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- All HBS Web
(1,896)
- People (1)
- News (275)
- Research (1,480)
- Events (5)
- Multimedia (16)
- Faculty Publications (891)
- 28 Feb 2005
- Research & Ideas
How to Harness Auction Fever
Want to create a high-profit auction? One strategy is to create "auction fever" around your sale by generating lots of hype, having strict rather than flexible deadlines at the end of auctions, and... View Details
- 04 Sep 2019
- News
Case Study: Up in the Air
of prequalified engineers on demand, “in the same way that you would hail an Uber ride,” Berendt says. Software houses across Europe will be able to grow their sales pipeline, access new markets, and create economic opportunities locally.... View Details
- 22 Sep 2016
- News
The Competitiveness of Lost Causes
directly to dealers in Seattle and mangoes to buyers in Europe.” Lack of infrastructure is a major challenge, notes Duch. “We’re helping them to establish logistics platforms, sales forces, and phone-based payment services, using power... View Details
- September 2013
- Case
SafeBlend Fracturing
By: Benson P. Shapiro, Frank V. Cespedes and Alisa Zalosh
The CEO of SafeBlend Technologies must set a price for the company's environmentally friendly fracturing fluid additive. The firm is negotiating a new contract with its biggest client, Bristol Natural Gas. For the last two years, SafeBlend has been the sole provider of... View Details
Keywords: Information Technology; Customer Relationship Management; Price; Negotiation; Competitive Advantage; Environmental Sustainability; Energy Sources; Sales; Energy Industry
Shapiro, Benson P., Frank V. Cespedes, and Alisa Zalosh. "SafeBlend Fracturing." Harvard Business School Brief Case 914-513, September 2013.
- July 2011
- Teaching Note
Suntech Power (TN)
Teaching Note for 712001. View Details
- Career Coach
Pamela Harder
architect behind the Amazon HQ2 $1.1B tech talent investment program. Prior to that, Pam ran Strategy & Business Operations at Clever, a K12 edtech startup in San Francisco. Under her leadership, she helped the company explore new... View Details
- 16 Nov 2020
- Blog Post
Flatiron School: Reflections from Summer 2020
their voter engagement strategy by developing a granular data-driven understanding of youth voter turnout. I loved putting my new skills to work for such a worthwhile cause! Joshua Rodriguez (MBA 2020): For our first project, we were... View Details
Keywords: All Industries
- 10 Mar 2021
- News
New Releases: Alumni and Faculty Books, Podcasts
in doing more good with your limited time on the planet, and experience greater satisfaction in the process. Sales Management That Works: How to Sell in a World That Never Stops Changing By Frank V. Cespedes, MBA Class of 1973 Senior... View Details
- 03 Dec 2001
- What Do You Think?
What Happens When the Sumo Master Learns Judo?
does not trust Microsoft and its use of 'customer' information to market to customers and hold them digitally captive. This demographic will continue to provide sales to (a judo master competitor)." These comments reflect general... View Details
Keywords: by James Heskett
- 01 Mar 2008
- News
Negotiating with Wal-Mart
joint vision and problem-solving process, information sharing, and generally moving away from the “lowest common denominator” pricing issues that had defined their interactions previously. From 1987, when Muccio initiated the changes, to 2003, shortly before his... View Details
- January 2011
- Teaching Note
Neoprene (TN)
By: Tom Nicholas
Teaching Note for 810-084. View Details
- 13 Apr 2015
- Research & Ideas
3 Ways Firms Can Profit From Environmental Investments
revenue for their companies. "For many firms, it's possible to act sustainably and make money at the same time," says Henderson, the John and Natty McArthur University Professor at Harvard University who has a joint appointment in the General Management and View Details
- 01 Jun 2004
- News
Books
century’s end, as mail-order companies such as Sears Roebuck and Montgomery Ward gained ground and manufacturers began to sell their own distinctive brands and develop their own distribution networks. Birth of a Salesman includes a look at the early View Details
- 03 Feb 2015
- First Look
First Look: February 3
Dennis A. Yao Abstract—This article examines how antitrust law and policy can benefit from ideas developed in the academic strategy field. Because accurate assessment and prediction of the effects of firm conduct depend in part on... View Details
Keywords: Sean Silverthorne
- 08 Jul 2014
- First Look
First Look: July 8
upgrading of its channel strategy design that accounted for 46% of North America sales in 2006. Nonetheless, NetApp senior management announced they expected to grow revenue another 30% in fiscal 2007 with... View Details
Keywords: Carmen Nobel
- 06 Dec 2016
- First Look
December 6, 2016
Termism' and the Puzzle of Only Occasional Disaster By: Rahmandad, Hazhir, Rebecca Henderson, and Nelson P. Repenning Abstract—Much recent work in strategy and popular discussion suggests that an excessive focus on "managing the... View Details
Keywords: Sean Silverthorne
- 02 Feb 2012
- Op-Ed
Once a Castle, Home is Now a Debtors’ Prison
very own debtors' prisons. Their task is Sisyphean: they work, pay the monthly debt to the lender, yet see a perpetual gap between payments and value. The payments can seem like an extortion episode from The Sopranos. Exit strategies are... View Details
- 04 Oct 2004
- What Do You Think?
Does Speed Trump Intellectual Property?
Summing Up This month's column, in the eyes of several respondents, represents the struggle of competitive strategies based on process versus product. When seen in this light, the triumph of speed over ideas, which many see as a reality,... View Details
Keywords: by James Heskett
- December 2007 (Revised April 2008)
- Case
Alltech...naturally
By: David E. Bell and Mary L. Shelman
Entrepreneur Pearse Lyons had built Alltech into the fastest growing company in the global animal health industry through innovative technology, creative marketing, and strong branding. Sel-Plex, a proprietary Alltech product, had shown important health benefits for... View Details
Keywords: Brands and Branding; Leadership Development; Customer Focus and Relationships; Expansion; Technological Innovation; Intellectual Property; Sales; Value Creation; Business Model; Growth and Development Strategy; Health Industry
Bell, David E., and Mary L. Shelman. "Alltech...naturally." Harvard Business School Case 508-033, December 2007. (Revised April 2008.)
- 07 Jun 2011
- First Look
First Look: June 7
PublicationsTransnational Management: Text, Cases and Readings in Cross-Border Management Authors:Christopher A. Bartlett and Paul W. Beamish Publication:Irwin/McGraw-Hill, 2011 Abstract Transnational Management focuses on the management challenges associated with... View Details
Keywords: Sean Silverthorne