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  • March 7, 2024
  • Article

Integrating Digital Tools into Every Stage of Your Sales Strategy

By: Frank V. Cespedes and Georg Krentzel
In their growth and customer-acquisition activities, most companies now face twin challenges: understanding and responding to omni-channel buying behavior and doing that without inadvertently decreasing sales productivity. Thirty years ago, Peter Drucker noted that... View Details
Keywords: Sales Management; Digital Tools; Sales; Marketing Channels; Technology Adoption; Brands and Branding
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Cespedes, Frank V., and Georg Krentzel. "Integrating Digital Tools into Every Stage of Your Sales Strategy." Harvard Business Review (website) (March 7, 2024).
  • 22 Jan 2019
  • First Look

New Research and Ideas, January 22, 2019

support. Publisher's link: https://www.hbs.edu/faculty/Pages/item.aspx?num=55515 January–February 2019 Harvard Business Review What Does Your Corporate Brand Stand For? By: Greyser, Stephen A., and Mats Urde Abstract— While most firms are... View Details
Keywords: Dina Gerdeman
  • 24 Apr 2023
  • HBS Case

What Does It Take to Build as Much Buzz as Booze? Inside the Epic Challenge of Cannabis-Infused Drinks

some cases, such an approach is challenging in the cannabis industry due to advertising regulations. Does the brand have the stamina, resilience, and available capital to last in an evolving market? The fractured nature of the cannabis... View Details
Keywords: by Jay Fitzgerald; Consumer Products; Food & Beverage
  • 27 Sep 2018
  • Research & Ideas

Religion in the Workplace: What Managers Need to Know

change their dress codes and even their brand identities to accommodate religious garb? Can owners of small, private companies reject customers based on religious convictions? These tricky questions might make anyone squirm with all of... View Details
Keywords: by Dina Gerdeman; Food & Beverage; Apparel & Accessories
  • June 2024
  • Module Note

Value Creation Potential of New Business Models

By: David J. Collis
A business model is composed of three elements. These describe a generic way of creating value and identify the maximum potential value of that model for customers. The elements of a business model are the “job to be done” for the customer, the asset configuration, or... View Details
Keywords: Business Model; Corporate Strategy; Mission and Purpose; Competitive Strategy; Value Creation
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Collis, David J. "Value Creation Potential of New Business Models." Harvard Business School Module Note 724-491, June 2024.
  • 18 Jan 2022
  • Research & Ideas

How Eliminating Non-Competes Could Reshape Tech

it to start a competing cola company today, could he really compete with Coca-Cola? Assuming he could overcome the decades of accumulated brand loyalty among Coca-Cola customers, there are a lot more trade secrets he would need steal from... View Details
Keywords: by Kristen Senz; Technology
  • December 12, 2024
  • Article

6 Lessons from Companies That Shut Down Their Business in Russia

By: Kalle Heikkinen, William R. Kerr, Mika Malin, Panu Routila and Joel Ryynänen
Increasingly, companies are being pressured to decouple from regions that customers, employees, politicians, advocacy groups, and even leaders deem politically fraught. This can pose a dilemma for executives, as research both shows that fast decision-making is vital,... View Details
Keywords: Public Opinion; Ethics; International Relations; Crisis Management
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Heikkinen, Kalle, William R. Kerr, Mika Malin, Panu Routila, and Joel Ryynänen. "6 Lessons from Companies That Shut Down Their Business in Russia." Harvard Business Review (website) (December 12, 2024).
  • 17 Feb 2020
  • Sharpening Your Skills

How Entrepreneurs Can Find the Right Problem to Solve

false results. Focus groups can be useful later in the product cycle when you want to get reactions to branding or observe groups of people using your product if it’s a tangible item. Prototype testing The best way to validate that a... View Details
Keywords: by Julia Austin
  • 01 Nov 2011
  • First Look

First Look: Nov. 1

he contemplated the position his business unit found itself in: a latecomer. As a state-owned enterprise, Dongfeng had entered into numerous joint ventures to produce automobiles under foreign brands, but its foray into selling vehicles under its own View Details
Keywords: Sean Silverthorne
  • December 2022
  • Article

The Contribution of Price Growth to Pharmaceutical Revenue Growth in the United States: Evidence from Medicines Sold in Retail Pharmacies

By: Pragya Kakani, Michael Chernew and Amitabh Chandra
Context: To what extent does pharmaceutical revenue growth depend on new medicines versus increasing prices for existing medicines? Moreover, does using list prices, as is commonly done, instead of prices net of confidential rebates offered by manufacturers, which are... View Details
Keywords: Revenue; Price; Policy; Business Strategy; Pharmaceutical Industry
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Kakani, Pragya, Michael Chernew, and Amitabh Chandra. "The Contribution of Price Growth to Pharmaceutical Revenue Growth in the United States: Evidence from Medicines Sold in Retail Pharmacies." Journal of Health Politics, Policy and Law 47, no. 6 (December 2022): 629–648.
  • September 2023
  • Supplement

Accelerating with Caution: Forecasting and Managing birddogs’ Growth (B)

By: Mark Egan
As 2017 was drawing to a close, birddogs’ founder and CEO, Peter Baldwin, was working with his CFO Jack Sullivan to prepare for 2018. Their task at hand? To predict the demand for their product in the coming season, determine the appropriate investments in working... View Details
Keywords: Working Capital; Forecasting and Prediction; Expansion; Production; Apparel and Accessories Industry
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Egan, Mark. "Accelerating with Caution: Forecasting and Managing birddogs’ Growth (B)." Harvard Business School Supplement 224-024, September 2023.
  • October 2019
  • Supplement

Impax Laboratories: Executing Accretive Transactions (A)

By: Benjamin C. Esty and Daniel Fisher
Impax Laboratories was a technology-based pharmaceutical company that used a “dual platform” strategy to sell both generic and branded treatments. While Impax had grown organically for most of its history, it was beginning to use major acquisitions for growth. In the... View Details
Keywords: Financial Reporting; Financial Statements; Mergers and Acquisitions; Capital Structure; Financial Strategy; Competition; Competitive Advantage; Corporate Strategy; Pharmaceutical Industry; United States
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Esty, Benjamin C., and Daniel Fisher. "Impax Laboratories: Executing Accretive Transactions (A)." Harvard Business School Spreadsheet Supplement 220-710, October 2019.
  • October 2019
  • Case

Impax Laboratories: Executing Accretive Acquisitions (A)

By: Benjamin C. Esty and Daniel Fisher
Impax Laboratories was a technology-based pharmaceutical company that used a “dual platform” strategy to sell both generic and branded treatments. While Impax had grown organically for most of its history, it was beginning to use major acquisitions for growth. In the... View Details
Keywords: Financial Reporting; Financial Statements; Mergers and Acquisitions; Capital Structure; Competition; Competitive Advantage; Corporate Strategy; Pharmaceutical Industry; United States
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Esty, Benjamin C., and Daniel Fisher. "Impax Laboratories: Executing Accretive Acquisitions (A)." Harvard Business School Case 220-030, October 2019.
  • January 2018
  • Case

Scaling Swagbucks (A)

By: Jeffrey F. Rayport and Matthew G. Preble
In early 2014, Chuck Davis (HBS '86) has joined Swagbucks as its first professional CEO to scale a successful and profitable brand promotion and consumer research business. Davis came into the job while serving as a venture partner at TCV, a growth stage VC firm,... View Details
Keywords: Loyalty Management; Scaling; Scale; Entrepreneurship; Human Resources; Employees; Employee Relationship Management; Organizational Change and Adaptation; Organizational Culture; Organizational Design; Leading Change; Growth Management; Religion; Information Technology; Internet and the Web; Transition; Leadership; Web Services Industry; Technology Industry
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Rayport, Jeffrey F., and Matthew G. Preble. "Scaling Swagbucks (A)." Harvard Business School Case 818-070, January 2018.
  • 29 Sep 2014
  • Research & Ideas

Why Do Outlet Stores Exist?

damages the brand," he says. "Anytime a company makes a foray into outlets, they are going to gain in the short term but damage brand image in the long term." To see if that was the case, Ngwe separated customers by a... View Details
Keywords: by Michael Blanding; Apparel & Accessories; Fashion; Retail
  • 19 Apr 2011
  • First Look

First Look: April 19

elaborate geysers with Diet Coke as their main ingredient, were among the most viewed online videos at the time but were not initially sanctioned by the company. Donnelly knew that opening up the brand to creative consumers was necessary,... View Details
Keywords: Sean Silverthorne
  • February 2023
  • Case

Seemore Meats & Veggies

By: Lou Shipley, Patricia Favreau and Mel Martin
Cara Nicoletti was an emerging food entrepreneur that had recently launched her first product, a sustainably sourced, vegetable-infused meat sausage. Brooklyn, New York City-based Seemore Meats & Veggies had seen promising signs of success in local markets and pockets... View Details
Keywords: Sales; Food; Logistics; Entrepreneurship; Growth and Development Strategy; Agriculture and Agribusiness Industry; Food and Beverage Industry; United States
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Shipley, Lou, Patricia Favreau, and Mel Martin. "Seemore Meats & Veggies." Harvard Business School Case 823-084, February 2023.
  • November 2022
  • Case

The Battle Among Channels for Marketing Pharmaceuticals: UpScript, Pharmacy Benefit Managers, and Direct-to-Consumer Sales

By: Regina E. Herzlinger and Tiffany Farrell
Can an online, direct-to-consumer pharmacy both improve the quality and speed of care for patients who need branded drugs and stabilize profits for pharmaceutical manufacturers? UpScript, after years spent achieving legal and regulatory compliance and simultaneous... View Details
Keywords: DTC; Internet and the Web; Marketing Channels; Customer Value and Value Chain; Governing Rules, Regulations, and Reforms; Competitive Strategy; Service Delivery; Growth and Development Strategy; Pharmaceutical Industry; Health Industry; Retail Industry
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Herzlinger, Regina E., and Tiffany Farrell. "The Battle Among Channels for Marketing Pharmaceuticals: UpScript, Pharmacy Benefit Managers, and Direct-to-Consumer Sales." Harvard Business School Case 323-031, November 2022.
  • 11 Dec 2012
  • First Look

First Look: Dec. 11

  PublicationsHow Much Is Sweat Equity Worth? Authors:Marquis, Christopher, and Joshua D. Margolis Publication:Harvard Business Review 90, no. 12 (December 2012) Abstract The article presents a case study of a business decision related to the valuing of sweat equity in... View Details
Keywords: Sean Silverthorne
  • October 2024
  • Article

Canary Categories

By: Eric Anderson, Chaoqun Chen, Ayelet Israeli and Duncan Simester
Past customer spending in a category is generally a positive signal of future customer spending. We show that there exist “canary categories” for which the reverse is true. Purchases in these categories are a signal that customers are less likely to return to that... View Details
Keywords: Churn; Churn Management; Churn/retention; Assortment Planning; Retail; Retailing; Retailing Industry; Preference Heterogeneity; Assortment Optimization; Customers; Retention; Consumer Behavior; Forecasting and Prediction; Retail Industry
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Anderson, Eric, Chaoqun Chen, Ayelet Israeli, and Duncan Simester. "Canary Categories." Journal of Marketing Research (JMR) 61, no. 5 (October 2024): 872–890.
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