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Publications

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  • All HBS Web  (1,894)
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  • All HBS Web  (1,894)
    • People  (1)
    • News  (275)
    • Research  (1,481)
    • Events  (5)
    • Multimedia  (16)
  • Faculty Publications  (890)
← Page 62 of 1,894 Results →
  • 01 Oct 2001
  • News

HBS Press Books in Brief

what loyalty means or how to build it. Reichheld, author of the 1996 bestseller The Loyalty Effect, outlines six principles of loyalty that can make the Internet a hospitable and highly profitable place for businesses to succeed. 20/20 Foresight: Crafting View Details
Keywords: Publishing Industries (except Internet); Information; Management; Finance
  • 18 Feb 2013
  • Research & Ideas

Breaking Through a Growth Stall

both theory and practice. In the United States, for example, the amount invested in sales forces exceeds an estimated $800 billion a year. That's more than three times the money US firms spend annually on all media and advertising, at... View Details
Keywords: by Sean Silverthorne
  • 09 Jul 2008
  • Research & Ideas

Starbucks’ Lessons for Premium Brands

prices. Third, opening new stores and launching a blizzard of new products create only superficial growth. Such strategies take top management's eye off of improving same store sales year-on-year. This is... View Details
Keywords: by John Quelch; Retail
  • 28 Jan 2002
  • Research & Ideas

Read All About It! Newspapers Lose Web War

technology on the newspaper business with HBS Working Knowledge editor Sean Silverthorne in this e-mail interview. An article based on Gilbert's doctoral research in this area received the Robert Litschert Best Doctoral Student Paper Award in the Academy of... View Details
Keywords: by Sean Silverthorne; Entertainment & Recreation; Information; Publishing
  • 02 Mar 2015
  • Research & Ideas

‘Retail Revolution’ Excerpt: The Scale of the Ecommerce Threat

day, 7 days a week and is available from one's own home without a trip. While Amazon has been compared to Walmart, it's probably most apt to compare Amazon to category killers. Amazon's sales are only a fraction of Walmart's, but like... View Details
Keywords: Re: Rajiv Lal; Retail
  • 14 Oct 2013
  • Research & Ideas

Blockbuster! Why Star Power Works

Disney Company expects to lose up to $190 million on its summer fiasco The Lone Ranger, another star vehicle featuring Johnny Depp and Armie Hammer. Welcome to the risky strategy of "blockbusters," practiced increasingly by... View Details
Keywords: by Sean Silverthorne; Entertainment & Recreation
  • Jun 21 2017
  • Testimonial

Learning to Compete in a Digital World

  • 01 Jun 2012
  • News

Alumni Book Briefs

Kubacki (MBA 2000) (Wiley) The authors explain how competitive selling is as much a matter of politics, customer value, and strategy as it is a management science. Based on data from a comprehensive sales... View Details
Keywords: News, Library, Internet, and Other Services; Information; Clothing and Clothing Accessories Stores; Retail Trade
  • Web

Courses by Title - Course Catalog

back to 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... View Details
  • Mar 15 2015
  • Interview

Sunil Gupta: Business in the Time of Social Media

  • 19 Nov 2018
  • Sharpening Your Skills

E-Santa: Is Retail Ready for Digital Christmas?

brick-and-mortar shops: Shove your best deals to the back of the store. Should Retailers Match Their Own Prices Online and in Stores? For multichannel retailers, pricing strategy can be difficult to execute and confusing to shoppers. Can... View Details
Keywords: by Sean Silverthorne; Retail
  • 01 Sep 2014
  • News

Book Review: Getting Beyond Yes

The Choices, Systems, and Behaviors that Drive Effective Selling, Frank V. Cespedes laments the fact that sales and strategy rarely make a joint and complementary appearance in MBA classrooms or academic... View Details
Keywords: Maureen Harmon; faculty research; faculty books
  • 15 Jul 2015
  • Research & Ideas

Amazon Prime Day: The Logic Behind a Retailer’s Made-up Holiday

billion in revenue during the 24-hour sale. Another e-tailing competitor, India's Flipkart, hosted its own "Big Billion Day Sale" in October of 2014 and managed to attract 1.5 million shoppers and top $100 million in sales in... View Details
Keywords: Re: Sunil Gupta; Retail
  • 25 Apr 2005
  • Research & Ideas

New Learning at American Home Products

This entry into medical instruments was similar to the strategy of Squibb, but took place on a much more modest scale than that of SmithKline or Warner-Lambert. The disposal of the confectionery and household goods followed. In 1984... View Details
Keywords: by Alfred D. Chandler Jr.; Chemical; Health; Manufacturing; Pharmaceutical
  • Web

Courses by Faculty - Course Catalog

Management, Strategy Fall 2025 Q2 1.5 Livia Alfonsi Negotiation Negotiation, Organizations & Markets Spring 2026 Q3Q4 3.0 Tomomichi Amano IFC: Japan; Exploring Japan's Innovation Ecosystem Strategy, Marketing January 2026 J 3.0 Innovation... View Details
  • fall 1985
  • Article

A Theory of Salesforce Compensation Plans

By: R. Lal, A. K. Basu, V. Srinivasan and Richard Staelin
Keywords: Theory; Sales; Employees; Competition
Citation
Find at Harvard
Related
Lal, R., A. K. Basu, V. Srinivasan, and Richard Staelin. "A Theory of Salesforce Compensation Plans." Marketing Science (fall 1985). (Winner of TIMS College of Marketing. Award for Best Article in Marketing Science For the best marketing paper published in Marketing Science or Management Science presented by Institute of Management Sciences.)
  • 02 Jun 2014
  • Research & Ideas

Excerpt: ‘A Social Strategy’

Twitter—establishing an account, getting people to follow the firm, and hoping that those people will respond in kind. Such strategies have allowed firms to engage in an activity that's very familiar to them: broadcasting content to... View Details
  • 24 Apr 2006
  • Research & Ideas

Managing Alignment as a Process

To create synergy, we require more than a concept and a strategy. The enterprise value proposition defines the strategy for value creation through alignment, but it doesn't describe how to achieve it. The alignment View Details
Keywords: by Robert S. Kaplan & David P. Norton; Apparel & Accessories; Fashion; Consumer Products; Retail
  • 02 Mar 2015
  • Research & Ideas

Retail Reaches a Tipping Point—Which Stores Will Survive?

In this three-part series, we start with an overview of why retail experts Rajiv Lal, José B. Alvarez, and Dan Greenberg believe retail is at an inflection point. In Part Two, coming next week, they identify effective strategies for... View Details
Keywords: by Sean Silverthorne; Retail

    Walter A. Haas, Jr.

    Walter A. Haas Jr. was responsible for Levi’s concentration on blue jeans production. He targeted the marketing strategy to teenagers and as blue jeans became the symbol of nonconformity, Levi’s rapidly multiplied its View Details
    Keywords: Fabric & Apparel
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