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- Faculty Publications (76)
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- All HBS Web (200)
- Faculty Publications (76)
- 09 Feb 2016
- First Look
February 9, 2016
Publisher's link: https://www.hbs.edu/faculty/Pages/item.aspx?num=50453 November 2, 2015 Harvard Business Review The Best Ways to Hire Salespeople By: Cespedes, Frank V., and Daniel Weinfurter Abstract—Companies typically spend more on hiring in View Details
Keywords: Sean Silverthorne
- December 2002
- Teaching Note
Abgenix and the XenoMouse (TN)
Teaching Note for (501-061). View Details
- 22 Apr 2008
- First Look
First Look: April 22, 2008
Business Harvard Business School Case 608-136 Novartis is a science-based drug company, which has important implications for its business strategy. It is one of the largest pharmaceutical companies in the world with over $38B in View Details
Keywords: Martha Lagace
- 22 Feb 2016
- Research & Ideas
The ‘Mother of Fair Trade’ was an Unabashed Price Protectionist
state pharmaceutical licensing exam, opened a drugstore with her husband in Stockton in 1915. Following his death, she became the sole proprietor and later opened two additional drugstores in town. Gleason emerged as a stalwart defender... 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
- 08 Aug 2017
- First Look
First Look at Research and Ideas, August 8, 2017
School Case 415-013 Novartis Pharmaceuticals Corp: Redefining Success in the U.S. (A) Over the course of a tumultuous weekend in April 2010, André Wyss was put in charge of Novartis Pharmaceuticals... View Details
Keywords: Sean Silverthorne
- 23 Mar 2010
- First Look
First Look: March 23
catastrophic risks to patients, physicians, pharmaceutical firms, and regulators. Between the early 1960s and the present, national systems were built to collect, standardize, and respond to individual reports of side effects, with the... View Details
Keywords: Martha Lagace
- 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
- 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
- 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
- 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
- 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
- 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
- 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
- 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
- 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
- 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
- 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
- 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