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Publications

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  • All HBS Web  (1,454)
    • People  (1)
    • News  (354)
    • Research  (984)
    • Events  (2)
  • Faculty Publications  (475)

Show Results For

  • All HBS Web  (1,454)
    • People  (1)
    • News  (354)
    • Research  (984)
    • Events  (2)
  • Faculty Publications  (475)
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  • 17 May 2016
  • First Look

May 17, 2016

based on the color of a person's skin through its “Dark is Beautiful” campaign—endorsed by well-known actor-director Nandita Das. However, despite the recent guidelines on advertising of skin-lightening products, many Indians still aspire to have fair skin. The View Details
Keywords: Sean Silverthorne
  • Web

Private Equity Finance - Course Catalog

equity firm, leading a private-equity owned operating company, investing in private equity as limited partners, or providing advisory services to private equity firms. This course is also appropriate for all students who are interested in... View Details
  • 12 Jun 2006
  • Research & Ideas

The Promise of Channel Stewardship

The various components of a channel (whether within a supplier or within a third-party vendor) may be able to improve operations by taking advantage of new technologies, but usually there is no one at the helm guiding the activities of... View Details
Keywords: by V. Kasturi Rangan & Marie Bell; Consumer Products
  • 01 Jun 2001
  • News

Q&A: Donna Dubinsky

as CEO and president of Palm Computing and a decade as a marketing and logistics executive at Apple and its spin-off Claris, Dubinsky cofounded Handspring. As the company’s CEO, she oversees development, production, and marketing of the Visor, a popular PDA that is... View Details
Keywords: Julia Hanna; PalmPilot; Apple; Telecommunications; Information
  • 26 Jan 2010
  • First Look

First Look: Jan. 26

tariff reduction, and an increase in the extent to which the sales of affiliates in reforming countries are directed towards other reforming countries. Analysis of firm-level responses to the creation of the ASEAN free trade agreement... View Details
Keywords: Martha Lagace
  • 10 Apr 2007
  • First Look

First Look: April 10, 2007

when, in the midst of sales and operational problems and financial pressures, her CEO announces that he will be leaving the company in a matter of months. Purchase this case:... View Details
Keywords: Martha Lagace
  • 04 Jun 2024
  • Blog Post

Finding Alignment to Make Impact: Layla Ramirez (MBA 2017)

Ramirez learned how to operate a nonprofit organization like a profitable business. From operations and technology to sales and marketing, she dug in deeply to bring the best... View Details
  • 01 Mar 2006
  • News

The Little Ice-Cream Company That Could

driving the Porsche as his company car. “With God as my witness, that’s what happened,” says Rogers, who still seems amazed by the turn of events. Taking Dreyer’s National When Rogers and Cronk took over on May 20, 1977, Dreyer’s was a $6-million-a-year View Details
Keywords: Roger Thompson; Food Manufacturing; Manufacturing
  • August 2019 (Revised August 2020)
  • Case

Magrabi: Fulfilling the Vision for the Future

By: John Beshears, Alpana Thapar and Boris Tsimerinov
In 2018, Magrabi was the leading retailer of eyeglasses, sunglasses, and other optical products in the Middle East, and it was embarking on a major shift in strategy, transitioning from a brand focused on clinical expertise to a brand that combined technical excellence... View Details
Keywords: Brands and Branding; Transition; Luxury; Sales; Service Delivery; Strategy; Employees; Recruitment; Consumer Products Industry; Retail Industry; Middle East
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Beshears, John, Alpana Thapar, and Boris Tsimerinov. "Magrabi: Fulfilling the Vision for the Future." Harvard Business School Case 920-009, August 2019. (Revised August 2020.)
  • 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
  • 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
  • 01 Sep 2017
  • News

Starting Lineup: Power Plays

Grana (MBA 2009) and Paul Gibbs (MBA 2011); Founded 2011 Its HelioScope software simplifies design and sales for solar systems—an energy source whose US installations doubled between 2015 and 2016. The software produced by the San... View Details
Keywords: Electric Power Generation, Transmission, Distribution; Utilities
  • 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
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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
Citation
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Cespedes, Frank V. "Becton Dickinson & Co.: Multidivisional Marketing Programs." Harvard Business School Case 594-060, October 1993. (Revised November 1994.)
  • 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
  • Web

Leadership, Culture, and Transition at lululemon | Information Technology

Christine Day assumes leadership in mid-2008, tasked with driving the company toward a $1 billion sales goal while addressing operational inefficiencies, underperforming stores, and diminishing... View Details
  • 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
  • 01 Dec 2005
  • News

One-on-One with Peter Cuneo

film’s revenues and be able to choose a release date that will enhance our sales of toys and other merchandise. What changes will be made at the company as it enters this new industry? Our Marvel Studios division has been intimately... View Details
Keywords: Julia Hanna; comic books; Publishing Industries (except Internet); Information; Management of Companies and Enterprises; Management
  • 10 May 2016
  • First Look

May 10, 2016

Decline and Encarta's Emergence By: Greenstein, Shane Abstract—The experience of Encyclopædia Britannica provides the canonical example of the decline of an established firm at the outset of the digital age. Competition from Microsoft’s Encarta in 1993 led to sharp... View Details
Keywords: Carmen Nobel
  • 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
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