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  • 01 May 2008
  • Research & Ideas

The Marketing Challenges of the China Olympics

events can boost brand awareness, preference, and sales over competitors who cannot afford the global sponsorship prices set by the International Olympic Committee. Lenovo hardly wishes to be known as the Chinese PC company that consumers... View Details
Keywords: by John Quelch; Sports
  • 25 Apr 2023
  • Op-Ed

How SHEIN and Temu Conquered Fast Fashion—and Forged a New Business Model

under globally recognized brand names, including the private labels of mass merchants such as Walmart, Costco, and Target. Most of those profits accrued to the brands, rather than the Chinese suppliers. E-commerce and the gradual supplanting of the View Details
Keywords: by John Deighton; Fashion; Retail; Consumer Products
  • Web

Marketing - Faculty & Research

2025 | Case | Faculty Research Education technology (edtech) company TagHive, founded in 2017, used a direct sales team and third-party distributors to sell its Class Saathi hardware and software solution to... View Details
  • 24 Oct 2006
  • First Look

First Look: October 24, 2006

pursue further globalization, Natura must now decide whether to continue to rely primarily on the direct sales model or to experiment with other models—and whether to make acquisitions or become part of a... View Details
Keywords: Sean Silverthorne
  • August 2011
  • Supplement

John Fahey, President and CEO of National Geographic Society, In-Class Comments, 2/11/11

By: David Garvin
In January 2010, John Fahey, president, CEO, and chairman of the board of trustees' executive committee of the Washington, D.C.-based National Geographic Society (NGS), must decide how best to organize the 121-year old mission-driven organization for a world of... View Details
Keywords: Transformation; Leadership Style; Business or Company Management; Brands and Branding; Sales; Environmental Sustainability; Business Strategy; Web Sites; Publishing Industry; Washington (state, US)
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  • 21 Oct 2008
  • First Look

First Look: October 21, 2008

Cases & Course MaterialsBMW's Project Switch (A): Importers vs. National Sales Companies Harvard Business School Case 509-023 BMW is faced with potential channel conflicts across several EU country markets. The case highlights BMW's... View Details
Keywords: Martha Lagace
  • 20 Aug 2013
  • First Look

First Look: August 20

Publications August 2013 Marketing Science Do Bonuses Enhance Sales Productivity? A Dynamic Structural Analysis of Bonus-Based Compensation Plans By: Chung, Doug J., Thomas Steenburgh, and K. Sudhir Abstract—We estimate a dynamic... View Details
Keywords: Anna Secino
  • August 2011
  • Supplement

An Interview with John Fahey, President and CEO of National Geographic Society

By: David Garvin
In January 2010, John Fahey, president, CEO, and chairman of the board of trustees' executive committee of the Washington, D.C.-based National Geographic Society (NGS), must decide how best to organize the 121-year old mission-driven organization for a world of... View Details
Keywords: Transformation; Leadership Style; Business or Company Management; Brands and Branding; Problems and Challenges; Sales; Natural Environment; Business Strategy; Web Sites
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  • 14 Feb 2017
  • First Look

First Look at New Research: February 14

line of research examines how best to schedule work to improve operational performance. This literature typically takes the perspective of a central planner who directs individuals to execute tasks in a prescribed order. In many settings,... View Details
Keywords: Sean Silverthorne
  • 26 Apr 2024
  • HBS Case

Deion Sanders' Prime Lessons for Leading a Team to Victory

literally is no book. He keeps you on the edge of your seat.” For the annual Black & Gold Day Spring Football Game in April 2023, despite snow, a sellout crowd filled the stands for a game broadcast live by ESPN, a first for CU. Merchandise View Details
Keywords: by Avery Forman; Sports
  • October 2015 (Revised July 2017)
  • Case

OMV Petrom: Investment as Partnership—When It Takes Three to Tango

By: Dante Roscini, Emer Maloney and Daniela Beyersdorfer
Petrom was privatized by the Romanian state in 2004 and acquired by Austrian oil company OMV, with the state retaining a 20.6% stake in the company. The situation was particularly challenging for the foreign investor since the sector in which the company operated was... View Details
Keywords: Partners and Partnerships; Privatization; Acquisition; Foreign Direct Investment; Cross-Cultural and Cross-Border Issues; Business and Government Relations; Energy Industry; Austria; Romania
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  • 09 Dec 2002
  • Research & Ideas

Unilever—A Case Study

This article considers key issues relating to the organization and performance of large multinational firms in the post-Second World War period. Although foreign direct investment is defined by ownership and control, in practice the... View Details
Keywords: by Geoffrey Jones; Consumer Products; Entertainment & Recreation; Food & Beverage; Manufacturing; Retail
  • 22 Apr 2019
  • Research & Ideas

Why Salespeople Struggle at Leading

where a company’s promotion mistake can be particularly glaring. Sales is the pounding heart of a company’s cash flow, where the numbers coming in that day, week, or quarter often dictate the direction of... View Details
Keywords: by Dina Gerdeman
  • Web

Contact Us

our office to learn more about our students and alumni or to develop a customized recruiting strategy. Name* Contact Email* Subject* Employer Name Select Industry Consulting Consumer Products Energy / Utilities Entertainment / Media Government Health Care I-Banking /... View Details
  • 07 Jul 2022
  • HBS Case

How a Multimillion-Dollar Ice Cream Startup Melted Down (and Bounced Back)

a second location in Gowanus. That location was a huge success, too, with total sales of $1.4 million. The Disney partnership The couple dared to dream that they could one day develop into a household name like Ben & Jerry’s, which... View Details
Keywords: by Pamela Reynolds
  • 22 Aug 2016
  • Research & Ideas

Master the One-on-One Meeting

But how we treat them as individuals can determine the way their DNA will impact the fabric of your organization. What are you doing, as their manager, to make sure they are satisfied and making the best contribution to your organization? I have managed over 100 View Details
Keywords: by Julia B. Austin
  • 25 Jul 2006
  • First Look

First Look: July 25, 2006

Jones Author's Abstract A noteworthy characteristic of the contemporary global economy is the uneven distribution of world foreign direct investment (FDI). While in the first global economy before 1929 most FDI was located in developing... View Details
Keywords: Sean Silverthorne
  • Web

South Asia - Global

(edtech) company TagHive, founded in 2017, used a direct sales team and third-party distributors to sell its Class Saathi hardware and software solution to 300 clients, mainly primary and secondary schools... View Details
  • June 2011
  • Case

Shelley Capital and the Hedge Fund Secondary Market

By: Luis Viceira, Elena Corsi and Ruth Dittrich
An advisory company has to decide how to sell their client's hedge fund holdings in the secondary market, and thinks about their future. Shelley Capital was a a European advisory company operating in the hedge fund secondary market, a market that boosted in 2008 with... View Details
Keywords: Insolvency and Bankruptcy; Investment Funds; Marketing Strategy; Financial Crisis; Sales; Leadership Development; Financial Markets; Crisis Management; Business Processes; Risk and Uncertainty; Globalized Economies and Regions; Financial Services Industry; Service Industry; Europe
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  • 25 Nov 2008
  • First Look

First Look: November 25, 2008

Shine, Stern & Partners) and the buyer (MINI USA) and asks them to develop a sales strategy and a buying strategy for advertising services. Purchase this case: http://harvardbusinessonline.hbsp.harvard.edu/... View Details
Keywords: Martha Lagace