Ideas
Breaking Through a Growth Stall
list of opportunities. With an amenable burn rate and enough throws, the venture will indeed stumble over value, but those "hits" can blind management to the limits of its sales process and prevent scaling. The results cascade... View Details
Keywords: by Sean Silverthorne
- 01 Oct 1999
- News
Q & A: Jeanne P. Jackson: A New Regime at Banana Republic
safari theme. We wanted to go to a much more contemporary canvas against which to place the product. Communication was the last piece, which was about advertising and training the sales associates to improve communication with our... View Details
- 15 Nov 2016
- News
Field Course Helps Nascent Entrepreneurs Connect with Customers
Entrepreneurial Sales and Marketing (ESM), a field course that debuted in spring 2016. “To a greater degree than in established firms, marketing and selling in entrepreneurial ventures are linked to product development and strategy... View Details
- 01 Jun 1998
- News
New Releases
retail sales will pass through a franchise chain; fully 96 percent of the American population has eaten at a McDonald's. Considering the astonishingly rapid growth of chains in recent years, it is not surprising that a comprehensive... View Details
- 01 Mar 2019
- News
Action Plan: Fruit of the Vine
authenticity, and consistency.” Don’t take sales for granted. “It sounds obvious, but if you make the wine, you’ve got to sell the wine. As a small business owner, you can really get into a trap of providing hospitality; people can love... View Details
Keywords: Ryan Jones
- 01 Jun 2002
- News
In VMI Partnerships, the Devil is in the Data
other words, if a retailer only gives the manufacturer warehouse stock information rather than actual sales data, or if the data is sent by fax instead of electronic transfer (which can be more efficiently verified), VMI may not pay off.... View Details
Keywords: Laura Singleton (MBA 1988)
- 03 Mar 2008
- Research & Ideas
Marketing Your Way Through a Recession
furnishings and home entertainment will hold up well, as uncertainty prompts us to stay at home but also stay connected with family and friends. Now may be the time to drop your weaker distributors and upgrade your sales force. 3.... View Details
Keywords: by John Quelch
- November 1992 (Revised May 1993)
- Case
American Mobile Satellite Corporation
By: Frank V. Cespedes and Laura Goode
American Mobile Satellite Corp. (AMSC) has a license to provide wireless mobile communications via satellite throughout the United States and 200 miles of coastal waters. The first satellite launch is scheduled for 1994 and, in the interim, AMSC is providing limited... View Details
Keywords: Wireless Technology; Decisions; Distribution Channels; Marketing Strategy; Product Development; Sales; Emerging Markets; Resource Allocation; Performance Capacity; Communications Industry; Information Technology Industry; United States
Cespedes, Frank V., and Laura Goode. "American Mobile Satellite Corporation." Harvard Business School Case 593-038, November 1992. (Revised May 1993.)