Sales Strategy - Publications - Faculty & Research

26 Mar 2019
First Look

New Research and Ideas, March 26, 2019

strategies aimed at improving working conditions in global supply chains. Download working paper: https://www.hbs.edu/faculty/Pages/item.aspx?num=51347 Harvard Business School Case 919-411 AIME High: A Social Entrepreneur's Moon Shot... View Details

Keywords: Dina Gerdeman

2009
Working Paper

Gray Markets and Multinational Transfer Pricing

By: Romana L. Autrey and Francesco Bova

Gray markets arise when a manufacturer's products are sold outside of its authorized channels, for instance when goods designated for a foreign market are resold domestically. One method multinationals use to combat gray markets is to increase internal transfer prices... View Details

Keywords: Price; Multinational Firms and Management; Demand and Consumers; Distribution Channels; Business and Government Relations; Sales; Competitive Strategy

Citation

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01 Jun 2015
News

3-Minute Briefing: Rehito “Ray” Hatoyama (MBA 2008)

where anyone can contribute to create a “win-win” business together. When I joined Sanrio in 2008, our market cap was about $500 million. Now it’s closer to $3.5 billion, with $750 million in sales and an operating profit just over $200... View Details

Keywords: Julia Hanna; Hello Kitty; Arts, Entertainment; Special Design Services; Professional Services

30 Jun 2015
First Look

First Look: June 30, 2015

leaders focus on the few things that produce results and experiences for the right customers; (3) the best service operating strategies don't require tradeoffs, so leaders foster "both/and" thinking in designing winning... View Details

Keywords: Carmen Nobel

26 May 2015
First Look

First Look: May 26

serve as the glue across functions and business units. But without clarity about strategy and the ability to articulate strategy, people can only pick up random, disconnected cues about priorities, and alignment is then hit-and-miss,... View Details

Keywords: Sean Silverthorne

01 Dec 2020
News

Invest in the New Abnormal

current drought of in-person events. Be human. “Firms that connect emotionally with customers and employees are expected to perform better than firms that just connect physically.” Dettol soap’s #HandWashChallenge generated billions of views on TikTok; since the... View Details

16 Aug 2013
News

Women's Business Leader

Vice Chairman of Wealth Management and Senior Client Advisor at Morgan Stanley where she is responsible for increasing revenue generation and client connectivity and penetration across the Wealth Management, Investment Banking and Sales... View Details

Keywords: Administration of Economic Programs; Government

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

Keywords: Jen McFarland Flint; Management, Scientific, and Technical Consulting Services; Professional Services

01 Mar 2018
News

Case Study: On the Record

sales reps,” says Cleary. For Alpha Architect, “knowledge is replacing marketing dollars.” That means providing engaging, unbiased information on investing, free of charge, online. “Knowledge is what we think has made our firm... View Details

Keywords: April White

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

Web

Turning a Moment into a Movement: How the Anti-Racism Fund Co-Founders are Fighting Racism and Encouraging Other Companies to Do Their Part - Recruiting

Recruiting Strategies Student & Alumni Stories Summer Internships In the spring of 2020, Kenneth Chenault (MBA 2019), Kevin Chenault (MBA 2021), Carter Lewis (MBA 2023), Lindsey Ferguson, Nicolle Mora, and Sesana Allen were each pursuing... View Details

Web

Rock 100: The Summit - Entrepreneurship

of posts on founder mindsets that improve success odds , Tom Eisenmann Managing for Results , Peter Drucker Novations: Strategies for Career Management , Gene Dalton & Paul Thompson The Science of Building a Scalable View Details

01 Jun 2019
News

Case Study: Mind the Gap

that you would hail an Uber ride,” Berendt says. Software houses across Europe meanwhile will be able to grow their sales pipeline, access new markets, and create economic opportunities locally. The Question: With $5 million in seed... View Details

Keywords: Architectural, Engineering, and Related Services; Professional Services

04 Apr 2000
Research & Ideas

The Right Way to Restructure Conglomerates in Emerging Markets

Western corporate strategies have long been held up as role models for businesses in emerging markets. The reaction to recent financial crises in Asia and Latin America has only served to reinforce this practice. The multilateral... View Details

Keywords: by Tarun Khanna & Krishna Palepu

July 1996
Case

Bayside Controls, Inc.

By: H. Kent Bowen, Jennifer Kochman and Sylvie Ryckebusch

Two recent MBA graduates acquire a small and ailing metal-machining company that had manufactured small aerospace components. Through clever application of state-of-the-art manufacturing, engineering, and marketing/sales concepts, they turned the company into a growing... View Details

Keywords: Business Earnings; Leveraged Buyouts; Machinery and Machining; Leading Change; Growth and Development Strategy; Marketing Strategy; Production; Personal Development and Career; Sales; Aerospace Industry

Citation

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January 1996 (Revised September 1997)
Case

Scott Paper Company

By: Stuart C. Gilson and Jeremy Cott

A professional turnaround manager attempts to implement a massive global downsizing program at the world's largest producer of consumer tissue products. The plan involves laying off almost one third of the company's 34,000 hourly and salaried employees and dramatically... View Details

Keywords: Assets; Global Strategy; Resignation and Termination; Goals and Objectives; Business and Stakeholder Relations; Sales; Value Creation; Pulp and Paper Industry

Citation

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Corporate Governance and Boards of Directors - Course Catalog

director selection and board dynamics; (3) the board’s role in ensuring effective leadership, including hiring, firing, and compensating the CEO; (4) the board’s role in strategy and major transactions such as mergers, acquisitions, or... View Details

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Private Equity Finance - Course Catalog

on closely related investing strategies such as distress and private debt. Students will examine a wide variety of investment settings: from lower middle market companies to mega-cap, from the United States to emerging markets, from... View Details

05 Apr 2011
First Look

First Look: April 5

helps explain why platforms offering a restricted number of candidates can coexist alongside those offering a larger number of candidates, while charging higher prices. Download the paper: http://www.hbs.edu/research/pdf/10-098.pdf View Details

Keywords: Sean Silverthorne