Sales Process - Publications - Faculty & Research - Harvard Business School

Filter Results: (690)

Filter Results: (690)

Show Results For

← Page 8 of 690 Results →

Sort by

Are you looking for?

→Search All HBS Web

March 1992
Case

Amgen, Inc.: Planning the Unplannable

By: Nitin Nohria

By the early 1990s, Amgen--a pharmaceutical company started little over a decade ago as Applied Molecular Genetics--was within range of becoming a billion-dollar company. With two extremely successful biotechnology drugs on the market, Amgen stood as the largest and... View Details

Keywords: Growth and Development Strategy; Strategic Planning; Success; Risk and Uncertainty; Pharmaceutical Industry

Research Summary

Managing the Manufacturer-Retailer Interface

By: Janice H. Hammond

Janice H. Hammond is studying the impact of coordination on the performance of manufacturing and retail channels. The focus of her research is on the supply "channel", the set of firms that undertakes the chain of activities that begins with acquisition of raw... View Details

September 2015 (Revised February 2020)
Case

Managing Consumer Touchpoints at Nissan Japan

By: Thales Teixeira, Nobuo Sato and Akiko Kanno

In 2015, Nissan was third place in the Japanese auto market, behind Toyota and Honda. The challenge of increasing market share was that 80% of car shoppers who were non-Nissan owners did not consider Nissan during their purchase process. This process involved three... View Details

Keywords: Nissan; Automobiles; Cars; Touch Points; Digital Marketing; Internet and the Web; Marketing Channels; Advertising; Auto Industry; Japan

September 2008 (Revised June 2010)
Case

Hearts On Fire - Brand Development Manager

By: Frank V. Cespedes and Benson P. Shapiro

Hearts On Fire, a successful branded diamond producer, established the position of Brand Development Manager (BDM) to build the company's presence, sales, and relationships with its retail customers. After one year, the CEO, CFO and President must evaluate the impact... View Details

Keywords: Customer Focus and Relationships; Investment Return; Brands and Branding; Marketing Strategy; Business Processes; Salesforce Management; Business Strategy

April 2023
Technical Note

An Art & A Science: How to Apply Design Thinking to Data Science Challenges

By: Michael Parzen, Eddie Lin, Douglas Ng and Jessie Li

We hear it all the time as managers: “what is the data that backs up your decisions?” Even local mom-and-pop shops now have access to complex point-of-sale systems that can closely track sales and customer data. Social media influencers have turned into seven-figure... View Details

Keywords: Decision Making; Framework; Analytics and Data Science

December 2017
Supplement

Bega Cheese: Bidding to Bring Vegemite Back Home

By: Benjamin C. Esty and Lauren G. Pickle

In January 2017, the leadership team of Bega Cheese—the Australian dairy company—was considering a bid for Mondelēz International’s Australia and New Zealand (ANZ) grocery business which included several leading consumer brands (Vegemite—the iconic Australian spread,... View Details

2015
Article

Approach, Ability, Aftermath: A Psychological Framework of Unethical Behavior at Work

By: C. Moore and F. Gino

Many of the scandalous organizational practices that have come to light in the last decade—rigging LIBOR, misselling payment protection insurance, rampant Wall Street insider trading, large-scale bribery of foreign officials, and the packaging and sale of toxic... View Details

Keywords: Working Conditions; Ethics; Decision Making

Find at Harvard

13 Dec 2011
First Look

First Look: Dec. 13

whether, when, and for which type of customer the introduction of a new channel helps and hurts sales in existing channels. Our framework separates short- and long-run effects by analyzing underlying channel capabilities. It suggests that... View Details

Keywords: Sean Silverthorne

July 2009 (Revised January 2012)
Case

Risk Management at Wellfleet Bank: All That Glitters Is Not Gold

By: Anette Mikes

This case motivates a debate on the role of staff functions, such as risk management: what does it mean for them to be independent, and at the same time, to partner the business lines? The case describes the risk assessment process in the corporate banking arm of... View Details

Keywords: Decision Choices and Conditions; Judgments; Credit; Banks and Banking; Governance Controls; Risk Management; Mathematical Methods

2009
Article

The Dynamics of Silencing Conflict

By: Leslie Perlow and Nelson Repenning

In many organizations, when people perceive a difference with another they often do not fully express themselves. Despite creating innumerable problems, silencing conflict is a persistent phenomenon. While the antecedents of acts of silence are well documented, little... View Details

Keywords: Interpersonal Communication; Management Style; Conflict Management; Societal Protocols

Find at Harvard

17 Jan 2017
First Look

First Look at New Research: January 17

90 days to work with your accountant and attorney on confirmatory due diligence. Transition into leadership. After the sale closes, your priorities should be building relationships (with employees, customers, and suppliers) and setting up... View Details

Keywords: Sean Silverthorne

November 2024
Article

Leadership and Plumbing

By: Frank V. Cespedes

“Leadership” is a growth industry. Amazon lists over 60,000 books on the topic. Most focus on emotional intelligence, charisma, avoiding narcissism (usually someone else’s problem, according to these authors, not their problem) and other personality traits. But as... View Details

Keywords: Leadership Development

Research Summary

The Role of Suggested Pricing in Retail

Does a $100 shirt seem more valuable when its price tag shows a 50 discount off an original price of $200? Pricing information in retail settings often has three components: an original price, a percent discount, and the final price. Little empirical evidence exists... View Details

26 Aug 2009
Op-Ed

Where Cash for Clunkers Ran Off the Road

short term but, in reality, the promotion stole largely from future sales with taxpayers subsidizing over half a million new car sales that would have occurred anyway. C4C disrupted the even flow of supply... View Details

Keywords: by John Quelch; Auto

January 2014
Case

CleanSpritz

By: John A. Quelch and Alisa Zalosh

Sales of CleanSpritz all-purpose cleaning spray have been steadily declining for the past five years, and management believes the decline correlates to a growing environmental concern among U.S. consumers. CleanSpritz's management is considering several options to... View Details

Keywords: Product Positioning; Competition; Marketing Strategy; Corporate Social Responsibility and Impact; Performance Improvement; Environmental Sustainability; Product Launch; Product Development; Consumer Products Industry

August 2006
Case

Dreyer's Slow Churned(TM) Ice Cream

By: Noel H. Watson, Steven C. Wheelwright and Brian DeLacey

Examines capacity forecasting and planning in a complex new product introduction scenario. The introduction at Dreyer's, a large dairy snack manufacturer, involves not only a new product but a new manufacturing process and product package, thus implying a significant... View Details

Keywords: Advertising; Forecasting and Prediction; Growth and Development Strategy; Brands and Branding; Product Launch; Product Development; Planning; Food and Beverage Industry; United States

August 2010 (Revised November 2020)
Module Note

Integrating Around the Job to Be Done

By: Clayton Christensen, Rory McDonald, Laura E Day and Shaye Roseman

Unlike traditional market segmentations that are based on a correlation of product sales or service with the attributes of the purchaser (such as age, gender, income level, and education level), jobs-based segmentation seeks to understand the causal roots of... View Details

Keywords: Integration Planning; Jobs; Market Segmentation; Customer Satisfaction; Marketing; Jobs and Positions; Marketing Strategy; Segmentation; Integration; Planning

September 2024
Case

Xendit: Hiring for Growth

By: Jeffrey F. Rayport, Steve Castano, Quoc Anh Nguyen and Claire Wu

In 2019, Xendit, a growth-stage Southeast Asia (SEA) fintech venture based in Jakarta, was looking to hire a Head of Sales and Head of Product to lead its next phase of growth. Founded by Moses Lo and Tessa Wijaya, Xendit provided payment infrastructure, modeling... View Details

Keywords: Fintech; Financing and Loans; Entrepreneurship; Jobs and Positions; Sales; Product; Growth and Development; Selection and Staffing; Organizational Culture; Expansion; Financial Services Industry; Technology Industry; Southeast Asia; Indonesia; Philippines

June 2013 (Revised March 2014)
Case

Kvadrat: Leading for Innovation

By: Boris Groysberg and Sarah L. Abbott

In 2013, Anders Byriel, CEO of the family-owned Danish textiles company, Kvadrat, considered the firm's strategic plan. In 2000, Byriel and Mette Bendix, Kvadrat's Product Director, had taken over management of the company from their fathers, who had founded Kvadrat... View Details

Keywords: General Management; Organizational Behavior; Strategy; Performance Management; Leadership; Business or Company Management; Growth and Development Strategy; Management Practices and Processes; Human Resources; Denmark; Europe; Asia

December 2018 (Revised August 2022)
Teaching Note

Revenue Recognition at HBP

By: Siko Sikochi and Paul Healy

In early 2014, Corporate Learning, one of three business units at Harvard Business Publishing (HBP), was in the process of revamping its flagship product, Harvard Manage-Mentor (HMM) from version 11.0 (HMM11) to version 12.0 (HMM12). The revamped software would be... View Details

Keywords: Accrual Accounting; Budgets and Budgeting; Revenue Recognition; Financial Reporting; Publishing Industry; Education Industry; United States

←
8
9
…
34
35
→