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- All HBS Web (193)
- Faculty Publications (73)
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- All HBS Web (193)
- Faculty Publications (73)
- 01 Aug 2001
- News
Cleveland Global Alumni Conference a Sold-Out Success
& Co., kicked off the first plenary session with a quick overview of factors contributing to the U.S. pharmaceutical industry's success in competing in the global market. Among other ad- vantages, Gilmartin cited the U.S. government's... View Details
- 14 Dec 2010
- First Look
First Look: Dec. 14
addresses a decision to replace salesmen netbook PCs with iPhones, including converting the company's sales and customer applications to the iPhone platform. Purchase this case:http://cb.hbsp.harvard.edu/cb/product/911413-PDF-ENG Hikma... View Details
Keywords: Sean Silverthorne
- 12 Nov 2013
- First Look
First Look: November 12
GlaxoSmithKline: Sourcing Complex Professional Services Pharmaceutical company GlaxoSmithKline (GSK) uses an innovative new approach to procuring outside legal counsel: it replaces relationship-based selection and law firms' traditional... View Details
Keywords: Sean Silverthorne
- 03 Jan 2007
- First Look
First Look: January 3, 2007
Kendall Square Research was a small competitor in the supercomputer industry. Sales grew rapidly in 1992 and early 1993 and the company sold stock to the public for the first time. Analysts forecast higher earnings for 1993, then the... View Details
Keywords: Sean Silverthorne
- December 2002
- Teaching Note
Abgenix and the XenoMouse (TN)
Teaching Note for (501-061). View Details
- 15 Dec 2014
- Research & Ideas
Deconstructing the Price Tag
sentiment, the researchers conducted six lab experiments in which participants answered questions about a simulated website of a fashion retailer selling T-shirts. The research also included a field study of sales figures at a real online... View Details
- 15 Sep 2009
- First Look
First Look: September 15
12-year career of a pharmaceutical salesperson, Bob Marsh, from recruitment to termination. Marsh has had an uneven career with Cabot Pharmaceuticals and eventually is asked to resign. Following his... View Details
Keywords: Martha Lagace
- 26 Jul 2010
- Research & Ideas
Yes, You Can Raise Prices in a Downturn
Ross to write the paper "Performance Pricing in Tough Times." Shapiro, an authority on marketing strategy and sales management, is the Malcolm P. McNair Professor of Marketing, Emeritus at Harvard Business School. Ross is a... View Details
- 01 Oct 2008
- Research & Ideas
How Much Time Should CEOs Devote to Customers?
business and the company's strategy. In a service business like Tesco's, the health of the brand depends heavily on the quality of the millions of daily transactions between shoppers and staff. Motivating the front-line personnel is critical. But in the View Details
Keywords: by John Quelch
- 02 Oct 2000
- Research & Ideas
The Dubious Logic of Global Megamergers
expansion." In this excerpt, they detail seven such strategies that corporate leaders can pursue. Pick Up the Scraps. As Peter Drucker recently noted, for every megamerger or large acquisition, there are usually several spin-offs, divestments, or asset View Details
Keywords: by Pankaj Ghemawat & Fariborz Ghadar
- 30 Aug 2016
- First Look
August 30, 2016
forthcoming Journal of Marketing Research Incentives versus Reciprocity: Insights from a Field Experiment By: Chung, Doug J., and Das Narayandas Abstract—We conduct a field experiment in which we vary the sales force compensation scheme... View Details
Keywords: Carmen Nobel
- 25 Oct 2016
- First Look
October 25, 2016
September–October 2016 European Business Review What Senior Executives Should Know About Sales By: Cespedes, Frank V. Abstract—Business is more complex, data more abundant, and more specialists are needed to stay up-to-date with... View Details
Keywords: Sean Silverthorne
- 16 Oct 2007
- First Look
First Look: October 16, 2007
distribution of sales and profits across products. By enabling an analysis of the book acquisition, development, and marketing process from the perspective of the publisher, author, and agent, serves as a vehicle for contrasting different... View Details
Keywords: Sean Silverthorne
- 28 May 2008
- First Look
First Look: May 28, 2008
goals? Purchase the case: http://www.hbsp.harvard.edu/b01/en/common/item_detail.jhtml?id=308030 Can PACIV (Puerto Rico) Serve European Customers? Harvard Business School Case 808-099 Jorge Rodriguez-Gonzalez, PACIV's (Puerto Rico) founding CEO, is considering expanding... View Details
Keywords: Martha Lagace
- 30 Apr 2001
- Research & Ideas
Entering the Age of Alliances
competencies of each partner and create two-way value is evidenced by, among others, the collaboration between The College Fund (UNCF) and Merck. UNCF, the largest and oldest minority educational assistance organization in the United States, and Merck, a leading global... View Details
Keywords: by James Austin
- 01 Jun 2000
- News
The Business of Biotech
December). Amgen's Epogen (a treatment for anemia in kidney dialysis patients) and Neupogen (which restores white blood cells in cancer patients) generated more than $2 billion in sales last year. As the ability to analyze a patient's... View Details
Keywords: Julia Hanna
- 15 Jan 2013
- First Look
First Look: January 15
KnoopHarvard Business School Case 813-091 Amylin Pharmaceuticals brought two first-in-class diabetes drugs to market, Byetta and Symlin, in 2005, which were sold in over 80 countries with $650.7 million in View Details
Keywords: Sean Silverthorne
- 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
- 19 Sep 2012
- Research & Ideas
Funding Innovation: Is Your Firm Doing it Wrong?
Nokia lowered its guidance for Q2 2012, explaining in a press release that "competitive industry dynamics are negatively affecting the Smart Devices business unit to a somewhat greater extent than previously expected.") "They decided that they were... View Details
Keywords: by Carmen Nobel
- 07 Aug 2000
- Research & Ideas
The Business of Biotech
coming of age of biotechnology. The disappearance of "blockbuster" drugs could create new management challenges for pharmaceutical companies. — Gary Pisano The prospect is exhilarating, but the road to this brave new biotech... View Details