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- All HBS Web (1,452)
- Faculty Publications (475)
- 26 Jul 2006
- Research & Ideas
The Strategic Way to Go to Market
supplier thinks about ways to get the product/service out to the customer. If the company achieves its sales goals, it lulls the company into the assumption that the channels must be right. For all you know an alternate channel might have... View Details
Keywords: by Sean Silverthorne
- 01 Sep 2004
- News
The Wisdom of Crowds
profile. “He refuses to use his name to get a dinner reservation,” said his roommate, Matt Bakal (MBA 2004). Zagat intends to expand Zagat Survey’s Web business (building Zagat.com’s content and capabilities) and its corporate sales... View Details
- 07 Oct 2019
- Sharpening Your Skills
How Companies Can Make Up with (Very) Unhappy Customers
Mark Zuckerberg delayed action and side-stepped responsibility. Two Million Fake Accounts: Sales Misconduct at Wells Fargo Coming out of the financial crisis, Wells Fargo was one of the world’s most successful banks. But then its View Details
- 09 Feb 2016
- First Look
February 9, 2016
Publisher's link: https://www.hbs.edu/faculty/Pages/item.aspx?num=50453 November 2, 2015 Harvard Business Review The Best Ways to Hire Salespeople By: Cespedes, Frank V., and Daniel Weinfurter Abstract—Companies typically spend more on hiring in View Details
Keywords: Sean Silverthorne
- 16 Nov 2020
- Blog Post
Flatiron School: Reflections from Summer 2020
paired with a beverage start-up based in Miami and helped the company make the pivot from B2B sales to DTC sales in the face of COVID disruptions by analyzing its marketing and the View Details
Keywords: All Industries
- 10 Jun 2002
- Research & Ideas
Disruption: The Art of Framing
required by that framing. We don't pretend to have all the answers to this vexing problem, but examining what sets the winners apart does offer some provisional lessons. Separate for better performance. Across the newspaper industry, high performers had one thing in... View Details
Keywords: by Clark Gilbert & Joseph L. Bower
- 22 Feb 2018
- News
My First Job
School. And I guess I was in the wrong place. Bruce Lockenhauer, 1987, section F. My first job out of college was being a sales rep for IBM, and they taught me a lot. I came in as an Econ major. They taught me about business. The most... View Details
- 22 Apr 2008
- First Look
First Look: April 22, 2008
cinema who worked to privatize Odra. There is potential in reinvigorating the former state-owned and operated Odra theater chain and also redeveloping portions of the associated real estate to retail, office, or residential. Purchase this... View Details
Keywords: Martha Lagace
- 24 Apr 2020
- News
Spreading the Love
2015), a bioengineer and entrepreneur, and Emilio LaTorre, Lovepop’s head of supply chain. The team also collaborated with working groups at Partners Healthcare (which operates Massachusetts General Hospital, Brigham and Women’s Hospital,... View Details
- Web
Leadership with purpose: Redefining success and impact with Satpal Singh (SELP—India 4, 2019) - Recruiting
challenges with renewed confidence. Complex issues felt more manageable, and I found myself approaching problems with a more strategic and holistic lens. My career has continued to evolve since SELP—India. As Country Head of Supply Chain during the pandemic, I... View Details
- October 1993 (Revised September 1994)
- Case
Catalina Marketing Corp.
By: David E. Bell, Walter J. Salmon and Dinny Starr
Catalina Marketing is a very successful marketing service firm. Their current customers include major supermarket retailers and consumer products manufacturers nation-wide. Catalina provides a unique way for these clients to distribute coupons for their products via... View Details
Keywords: Advertising; Information Management; Expansion; Product; Salesforce Management; Information Technology; Growth and Development Strategy; Customer Value and Value Chain; Advertising Industry
Bell, David E., Walter J. Salmon, and Dinny Starr. "Catalina Marketing Corp." Harvard Business School Case 594-026, October 1993. (Revised September 1994.)
- 15 Dec 2015
- News
Lovepop Woos The Sharks
make sure you have answers. You have to be solid on your numbers. You can’t say “Hey, let me turn to page three here to see what our sales were last year.” It has to all be in your head when you’re in front of the sharks. But it wasn’t... View Details
- September 2009 (Revised September 2009)
- Case
The Termination of U.S. Auto Dealerships in 2009
By: Das Narayandas, Kerry Herman and Sarah Morton
The case chronicles the sudden termination of many U.S. autodealers in the wake of the economic crisis in the fall of 2008. View Details
Keywords: Business Exit or Shutdown; Financial Crisis; Marketing; Distribution; Sales; Auto Industry; United States
Narayandas, Das, Kerry Herman, and Sarah Morton. "The Termination of U.S. Auto Dealerships in 2009." Harvard Business School Case 510-044, September 2009. (Revised September 2009.)
- July 1997 (Revised February 1998)
- Case
Aladdin Knowledge Systems
By: John A. Quelch
The founder, president, and CEO of a leading software security company has just announced the $5.1 million cash acquisition of a key competitor. As a result, his company becomes the market share leader in Europe and number two in the United States. But now, he and the... View Details
Keywords: Distribution; Marketing; Applications and Software; Globalization; Acquisition; Sales; Information Technology Industry; United States; Europe
Quelch, John A., and Robin Root. "Aladdin Knowledge Systems." Harvard Business School Case 598-018, July 1997. (Revised February 1998.)
- 01 Jun 2016
- News
Prima Datarina
season also looks strong, with record-breaking ticket sales for The Nutcracker on the books and Swan Lake still to come. “In the box office, we heard people on the phone shouting to their friend, ‘We pay that for Celtics tickets, we can... View Details
Keywords: Julia Hanna
- 03 Jun 2016
- News
Again in a Great City
Add the renewed growth of the US auto industry, which set all-time sales records in 2015 and helped Detroit’s unemployment rate drop to its lowest in 15 years; add the phenomenon that is Dan Gilbert, the billionaire businessman who made... View Details
Keywords: April White; photographed by Brian Kelly
- 01 Jun 2012
- News
Made in the USA
competition better than most. When asked how his $20 million, 100-employee operation has maintained its foothold when other small US manufacturers have faltered, Knott responds pointedly, “We keep our costs low.” ON A ROLL: Riverdale... View Details
- 29 May 2006
- Research & Ideas
Why CEOs Are Not Plug-and-Play
Michelin operations in Brazil and overseen the integration of the Goodrich-Uniroyal acquisition, Ghosn earned the nickname "le cost killer" for his role in the Renault turnaround. His Nissan revival plan included cutting... View Details
- 01 Apr 1999
- News
WSA Conference Focuses on Reaching Goals
Judy Haberkorn (111th AMP), president of Public and Operator Services at Bell Atlantic, to Pamela A. Thomas-Graham (MBA '88/JD '89), a partner at McKinsey & Company, to Joan Helpern, president and CEO of Joan & David Shoes, the conference... View Details
Keywords: Eileen K. McCluskey
- 04 Feb 2025
- Blog Post
Leadership with Purpose: Redefining Success & Impact with Satpal Singh (SELP—India 4, 2019)
more strategic and holistic lens. My career has continued to evolve since SELP—India. As Country Head of Supply Chain during the pandemic, I navigated operational complexities that taught me invaluable lessons in resilience and Later as... View Details