Publications

August 2002 (Revised February 2003)
Case

Siebel Systems: Anatomy of a Sale, Part 2

By: John A. Deighton and Das Narayandas

How does a $2 million software sale happen? This case traces efforts by Siebel Systems to sell lead management software to discount broker Quick & Reilly. The buying process is mapped out over four years. Covers in detail the last six months--from Siebel's initial... View Details

Keywords: Business Cycles; Leadership; Management Analysis, Tools, and Techniques; Marketing Strategy; Consumer Behavior; Organizational Structure; Behavior; Competition; Applications and Software; Technology Industry

Educators

August 2002 (Revised January 2003)
Case

Siebel Systems: Anatomy of a Sale, Part 1

By: John A. Deighton and Das Narayandas

How does a $2 million software sale happen? This case traces efforts by Siebel Systems to sell lead management software to discount broker Quick & Reilly. The buying process is mapped out over four years. Covers in detail the last six months—from Siebel's initial... View Details

Keywords: Leadership; Management Analysis, Tools, and Techniques; Marketing Strategy; Consumer Behavior; Organizational Structure; Behavior; Competition; Applications and Software; Technology Industry

Educators

July 2001 (Revised October 2002)
Case

Centra Software

By: John A. Deighton and Laetitia Pouliquen

Centra is a pioneer in software eLearning. It is debating how to modify its go-to-market strategy, adding telesales to improve sales force productivity. At the same time, its market is evolving, and management thinks it may be about to "cross the chasm" in Geoffrey... View Details

Keywords: Applications and Software; Learning; Emerging Markets; Growth Management; Salesforce Management; Conflict Management; Information Technology Industry; Education Industry

Educators

April 1984 (Revised December 1986)
Case

Swedish Match Co. (A)

By: Norman A. Berg and John Young

Keywords: Sweden

14 Feb 2012
First Look

First Look: February 14

structuring social sector management programs in order to educate cross-sector leaders capable of addressing critical societal problems. Organizational Errors: Directions for Future Research Authors:Paul S. Goodman, Rangaraj Ramanujam, View Details

Keywords: Carmen Nobel

2007
Book

Business Solutions for the Global Poor: Creating Social and Economic Value

By: V. Kasturi Rangan, John A. Quelch, Gustavo Herrero and Brooke Barton

Keywords: Poverty; Society; Economics; Value

01 Feb 1997
News

Shaping the Future of Business: Entrepreneurial Evolution at HBS

participants realized the importance of studying new issues such as entrepreneurial finance, creativity, and management. William A. Sahlman, William Poorvu, and former HBS faculty member John J. Kao all... View Details

Keywords: Nancy O. Perry and Susan Young; profiles by Garry Emmons

March–April 1990
Article

The Costly Bargain of Trade Promotion

By: R. D. Buzzell, J. A. Quelch and W. J. Salmon

Keywords: Trade

1985
Book

Marketing Management: Readings from Theory to Practice

By: B. P. Shapiro, R. J. Dolan and J. A. Quelch

Keywords: Marketing; Management; Theory; Practice

1985
Book

Marketing Management: Strategy, Planning and Implementation

By: B. P. Shapiro, R. J. Dolan and J. A. Quelch

Keywords: Marketing; Management; Strategy; Planning

15 Jun 2010
First Look

First Look: June 15

Stability and Incentives in Large Markets Authors:Fuhito Kojima, Parag A. Pathak, and Alvin E. Roth Abstract Accommodating couples has been a longstanding issue in the design of centralized labor market clearinghouses for doctors and... View Details

Keywords: Martha Lagace

01 Dec 2020
Blog Post

Hiring a Career Switcher: The Value of the MS/MBA

In the fall of 2019, Kaelyn Griffin and Adam Palay entered HBS as two of 30 students in the MS/MBA: Engineering Sciences Program, a joint degree offered with the Harvard John A. Paulson School of Engineering... View Details

Keywords: All Industries

Web

Advanced Negotiation: Great Dealmakers, Diplomats, and Deals - Course Catalog

truly worthwhile purposes. In a closely related project at Harvard, faculty have conducted detailed interviews with former American Secretaries of State—Henry Kissinger, George Shultz James A. Baker, III, Madeleine Albright, Colin Powell,... View Details

03 Jun 2015
What Do You Think?

Is the Time Right for Self-Management?

and form teams ("circles"). The guidelines for the effort are spelled out in a 30-page "Constitution" used as the basis for orienting associates to the new form of organizing work. Self-management is not a new idea. For example, it was adopted at... View Details

Keywords: by James Heskett; Retail

04 Mar 2015
What Do You Think?

Can a Laissez-Faire Approach Fix Labor Market Inequality?

growing discrepancy (in incomes) will not fix itself, and needs yet another public/private initiative to bring our labor up to global competitiveness." John Stengrevics sounded the call for government involvement this way: Walmart's... View Details

Keywords: by James Heskett; Retail

03 Apr 2013
What Do You Think?

Will Women Leaders Influence the Way We Work?

John Croft felt that "the idea of different leadership styles among men and women is poorly thought through . People forget that leadership is about the people being led, not the leader . I think you would only find sex-based... View Details

Keywords: by James Heskett

Article

Opportunities and Risks of Durable Goods Promotion

By: John A. Quelch, Scott A. Neslin and Lois B. Olson