Sales Effectiveness - Publications - Faculty & Research

01 Apr 2001
News

New Ventures New Gains

reaching a high of $243 amidst much media fanfare. But like many early dot-com success stories, Perry, who has been called a founding father of the business-to-business online marketplace, has experienced the effects of gravity lately.... View Details

Keywords: Julia Hanna and Susan Young; Martin Dubilier (MBA 1952); Business Schools & Computer & Management Training; Educational Services

10 Mar 2009
First Look

First Look: March 10, 2009

and suggest the effects on subsequent reporting periods and competitor behavior are greater than previously documented. Download the paper: http://www.hbs.edu/research/pdf/08-073.pdf Geography, Poverty and Conflict in Nepal (revised)... View Details

Keywords: Martha Lagace

16 Sep 2015
News

Built for Speed

its revenues every year since reporting its first sales in 2010. “Right now the public is only just beginning to get an idea of what Local Motors can do.” “Right now the public is only just beginning to get an idea of what Local Motors... View Details

Keywords: Dan Morrell; Machinery Manufacturing; Manufacturing

01 Feb 1997
News

Shaping the Future of Business: Entrepreneurial Evolution at HBS

and CEO Thompson terms "satellite infrastructure" (technology that enables people to conduct business activity anywhere on the planet). Before reaching its fifteenth birthday this spring, Virginia-based Orbital will have surpassed $450 million in View Details

Keywords: Nancy O. Perry and Susan Young; profiles by Garry Emmons

01 Mar 2014
News

The Solution to the Global Food Crisis Just Might Come from Nigeria

of product, and then more than quadrupled sales the following year. In 2012, a year the company invested in a dedicated processing facility, it sold more than 70 tons, and were on track to source 100 tons from smallholders in 2013. In the... View Details

Keywords: Francis Storrs; John H. Davis; Michael Halse; Crop Production; Agriculture; Administration of Economic Programs; Government; Food Manufacturing; Manufacturing

29 Sep 2008
Research & Ideas

Financial Crisis Caution Urged by Faculty Panel

historical background, Retsinas said that prior to the Depression, people who wanted to buy a home were typically required to make a 50 percent down payment. They were issued a 5-year interest-only note, and effectively crossed their... View Details

Keywords: by Martha Lagace; Financial Services

24 Oct 2017
Research & Ideas

Tax Reform is on the Front Burner Again. Here’s Why You Should Care

value-added tax. We're the only developed economy that doesn't do it. We have state and local sales taxes, but we don't have any broad-based value-added tax. I think most tax economists have long thought it's a strange arrow to have kept... View Details

Keywords: by Sean Silverthorne

Publications