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- All HBS Web (1,452)
- Faculty Publications (475)
- 28 May 2013
- Research & Ideas
Can LEGO Snap Together a Future in Asia?
percent of all LEGO sales in 2011. "LEGO is a huge success story in Western Europe and America," Mikes says. "The question is will they be able to repeat this success story in Asia?" The company is a fascinating... View Details
- 01 Mar 2007
- News
Avon CEO Jung on Leadership
leadership, the company introduced new lines and products, repackaged old standbys, invested heavily in research and development, and expanded overseas. Redubbed “the company for women,” Avon now operates in more than 100 countries,... View Details
- 20 Jul 2015
- Research & Ideas
Globalization Hasn’t Killed the Manufacturing Cluster
staying ahead of the market. That has helped the lead firm in this case grow from sales of 20 million euros in 1997 to 500 million euros today. "They drove the innovation. They weren't waiting around to be told," Pisano says. Another... View Details
- 01 Mar 2007
- News
Daniel Vasella
Vasella Illustration by Dennis Balogh Twenty years ago a young doctor with a hankering for business experience gave up his clinical practice in Bern, Switzerland, and moved to East Hanover, New Jersey, to try his hand at drug sales with... View Details
- Web
Print View - Course Catalog
top B Area Faculty Name Term Quarter Credits B2B Sales and Distribution Marketing, Entrepreneurial Management Lou Shipley Spring 2026 Q3 1.5 Building Trusted Organizations General Management Sandra Sucher Fall 2025 Q2 1.5 Building and... View Details
- 03 Mar 2009
- First Look
First Look: March 3, 2009
and complementary effects across channels to provide sales forecasting, promotion planning, and customer relationship management guidance to multichannel managers. We investigate three contingencies in a View Details
Keywords: Martha Lagace
- November 1997 (Revised February 1998)
- Case
WESCO Distribution, Inc.
By: Das Narayandas
In 1996, WESCO, a national distributor of electrical equipment and supplies, charted out a growth of 6 to 8 percent in sales, and 12 to 16 percent in profitability over the next five years. The centerpiece of this growth strategy is the National Accounts (NA) program... View Details
Keywords: Restructuring; Customer Satisfaction; Growth and Development; Growth and Development Strategy; Distribution; Sales; Balance and Stability; Distribution Industry; Electronics Industry
Narayandas, Das. "WESCO Distribution, Inc." Harvard Business School Case 598-021, November 1997. (Revised February 1998.)
- 29 Mar 2016
- First Look
March 29, 2016
https://www.hbs.edu/faculty/Pages/item.aspx?num=50822 forthcoming Manufacturing & Service Operations Management How Do Customers Respond to Increased Service Quality Competition? By: Buell, Ryan W., Dennis Campbell, and Frances X. Frei... View Details
Keywords: Sean Silverthorne
- 06 Sep 2016
- First Look
September 6, 2016
buyer characteristics. Consider the experiences of condo developers targeting retirees who wanted to downsize their homes. Sales were weak until the developers realized their business was not construction but transitioning lives. Instead... View Details
Keywords: Carmen Nobel
- 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
- 01 Nov 1999
- Research & Ideas
Companies, Cultures and the Transformation to the Transnational
employment commitments and the need to promote employees within the organization further encourage Japanese companies to expand operations at home while reaching foreign markets through zaibatsu-linked trading companies or offshore View Details
- 01 Dec 2003
- News
Flex Time
sophisticated communication systems that include detailed weekly reports from UCC’s sales force and senior managers. As long as her days may be — talking on the phone with customers, following up on issues raised during a weekly... View Details
Keywords: Manufacturing
- 01 Jun 2006
- News
Entrepreneur's Notebook with Kevin Przybocki (MBA '91)
Name: Kevin Przybocki (MBA ’91), VP, Sales & Marketing Company: Anué Systems (founded 2002) Location: Austin, Texas Web: www.anuesystems.com Przybocki Elevator pitch: Anué Systems is a technology leader in next-generation data... View Details
- Web
Launching Tech Ventures - Course Catalog
companies. Those who will join early-stage startups (typically in a product manager, business development, sales, marketing, or growth role). Those who will work at growth stage technology firms (in a similar range of roles) that try to maintain a similar, nimble View Details
- 25 Feb 2022
- Blog Post
Climate Stories Episode #1: Kameale C. Terry
relations expert, and even tackled some lobbying duties herself, to ensure that operations and maintenance for EV charging stations are not overlooked. “Today, an EV charging station can be deployed without a plan to repair it,” she said.... View Details
- 01 Jun 2018
- News
June 2018 Alumni and Faculty Books
less than $1 million in sales and 28 employees. But by 2007, Barker Steel was one of the largest independent rebar fabricators in North America with 12 locations throughout the Northeast, generating in some years more than $200 million in... View Details
- 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
- 01 Sep 2017
- News
Case Study: Confidence Builder
go-to-market strategies in parallel: The students represent an audience that is familiar with Confi, so market acceptance and credibility is already there. The universities are able to roll out the program, so Confi will achieve critical mass, but it is a longer View Details
- 08 Jul 2014
- First Look
First Look: July 8
across their organizations. Publisher's link: http://hbr.org/2014/07/becoming-a-first-class-noticer/ar/1 July-August 2014 Harvard Business Review How 'Brand Tourists' Can Grow Sales By: Bellezza, Silvia, and Anat Keinan Abstract—The... View Details
Keywords: Carmen Nobel
- 01 Mar 2023
- News
Action Plan: Casting Call
China, Tension’s recent annual sales totaled more than $300 million. In conversation, Berkley moves easily between Tension’s operations and his management philosophy (“hire high-quality people, consult as... View Details
Keywords: Julia Hanna; hobbies; balance; meaning; longevity; aging; Paper Manufacturing; Manufacturing