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(1,888)
- People (1)
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- Events (5)
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- Faculty Publications (886)
- 06 Sep 2016
- First Look
September 6, 2016
buyer characteristics. Consider the experiences of condo developers targeting retirees who wanted to downsize their homes. Sales were weak until the developers realized their business was not construction but transitioning lives. Instead... View Details
Keywords: Carmen Nobel
- 01 Mar 2005
- News
Answering the Call
than being a small extension of the product line, offering an uncoated product could change the company’s entire market capability. And it would mean big changes for the sales force. One thing I like to do in my class is consider how the... View Details
- 12 Nov 2013
- First Look
First Look: November 12
founded Kvadrat in the 1960s. Byriel and Bendix had joined Kvadrat in 1992, and since that time, Kvadrat had grown from 19 million in annual sales to over 86 million. It had expanded its focus on selling textiles to European architects... View Details
Keywords: Sean Silverthorne
- 28 May 2008
- First Look
First Look: May 28, 2008
on the EPS of both sides—and determine whether it is in the best interests of Mellon, the city of Pittsburgh, and Mellon's shareholders. Purchase the case: http://www.hbsp.harvard.edu/b01/en/common/item_detail.jhtml?id=208129 KIPP 2007: Implementing a Smart Growth... View Details
Keywords: Martha Lagace
- 12 Jun 2019
- Research & Ideas
Investors Have More Than Money to Offer Entrepreneurs
financial management advice. But startups often run into issues outside those categories, everything from what to ask potential hires in a job interview to analyzing sales funnels. Experienced investors have likely run into those issues... View Details
Keywords: by Julia Austin
- 01 Dec 2018
- News
Competencies and Credentials
positions—the supervisors, sales representatives, data analysts, and production managers, for example—tend to be less engaged in their work, have higher rates of turnover, and have lower levels of productivity, according to Fuller’s... View Details
- 20 Dec 2016
- First Look
December 20, 2016
Explicating the 'Dynamics' in the Dynamic Capabilities Framework By: Jones, Geoffrey, and R. Daniel Wadhwani Abstract—This working paper aims to deepen the scholarly dialogue between strategy and history. It does so by examining how... View Details
Keywords: Carmen Nobel
- 22 Apr 2014
- First Look
First Look: April 22
present a model in which fire sales propagate shocks across bank balance sheets. When a bank experiences a negative shock to its equity, a natural way to return to target leverage is to sell assets. If potential buyers are limited, then... View Details
Keywords: Sean Silverthorne
- 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
Gilson, Stuart C., and Jeremy Cott. "Scott Paper Company." Harvard Business School Case 296-048, January 1996. (Revised September 1997.)
- 06 Dec 2011
- First Look
First Look: Dec. 6
review the research on when people expect too little or too much self-interest in the intentions of others, as contrasted with rational behavior. We also discuss the antecedents and consequences of these naive and cynical errors, as well as some potential View Details
Keywords: Sean Silverthorne
- 23 Jul 2021
- Blog Post
Trends in Consumer Products
General Mills products saw significant increases. In fact, Nature Valley Granola Bars sales declined as children stayed home for virtual school. With parents not packing lunches and children eating at home, the portable snack bar business... View Details
- May 1991 (Revised October 1993)
- Case
Collision Course in Commercial Aircraft: Boeing-Airbus-McDonnell Douglas--1991 (A)
By: David B. Yoffie
Describes the competitive situation that has arisen in the commercial aircraft manufacturing industry since Airbus entered in 1970. Having overtaken McDonnell Douglas for second place, Airbus announces plans to challenge market leader Boeing's last pocket of dominance.... View Details
Keywords: Transition; Trade; Ethics; Investment; Problems and Challenges; Business and Government Relations; Risk and Uncertainty; Sales; Competitive Strategy; Technology Adoption; Air Transportation Industry; Manufacturing Industry
Yoffie, David B. "Collision Course in Commercial Aircraft: Boeing-Airbus-McDonnell Douglas--1991 (A)." Harvard Business School Case 391-106, May 1991. (Revised October 1993.)
- 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 Oct 2002
- News
What's Cookin'
from the Class of 1977 interviewed for this article, Fox came to the restaurant industry by an indirect path, but now finds himself completely immersed in its unique complexities and rewards. The National Restaurant Association projects View Details
Keywords: Hanna, Julia
- 01 Dec 2006
- News
Over 50 and Job Hunting?
their career experience by packaging themselves to fit market needs. “Rather than looking for openings,” she argues, “a better strategy for senior executives is to work on the principle that com-panies have problems that you are uniquely... View Details
- 01 Dec 2013
- News
Faculty Q&A: Playing the Hits
ALL IN: The bigger the bet Hollywood makes, the better. Photo courtesy of Anita Elberse Offstage at a Lady Gaga concert seems an unlikely place for academic fieldwork. But that's exactly the kind of environment that allows Anita Elberse to examine firsthand the nuances... View Details
- 25 Apr 2017
- First Look
First Look at New Research, April 25
industry also grew as the means out of poverty for many women who worked as sales consultants and in salons. Winning beauty contests became the equivalent to winning a lottery. In this respect, the impact of the beauty industry was... View Details
Keywords: Sean Silverthorne
- 01 Dec 2016
- News
Carving a Niche
strategy for building Faction embraces that aura of distinction (“for the few” is one tagline) while leveraging several key retailing trends. “The average size of an interesting, exciting brand is smaller and more premium than it used to... View Details
Keywords: Julia Hanna
- 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
- 01 Jun 2003
- News
South Florida and Minnesota Launch Community Programs
for alumni to use their business skills,” says Sanchez, noting that the group will assess and refine its strategies before entering the next project cycle. Richard Gehrman (MBA ’76) and Tony Levy (MBA ’88) serve as cochairs of the... View Details