Sales Strategy - Publications - Faculty & Research

01 Jun 2012
News

Made in the USA

heavily in quality control and state-of-the-art equipment, a strategy that has helped him fend off competitors. A case in point is a Chinese company that launched a product similar to Aquamesh in 2000. “They tried to invade my market with... View Details

Keywords: Blagg, Deborah; cheese; lobster fishing; Fishing, Hunting and Trapping; Agriculture; Management of Companies and Enterprises; Management; Food Manufacturing; Manufacturing

01 Mar 2014
News

Cutting Edge

and bolts: exiting underperforming adjunct businesses (e.g., pickles and fresh poultry); shaking up the management team; improving the supply chain (thereby increasing plant productivity by 50 percent); and developing a sequenced regional expansion View Details

Keywords: Manufacturing; Food and Beverage Stores; Retail Trade

17 Aug 2011
Research & Ideas

Protecting against the Pirates of Bollywood

Center researcher Namrata Arora uncover a complicated mix of piracy and plagiarism that harm not only Hollywood's efforts at success in the Indian market, but local Bollywood companies as well. Iyer says the case can help students and practitioners understand the best... View Details

Keywords: by Kim Girard; Motion Pictures & Video

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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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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

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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

11 Feb 2008
Research & Ideas

Does Democracy Need a Marketing Manager?

Dean's youthful Internet backing failed to generate enough votes at the polls. In the recent New Hampshire primary, Hillary Clinton's surprise win is attributable in part to her superior grassroots organizing there—the political equivalent of retail and View Details

Keywords: by Sean Silverthorne

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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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

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Online Entrepreneurial Marketing Course | HBS Online

Stories FAQs Enroll Now Key Concepts Develop and continually adapt go-to-market strategies Distinguish between marketing- and sales-led organizations and marketers’ role in each Establish a customer selection strategy, including buyer... View Details

21 Aug 2018
First Look

New Research and Ideas, August 21, 2018

accuracy of daily sales forecasts. We collaborated with an online apparel retailer to assemble a dataset that combines (1) detailed internal operational information, including data on sales, advertising, and promotions, as well as (2)... View Details

Keywords: Dina Gerdeman

15 Sep 2009
First Look

First Look: September 15

is asked to investigate the matter and to decide what, if anything, to do about it. The case raises issues in aligning strategy and sales systems, performance evaluation criteria, and on-going performance... View Details

Keywords: Martha Lagace

07 Mar 2007
Research & Ideas

How Do You Value a “Free” Customer?

Businesspeople understand that not all customers are created equal—the 80-20 rule suggests that over time a small percentage of a company's customer base can generate a high percentage of its sales and profit. Models for calculating... View Details

Keywords: by Sarah Jane Gilbert; Web Services

November 1992 (Revised May 1993)
Case

American Mobile Satellite Corporation

By: Frank V. Cespedes and Laura Goode

American Mobile Satellite Corp. (AMSC) has a license to provide wireless mobile communications via satellite throughout the United States and 200 miles of coastal waters. The first satellite launch is scheduled for 1994 and, in the interim, AMSC is providing limited... View Details

Keywords: Wireless Technology; Decisions; Distribution Channels; Marketing Strategy; Product Development; Sales; Emerging Markets; Resource Allocation; Performance Capacity; Communications Industry; Information Technology Industry; United States

Citation

Find at Harvard

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

01 Dec 2018
News

Ask the Expert: Gimme Shelter

crafting innovative ways to make that happen in the Bay Area, where median home prices sail north of $1 million. In Oakland, for example, the nonprofit used a little-known tool called the Chapter 8 Tax Sale to acquire 24 blighted,... View Details

Keywords: Jen McFarland Flint

10 Jun 2002
Research & Ideas

Disruption: The Art of Framing

stated that their ventures were separate from their parent company, but their daily work processes indicated otherwise. Online sales reps still reported to and had offices near their print managers, for example. This direct reporting and... View Details

Keywords: by Clark Gilbert & Joseph L. Bower

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Can Private Equity Reach Regular People? One Company’s Mission | Working Knowledge

a recent sign of shifting winds, Yale University’s endowment recently put $6 billion of its PE stakes up for sale after disappointing returns. While institutions and affluent investors could be more cautious, Moonfare’s potential to give... View Details

21 Apr 2003
Research & Ideas

Are Crummy Products Your Next Growth Opportunity?

a lower-cost business model. This strategy has worked well for Wal-Mart, for example, but you still remain vulnerable to competitors disrupting your success from below. The third model Christensen termed new-market disruption, whereby you... View Details