Sales Model - Publications - Faculty & Research

14 May 2020
Research & Ideas

What Leaders Can Do to Fight the COVID Fog

have the resources, ideas, and ability to quickly pivot the deployment our sales strategy in a new format? How are we going to differentiate when our new mode of communication is the same as everyone else?” Skills needed now: Making... View Details

Keywords: by Boris Groysberg and Robin Abrahams

01 Sep 2017
News

The Biggest Industry You’ve Never Heard Of

baseball and football first faced in the late 1800s; more contemporary models are extreme sports and professional poker, but neither was digital-first the way esports is. You can’t take anything for granted in this new world, Kennedy... View Details

Keywords: April White; illustration by Brian Stauffer; esports; Twitch; Performing Arts, Spectator Sports, and Related Industries; Arts, Entertainment

14 Nov 2006
First Look

First Look: November 14, 2006

currency. This reduced profitability because Clearwater's costs were in Canadian currency while its sales where largely in other currencies. The case also discusses the challenges of maintaining a sustainable fishery and uses the collapse... View Details

Keywords: Sean Silverthorne

14 May 2008
Research & Ideas

Getting Down to the Business of Creativity

professor Mary Tripsas introduces conceptual models to help students launch and creatively manage new businesses, including both stand-alone start-ups and ventures operating within an established organization. "Whenever a firm... View Details

Keywords: by Julia Hanna; Retail; Apparel & Accessories; Fashion; Entertainment & Recreation

06 Mar 2007
First Look

First Look: March 6, 2007

multi-sided business, its technology offering and early business model, its efforts to shift to a new model based on media distribution, and its chief competitors in that market space. Purchase this case:... View Details

Keywords: Martha Lagace

01 Apr 1996
News

Stewards of the Seventh Generation

chairing a two-year study - conducted by the London-based International Institute for Environment and Development and considered a model for other industries — called "Toward the Sustainable Paper Cycle: The Role of Sustainable Forestry,... View Details

Keywords: Marguerite Rigoglioso, Garry Emmons, Linda Goodspeed, and Elaine Gottlieb

Publications