Selling - Publications - Faculty & Research

July 2018 (Revised August 2018)
Case

Rocky Mountain Condiments: Close Encounters with the Legal System for the First Time

By: Lena G. Goldberg

The founder of a Colorado start-up focused on developing a line of condiments confronts a host of legal issues that threaten the viability of her young enterprise. She is suing a co-packer for, among other things, breach of contract, theft of recipes and trade secrets,... View Details

Keywords: Law And Regulation; Start-ups; Founders' Agreements; Cross-Border Jurisdiction; Torts; Consumer Protection; Non-disclosure Agreements; Intellectual Property Protection; Fraud; Legal Remedies; Law; Lawsuits and Litigation; Laws and Statutes; Business Startups; Contracts; Intellectual Property; Food and Beverage Industry

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May 2017
Teaching Note

Hilti Fleet Management (A) and (B)

By: Ramon Casadesus-Masanell, Oliver Gassmann and Roman Sauer

These notes are meant to accompany Hilti Fleet Management (A): Turning a Successful Business Model on Its Head (717-427) and Hilti Fleet Management (B): Towards a New Business Model (717-465).
This case explores the introduction of fleet management in the... View Details

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By 2050 the number of people living in cities will have nearly doubled, to 6 billion, and the problems created by this rampant urbanization are among the most important challenges of our time. Of all resource-management issues, the author argues, water, electricity,... View Details

01 Dec 2023
News

Rounding the Bend

Illustration by Fernando Cobelo To help people visualize what a circular economy could look like and bring the challenges down to a closet-sized scale, Emily Bolon (MBA/MPA 2007) recommends the following exercise. First, make a mental tally of the number of garments... View Details

Keywords: Jen McFarland Flint; Miscellaneous Store Retailers; Retail Trade; Apparel Manufacturing; Manufacturing

08 Mar 2019
Research & Ideas

Seven Negotiation Lessons from Amazon's HQ Disaster in Queens

Amazon officials understandably figured that the prize it offered New Yorkers would sell itself: 25,000+ jobs paying in excess of $100,000 each with all the ancillary economic benefits. Decide (on Long Island City, Queens), Announce (the... View Details

Keywords: by James K. Sebenius; Real Estate; Construction

28 Sep 2011
Research & Ideas

The Profit Power of Corporate Culture

Danish-based facility services provider ISS; or as some combination of the two—typically in a holding company like US-based marketing services provider Omnicom with a number of subsidiaries, each with its own culture. A one company culture may be appropriate in a... View Details

Keywords: by Sean Silverthorne

Web

Reconceiving Products & Markets - Institute For Strategy And Competitiveness

William Lever in 1894 to combat cholera in Victorian England, today Lifebuoy is the world’s #1 selling germ protection soap—a win-win for Unilever and global health. The affordable soap’s unique formulation helps fight disease in the... View Details

22 Apr 2019
Research & Ideas

Why Salespeople Struggle at Leading

needed today.” Organizations should supplement interviews with on-the-ground work by asking candidates to role play, complete a job trial, or do an internship. This gives managers insight into how well they will sell for that particular... View Details

Keywords: by Dina Gerdeman

19 Apr 2010
Research & Ideas

The History of Beauty

chypre, and was the first perfumer to sell his wares in elegantly designed glass bottles, rather than in the pharmaceutical bottles used previously. An ambitious believer in globalization, he even sent his energetic mother-in-law to open... View Details

Keywords: by Sean Silverthorne; Beauty & Cosmetics

22 Feb 2018
Book

The New History of American Capitalism

Desan look to how scholars in history, law, and political science are redefining capitalism in light of the American experience. Essayists write on such diverse subjects as markets, selling of slave clothing, the Gilded Age, women’s... View Details

Keywords: Manufacturing

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Winners & Runners-Up | New Venture Competition

Jones, HBS Jason Young Justin Iwasaki Aaron Matto, HBS Ajay Kori, HBS Social Enterprise Track Winner Lease slow sand water filters to Water Vendors in Dar es Salaam to provide them the added service capability of selling clean drinking... View Details

02 Sep 2011
Working Paper Summaries

First-Party Content, Commitment and Coordination in Two-Sided Markets

Keywords: by Andrei Hagiu & Daniel Spulber

January 2020
Case

Celata Bioinnovations

By: John R. Wells and Benjamin Weinstock

In December 2019, Jon Hu (HBS ‘19) and Dr. Samantha Dale Strasser, co-founders of Celata Bioinnovations, were raising $1 million to launch their company. They had founded Celata less than six months earlier with the aim of redefining the drug discovery process.... View Details

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01 Oct 1997
News

W. Hall Wendel, Jr.

calculated risks." He has followed that philosophy in business as well - and no more so than in 1981, as president of the Polaris E-Z-Go Division of Textron. Says Wendel: "Textron wanted to sell Polaris because the snowmobile business was... View Details

Keywords: James E. Aisner; mountain; adventure; climbing

05 Apr 2004
Research & Ideas

Six Ways to Build Trust in Negotiations

as extreme, can diminish and even destroy trust. An offer that is explained and justified will probably preserve trust, and may enhance it. Consider the case of an author negotiating with a literary agent over the right to sell his book.... View Details

Keywords: by Deepak Malhotra

01 Sep 2023
News

Made in Italy

HBS faculty members and students visited Lamborghini’s headquarters in Bologna during the immersion to learn how the company became experts in electric car technology. Photo courtesy Lamborghini IMMERSIVE FIELD COURSES OFFERED AS ELECTIVES IN 2023 Denmark and... View Details

Keywords: April White

01 Feb 2022
Book

Innovation Isn’t Just for Startups: How Big Companies Can Succeed

Meanwhile, starting in 2013, Analog Devices CEO Vince Roche encouraged innovators from the top down and transformed the semiconductor giant into a designer of integrated, strategic systems—including a platform that accelerated the global rollout of 5G technology. As... View Details

Keywords: by Lane Lambert

07 Feb 2008
Working Paper Summaries

Attracting Flows by Attracting Big Clients: Conflicts of Interest and Mutual Fund Portfolio Choice

Keywords: by Lauren H. Cohen & Breno Schmidt; Financial Services

20 Nov 2007
Working Paper Summaries

The “Fees → Savings” Link, or Purchasing Fifty Pounds of Pasta

Keywords: by Michael I. Norton & Leonard Lee; Retail

June 2009 (Revised June 2009)
Case

VidaGas: VillageReach - The Mozambican Foundation for Community Development Joint Venture

This case describes the evolution of a liquid petroleum gas (LPG) distributor start-up, incubated by two not-for-profit NGOs to help improve the vaccine cold chain in Northern Mozambique. These NGOs must face the decision whether and how to sell their participation in... View Details

Keywords: Joint Ventures; Supply Chain; Health Care and Treatment; Investment; Non-Governmental Organizations; Energy Sources; Energy Industry; Health Industry; Mozambique

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