Sales Management - Publications - Faculty & Research

01 Jun 2013
News

Brick by Brick

Meanwhile, birth rates declined, and children had less interest in toys that didn't offer instant gratification. Serious jolts were also taking place in the LEGO Group. Kjeld, out of the office for a year following a serious illness in 1993, appointed a View Details

Keywords: toys; Miscellaneous Store Retailers; Retail Trade

19 Aug 2013
News

Bees Make a Sweet Deal for African Farmers

on the spot, then processed, packed, and distributed the honey and related products for sale in supermarket chains. To date, the company has helped more than 9,000 small-scale beekeepers (over 45 percent of them women) and its business... View Details

Keywords: Management; Management; Management; Management

26 Apr 2004
Research & Ideas

A Clear Eye for Innovation

The Roman god Janus had two sets of eyes—one pair focusing on what lay behind, the other on what lay ahead. General managers and corporate executives should be able to relate. They, too, must constantly look backward, attending to the... View Details

Keywords: by Charles A. O'Reilly III & Michael L. Tushman

March, 2023
Article

Linking Value and Price

By: Frank V. Cespedes

Keywords: Customer Value and Value Chain; Price; Salesforce Management

Citation

Read Now

01 Sep 2003
News

Sharon Patrick

Patrick acknowledges the challenges of the last sixteen months due to the federal investigation and indictment of Stewart for a personal stock sale unrelated to MSO. However, she remains upbeat. “The strength of our content and business... View Details

Keywords: Susan Young; Finance; News, Library, Internet, and Other Services; Information

08 Dec 2008
Research & Ideas

Thinking Twice About Supply-Chain Layoffs

It's the most wonderful time of the year—or that's how the song goes. But this year's decline in retail sales has resulted in definitely uncheery employee layoffs and payroll cuts, a trend that is likely to continue. While the vicious... View Details

Keywords: by Julia Hanna; Retail

03 Aug 2015
Research & Ideas

Why Fierce Competitors Apple and Amazon Became ’Frenemies’ Over eReaders

Technology and Operations Management unit at Harvard Business School. And why would Apple ever allow a Kindle app in its App Store in the first place? "We all know historically Apple often says no to apps that directly compete with... View Details

Keywords: by Michael Blanding; Information; Publishing; Technology

Mar 17 2016
Testimonial

Dwyane Wade Goes One-on-One with Professor Elberse

Mar 04 2016
Testimonial

Finding a New Approach to Success

18 Mar 2020
News

Leading Change

“Business and Climate Policy: Your Vital Role,” on February 12, 2020. Moderated by Michael Toffel, the Senator John Heinz Professor of Environmental Management at HBS and Faculty Chair of BEI, the event drew 100 alumni and guests to the... View Details

01 Jun 2010
News

Admit It: You’re in Denial

marketing produced the legendary Model T, which put America on wheels and made Ford a business titan. More than 15 million Model T autos were sold in the two decades after its introduction in 1908. But something happened. By 1927, Model T View Details

Keywords: Richard S. Tedlow; Management; Management; Management; Management; Management

01 Sep 2011
News

Entrepreneur Named Director of Harvard i-lab

marketing and sales experience with Fortune 500, midsized, and start-up companies, Jones also has a background in education, having taught marketing as an adjunct lecturer at Bentley University outside Boston. Most recently, he worked... View Details

Keywords: Management of Companies and Enterprises; Management of Companies and Enterprises; Management of Companies and Enterprises; Management of Companies and Enterprises

01 Oct 1997
News

After 27 Years at HBS, Shapiro Shifts Professional Focus

whose new office is located in Concord, Massachusetts, will continue to pursue independent research in areas such as performance-based pricing, software pricing, and professional-service pricing; the management of large, industrial View Details