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- All HBS Web
(1,896)
- People (1)
- News (275)
- Research (1,481)
- Events (5)
- Multimedia (16)
- Faculty Publications (891)
- September 1999 (Revised October 1999)
- Case
Auto Collection: Ford's Better Idea for Selling Cars and Trucks
Ford encourages its independent dealers to consolidate, showing them the benefits size can bring both to themselves and their customers. Now, consolidated dealerships improve customer service and reduce costs. View Details
Hallowell, Roger H. "Auto Collection: Ford's Better Idea for Selling Cars and Trucks." Harvard Business School Case 800-030, September 1999. (Revised October 1999.)
- 01 Jun 2016
- News
Ink
Future-proof Handling his first consulting job after years of experience in accounting and academics, Vijay “VG” Govindarajan (MBA 1976, DBA 1978) sat down to sketch out a strategy for his client. Literally written on the back of an... View Details
- Web
Courses by Faculty - Course Catalog
Sales 101: Founder Selling Entrepreneurial Management Fall 2025 Q2 1.5 Entrepreneurial Sales 101: Founder Selling Entrepreneurial Management Spring 2026 Q3 1.5 IFC: Silicon Valley; Disrupting Silicon Valley... View Details
Ernest Gallo
A marketing genius, Gallo targeted the “low end” of the wine market when he introduced Thunderbird in the 1950s. The marketing strategy was a resounding success, and Gallo sold an unprecedented 2.5 million cases of the wine in less than a... View Details
Keywords: Food & Tobacco
- 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
- 04 Nov 2016
- News
The Competitiveness of Lost Causes
existing strengths and capitalize on those,” advises Duch, who is currently applying that strategy to the challenge of helping rural farmers in Haiti sell their produce directly on world markets. Since joining the World Bank in 2013, Duch... View Details
Keywords: Deborah Blagg
- 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
- 24 Jul 2018
- News
How Amy Hood Won Back Wall Street and Helped Reboot Microsoft
Hood needed to correct missteps made on Ballmer’s watch. First up: the $9.5 billion Nokia deal. Less than a year after closing, it was foundering and had missed Hood’s initial forecast for sales and savings. “Once the forecast failed to... View Details
- January 1997 (Revised July 1998)
- Case
Dendrite International (Condensed)
By: John A. Deighton
This version has been shortened to concentrate on the issue of managing a long selling process and long post-sale account relationship. The focus on the pharmaceutical industry in the United States, Europe, and Japan is preserved. Broader questions of expansion into... View Details
Keywords: Customer Focus and Relationships; Marketing Strategy; Product Development; Sales; Expansion; Chemical Industry; Pharmaceutical Industry; Japan; Europe; United States
Deighton, John A. "Dendrite International (Condensed)." Harvard Business School Case 597-072, January 1997. (Revised July 1998.) (request a courtesy copy.)
- 01 Oct 1997
- News
After 27 Years at HBS, Shapiro Shifts Professional Focus
Benson P. ("Ben") Shapiro, the School's former Malcolm P. McNair Professor of Marketing, has left full-time teaching at HBS to concentrate on research, writing, public speaking, and consulting. A well-known authority on marketing strategy... View Details
- Mar 15 2015
- Interview
Sunil Gupta: Business in the Time of Social Media
- August 2018
- Teaching Note
IguanaFix
By: Frank V. Cespedes and Thomas Eisenmann
Teaching Note for HBS No. 817-056. IguanaFix, based in Argentina, is a platform business that connects consumers with home improvement contractors. The founders are evaluating growth options and an investment offer. The case focuses on scaling issues for a venture... View Details
- 14 Jul 2003
- Research & Ideas
Keeping Your Balance With Customers
acquisition as the biggest challenge. But lacking a CM strategy and able to respond to only short-term financial pressures, most organizations do an inadequate job of selection, retention, and growth. For many years, Mobil pursued a... View Details
Keywords: by Robert S. Kaplan & David P. Norton
- 19 Nov 2014
- HBS Case
Marketing Marijuana
the United States, two new states, Alaska and Oregon, as well as the District of Columbia had legalized the recreational sale of marijuana. They joined Washington and Colorado, which legalized pot in the 2012 election, as well as two... View Details
- 05 Dec 2006
- First Look
First Look: December 5, 2006
best help the company make the transition. Fusilier's new solutions strategy has made the decision that much more difficult. Under this model, the company must revamp its incentives, training, and processes for deploying the View Details
Keywords: Sean Silverthorne
- 01 Sep 2015
- News
Case Study: Golden Ticket
platform of options beyond ticketing, including licensed merchandise sales and CRM for sporting events and dedicated event feeds that will ping relatives and friends about upcoming games and recitals. Expansion is a question of dimension:... View Details
- February 1998
- Teaching Note
Aladdin Knowledge Systems TN
By: Das Narayandas
Teaching Note for (9-598-018). View Details
- 24 Apr 2014
- News
A commitment to conservation supports the bottom line
sustainability. “We strongly believe in the appeal of a strategy that achieves the goals of both purely financial investors and mission-driven investors, as it allows us to access more capital and have a greater impact,” explains Hoffer.... View Details
- 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
- 29 Oct 2000
- Research & Ideas
Building a Powerful Prestige Brand
committed. Even if they had wanted to sell in chain stores, the Lauders could not afford the large sales force necessary to service such outlets. Because she wanted to reach women who did not necessarily have much experience with makeup,... View Details