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  • September 2009 (Revised May 2019)
  • Case

The London 2012 Olympic Games

By: John T. Gourville and Marco Bertini
It's 2009 and Paul Williamson, Head of Ticketing, must finalize ticket prices for the 2012 London Olympic Games. Yet, there are many criteria to consider. First, given the importance of ticketing to the Games' bottom line, he has a strong incentive to maximize... View Details
Keywords: Pricing; Customer Satisfaction; Price; Strategy; Profit; Revenue; Sales; Sports Industry; London
Related
  • 22 Oct 2013
  • First Look

First Look: October 22

expenditures on teammates lead to better performance in both sports teams in Canada and pharmaceutical sales teams in Belgium. These results suggest that a minor adjustment to employee bonuses-shifting the focus from the self to... View Details
Keywords: Sean Silverthorne
  • 15 Nov 2016
  • News

Field Course Helps Nascent Entrepreneurs Connect with Customers

Entrepreneurial Sales and Marketing (ESM), a field course that debuted in spring 2016. “To a greater degree than in established firms, marketing and selling in entrepreneurial ventures are linked to product development and View Details
  • 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
  • 10 Jun 2013
  • Research & Ideas

How Numbers Talk to People

particular CSI story involved lost revenue on hotel payment transactions. Analysis of data suggested that after a customer had selected a hotel, filled in the travel and billing information, then clicked the "Buy Now" button, a percentage of the View Details
  • Web

Courses by Faculty Unit - Course Catalog

Operations Management) Suraj Srinivasan Spring 2026 Q4 1.5 Strategy Execution Robert Simons Spring 2026 Q4 1.5 Systems for Scaling Ventures (SSV) (also listed under Entrepreneurial Management) Tatiana Sandino Spring 2026 Q3Q4 3.0... 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
  • 06 May 2008
  • First Look

First Look: May 6, 2008

its historic status as a vendor of the Macintosh personal computer (PC) line. Mac sales remained vital to Apple's future, but they now accounted for less than half of its total revenue. The company's line of iPod media players, its iTunes... View Details
Keywords: Martha Lagace
  • June 2011
  • Teaching Note

Red Lobster (TN)

By: Jason Riis
Teaching Note for 511-052. View Details
Keywords: Markets; Research; Opportunities; Customer Satisfaction; Sales; Segmentation; Food; Food and Beverage Industry
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  • December 1986 (Revised December 1987)
  • Case

Hewlett-Packard: Manufacturing Productivity Division (B)

By: Benson P. Shapiro and Lawrence B. Levine
Asks where in the Hewlett-Packard (HP) network of groups and sectors the Manufacturing Productivity Division should be placed. Provides a great deal of background regarding marketing, sales, and engineering at HP. It is thus possible to expand and broaden the... View Details
Keywords: Business Divisions; Marketing; Production; Networks; Sales; Expansion; Manufacturing Industry
Related
  • 18 Mar 2020
  • News

Leading Change

Feldman (MBA 1967), and Club President Higor Sales (MBA 2011). “Each event has been tailored to the specific focus of the alumni in each club. In D.C., policy is a central focus of the discussion around climate change.” Guided by Toffel,... View Details
  • 16 Nov 2021
  • Blog Post

How HBS Supported My Career Transitions During and After Graduation

should go next. Ultimately, I decided I was most excited about the opportunity at Stripe so that’s where I went! I now work on the Platform Sales team at Stripe. Stripe is a payments and financial services platform for businesses, and the... View Details
  • 14 Oct 2014
  • First Look

First Look: October 14

Harvard Business Review Putting Sales at the Center of Strategy By: Cespedes, Frank Abstract—Research indicates that relatively few firms execute their strategies effectively,... View Details
Keywords: Sean Silverthorne
  • 01 Jun 2007
  • News

A Juicy Story

Yoffie, noting that the case is used as part of the MBA required curriculum in the Strategy course and in numerous Executive Education programs. It can also be taught with a video presentation by John Sculley, Apple’s CEO from 1985 to... View Details
Keywords: Julia Hanna; Management, Scientific, and Technical Consulting Services; Professional Services
  • 01 Mar 2017
  • News

Case Study: Moment in the Sun

a large hotel chain reached out to express interest, Hoskins began to see the promise of B2B sales in the hospitality market. “They got the value right away,” says Hoskins. “It’s automatic: Your customers are healthier and getting better... View Details
Keywords: Dan Morrell
  • 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
Related
  • 01 Mar 2017
  • News

HBX: Reimagining HBS for the Digital Age

message for my team and how we communicate with our customers has begun to shift.” Paige Peterson, participant in Disruptive Strategy certificate program, sales manager “I have already applied so much of... View Details
  • 01 Dec 2018
  • News

Evergreen Business

this seasonal side business, where 99 percent of his customers leave with a tree—a sales rate few retailers can imagine. “Plus it’s Christmas, so everyone’s in a great mood.” View Details
Keywords: Jen McFarland Flint
  • 19 Jul 2016
  • First Look

July 19, 2016

chains have engaged in private political strategies prompting transnational corporations (TNCs) to adopt codes of conduct and monitor their suppliers for compliance, but it is not clear whether organizational structures established by... View Details
Keywords: Sean Silverthorne
  • 07 Apr 2003
  • Research & Ideas

XTV: Xerox’s Attempted Recovery From “Fumbling the Future”

the sponsorship of Adams, and armed with funding from XTV, Domit got the opportunity to develop his strategy outside Xerox's internal development units. Domit became the CEO of AWP, which gave him the resources to turn the... View Details
Keywords: by Henry Chesbrough