Publications

14 Feb 2007
Op-Ed

Tata-Corus: India’s New Steel Giant

was to supplement the customer-facing front-end in the developed markets, with a lower-cost back-end in an emerging market. That is, TCL was trying to buy a sales and marketing structure and a set of brands. Much like Tata is with Corus.... View Details

Keywords: by Tarun Khanna

18 Feb 2015
First Look

First Look: February 18

situations. Filled with stories of people facing a range of challenges, from going on job interviews to asking someone out; scientific research on how our bodies change our minds; and revolutionary strategies like "power... View Details

Keywords: Sean Silverthorne

01 Sep 2018
News

The True Value of a Tweet

challenge for all advertising is to connect the dots all the way to sales. Sales are a function of advertising but also price and the quality of a product, so you can’t blame or credit advertising for everything. And how do you ever... View Details

Keywords: Jen McFarland Flint

19 Mar 2013
First Look

First Look: March 19

PublicationsSetting Health Priorities: Strategy versus Tactics Authors:Chu, Michael, David E. Bloom, and Elizabeth Cafiero Publication:Impact: The Magazine of PSI Abstract Health decision makers throughout the world are faced with a... View Details

Keywords: Sean Silverthorne

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

Keywords: by Carmen Nobel; Energy; Utilities

Profile

Marla Malcolm Beck

wasn’t a plan, I was just always asked to be a leader. I was never the best athlete or the best at anything. But I have always been a very quick learner and I was so reliable and I always knew where to go. I could see the vision and the View Details

Web

Flatiron School: Reflections from Summer 2020 - Recruiting

understand the drivers of voter turnout among young adults. Using census demographic data and surveys about voter behavior, we helped Young Invincibles focus their voter engagement strategy by developing a granular data-driven... View Details

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

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

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

30 Apr 2001
Research & Ideas

Big Companies, Big Opportunities—Big Questions

reach that level of trading volume. Building A Consumer-products Empire But the negatives haven't scared off consumer products giant Procter & Gamble. Since 1987, the company's Latin American sales have grown by 4.5 times to $2.8... View Details

Keywords: by Julie Jette

September 2010 (Revised August 2011)
Background Note

Pricing, Profits, and Customer Value

By: Frank V. Cespedes, Benson P. Shapiro and Elliot B. Ross

This note discusses how some firms (start-ups and established companies) maximize customer value and profits via their pricing processes. It is aimed at companies that compete on the basis of performance initiatives rather than absolute cost advantages and low price.... View Details

Keywords: Customer Focus and Relationships; Customer Value and Value Chain; Cost; Price; Profit; Performance Effectiveness; Sales; Competitive Strategy

15 Jan 2020
News

The Business of Access

person who is paying, the philanthropist, is typically not the person receiving the service.” This fundamental difference, she notes, changes the function-benefit sales framework. Lisle found that she thrived at speaking with... View Details

Keywords: Maureen Harmon

July 2002 (Revised March 2003)
Case

Avon.com (A)

Avon has always sold its products through a large independent direct-selling organization. However, it is now considering whether it should sell directly to the consumer. The company's independent representatives number 500,000 in the United States alone. Yet, there... View Details

Keywords: Organizational Change and Adaptation; Marketing Strategy; Internet and the Web; Salesforce Management; Marketing Channels; Beauty and Cosmetics Industry