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  • 2014
  • Other Teaching and Training Material

Marketing Reading: Sales Force Design and Management

By: Doug J. Chung and Das Narayandas
This Core Curriculum Reading introduces students to (1) the importance of sales force design in implementing organizational strategy, and (2) the role of sales force management in linking structures and processes to behaviors. The material combines theoretical... View Details
Keywords: Sales Budget; Sales Compensation; Sales Cycle; Sales Force Management; Sales Forces; Sales Management; Sales Operations; Sales Organization; Sales Planning; Sales Strategy
Related
  • 20 Oct 2017
  • Blog Post

Taking Care to Prepare Leaders: Lessons in Leadership Development from DaVita Kidney Care

In September 2010, Lauren Coyle, HBS MBA 2010, entered the leadership development program at DaVita Kidney Care. Formally titled, “The Redwoods Program,” it would guide Coyle through a three-phase curriculum that concluded in April 2011,... View Details
Keywords: Health Care

    Malcolm P. Baker

    Malcolm Baker is the Robert G. Kirby Professor of Business Administration at the Harvard Business School, where he teaches the required course in finance and a short immersive program on investing in life sciences.

    His research is in the... View Details

    Keywords: asset management; biotechnology; financial services; high technology; investment banking industry; pharmaceuticals; private equity (LBO funds); shipping; transportation
    • March 2023
    • Module Note

    LCA Module Overview: Society

    By: Nien-hê Hsieh
    Leadership and Corporate and Accountability (LCA) is a required course in the first-year MBA curriculum at Harvard Business School to help managers determine and deliver on their economic, legal, and ethical responsibilities. This note summarizes the cases and outlines... View Details
    Keywords: Corporate Social Responsibility and Impact
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    • March 2006
    • Course Overview Note

    Consumer Marketing: Rethinking the Core

    By: Youngme E. Moon
    Outlines the structure and content of an advanced MBA course entitled Consumer Marketing: Rethinking the Core. The course, which is part of the second-year curriculum at the Harvard Business School, focuses on a reexamination of several fundamental marketing paradigms... View Details
    Keywords: Marketing; Consumer Behavior
    Related
    • October 2018 (Revised August 2019)
    • Module Note

    Supply Chain Management

    By: Willy C. Shih
    This note on supply chain management provides background for the seven class supply chain module in the Technology & Operations Management required curriculum course taught at the Harvard Business School. This module includes four broad topics: sourcing and supply... View Details
    Keywords: Supply Chain Information; Supply ＆ Demand; Supply Chain Industries; Supply Chain Management; Supply Chain; Manufacturing Industry; Consumer Products Industry; Food and Beverage Industry; Service Industry; United States; Asia; Europe; Japan; China
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      Matthew C. Weinzierl

      Matt Weinzierl is Senior Associate Dean and Chair of the MBA Program at Harvard Business School, where he is the Joseph and Jacqueline Elbling Professor of Business Administration in the Business, Government, and the International Economy Unit, and a Research... View Details

      Keywords: aerospace

        Shikhar Ghosh

        Shikhar Ghosh is a Professor of Management Practice in the Entrepreneurial Management Unit. He currently teaches in the elective curriculum and is the course head for 3 Technologies that will Change the World. Shikhar received the Apgar Award for innovation in... View Details

        • 26 Feb 2019
        • Blog Post

        How Financial Aid Makes All the Difference

        the Medical Service, San Francisco VA Health System. He works as a medical educator for students and residents and serves as a coach within the Bridges curriculum at the UCSF School of Medicine. View Video View Details
        • 29 Jan 2015
        • Blog Post

        Ask about the FIELD Immersion during your next interview

        From Argentina to China, over 900 first-year students recently wrapped up a 10 day immersion experience with organizations around the globe. The immersion is part of the FIELD curriculum where student teams develop a new product or... View Details
        • Teaching Interest

        Overview

        By: Debora L. Spar
        I currently teach an Elective Course on Capitalism and the State (CATS), and serve as Course Head for a new Required Curriculum course on the Social Purpose of the Firm (SPF). Previously, I developed and taught Managing International Trade and Investment (MITI) in the... View Details
        Keywords: Capitalism; Business ＆ Government Relations; Business And Society; International Trade; Technological Change: Choices And Consequences; Business and Government Relations; Education Industry; United States; Europe; Africa; Asia

          Gunnar Trumbull

          Gunnar Trumbull is the Phillip Caldwell Professor of Business Administration at Harvard Business School.

          Professor Trumbull’s primary area of expertise in political economy, with a focus on consumer and regulatory politics. His book Strength in... View Details

          Keywords: agribusiness; consumer products; credit card; financial services; food; food processing; grocery; microfinance; retail financial services; retailing

            Samuel G. Hanson

            Samuel G. Hanson is the William L. White Professor of Business Administration at Harvard Business School, a Research Associate at the National Bureau of Economic Research, and a Faculty Affiliate of the Harvard Economics department. He teaches Finance 1... View Details

            Keywords: asset management; banking; brokerage; federal government; financial services; investment banking industry
            • June 2003
            • Case

            Memphis City Schools

            By: Rosabeth M. Kanter and Kevin Morris
            Associate Superintendent Marieta Harris needs a plan for continuing the momentum of systemic change in this urban school district while facing shifts of leadership and curriculum philosophy, uneven progress on reforms, new tests that put a high proportion of schools on... View Details
            Keywords: Curriculum and Courses; Leading Change; Transition; Education Industry
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              Youngme Moon

              Youngme Moon is the Donald K. David Professor of Business at Harvard Business School. Professor Moon's research sits at the intersection of brand strategy and culture, with a particular focus on the emergent AI economy. She is the author of the bestselling book, View Details

              Keywords: advertising; automobiles; automotive; clothing; communications; computer; consumer products; e-commerce industry; electronics; entertainment; fashion; high technology; home video games; information; information technology industry; internet; marketing industry; music; pharmaceuticals; toy; video games
              • Teaching Interest

              Overview

              By: David S. Scharfstein
              I teach an MBA course in the elective curriculum called Managing and Innovating in Financial Services. I focus on key functions of the financial system including credit, liquidity, insurance and payments provided by a variety of financial intermediaries including... View Details
              • 2017
              • Other Teaching and Training Material

              Financial Accounting Reading: Basic Accounting Concepts and Assumptions

              By: David F. Hawkins
              Core Curriculum Readings in Financial Accounting cover the fundamental concepts in financial accounting. The objective of this reading is to enhance the student's understanding of the nature of the information that general purpose financial reports provide. This goal... View Details
              Keywords: Accounting
              Related
              • Teaching Interest

              Field Immersion Experiences in Leadership Development

              By: Frances X. Frei
              HBS students have traditionally been immersed in a case-study method that has encouraged them to think like leaders. As a part of the school’s recent curriculum innovation, Field Immersion Experiences for Leadership Development (FIELD) gives students meaningful... View Details
              • Research Summary

              The Evolving Role of the CIO

              The Internet 'bubble' magnified the ups and downs of IT managers' fortunes into a roller coaster ride. Post-crash, the role of senior IT management is uncertain in many companies, and in need of redefinition. This project aims to define a role for CIOs and IT managers... View Details

                Monique Burns Thompson

                Monique Burns Thompson is an accomplished social entrepreneur who returns to HBS (class of 1993) and brings her twenty years of successful start-up and organizational leadership experience to her research and teaching at HBS.  She has led as a co-founder, President,... View Details