Sales Strategy - Publications - Faculty & Research

05 Aug 2014
News

A Diversified Portfolio

range of metrics, including their overall returns on sales and investment capital. But knowing all this didn't guarantee investors would be interested in their fund. To find that out, Dodi and Dorsen scheduled a roundtable discussion at... View Details

Keywords: Constantine von Hoffman

01 Dec 1999
News

Q & A: Herb Kohl

the School, I think I might have failed at Kohl's. I learned how to devise and implement a strategy and, most important, about the importance of working well with people. What was your strategy in running... View Details

Keywords: Susan Young

22 Jan 2013
First Look

First Look: Jan. 22

is presented in which people base their labor search strategy on the average wage and the average unemployment duration of people who belong to their peer group. It is shown that, if the distribution of wage offers is not stationary so... View Details

Keywords: Sean Silverthorne

Profile

Monne Williams

than looking ten years out. An MBA would give me the content and skills necessary for transitioning from tactical roles to strategy and long-term planning." A visit to an HBS class made a big impression on Monne. "The class was... View Details

30 Oct 2018
First Look

New Research and Ideas, October 30, 2018

that were more responsible and sustainable as well as how these strategies have faced constraints, trade-offs, and challenges of legitimacy. The industries covered range from sustainable finance and solar energy to organic food and wine,... View Details

Keywords: Dina Gerdeman

01 Apr 2001
News

Student Conferences Tackle Business Issues

gospel brunch and an afternoon basketball challenge on Sunday. Billed as a catalyst for strengthening management skills, networking, and exploring strategies that will lead African Americans to success in today’s business world, the... View Details

Keywords: Business Schools & Computer & Management Training; Educational Services

07 Nov 2005
What Do You Think?

Is Less Becoming More?

without endangering its competitive position? Or does the answer lie in increasing levels of disruptive competition, the strategy of providing less for much less? What do you think? Original Article The issue of whether less is more, both... View Details

Keywords: by James Heskett; Consumer Products

16 Apr 2007
Research & Ideas

Delivering the Digital Goods: iTunes vs. Peer-to-Peer

presence of iTunes has a negative impact on the size of p2p networks resulting in reduced congestion and more efficient file sharing. Better functioning p2p networks, in turn, result in more content exchange, affecting positively iPod View Details

Keywords: by Sean Silverthorne; Music

05 Jun 2018
First Look

New Research and Ideas, June 5, 2018

of equity (or factor models) fail to exhibit systematic predictive power internationally, which is due in large part to functional form, rather than earnings-forecast, errors. LPV models derived using common valuation anchors such as earnings or View Details

Keywords: Dina Gerdeman

26 Jan 2010
First Look

First Look: Jan. 26

traffic are sufficiently improved relative to the offerings of the ad auctions when separate. When there is an insufficient improvement, such mergers can harm advertisers. Download the paper: http://www.hbs.edu/research/pdf/10-055.pdf Investing in Improvement: View Details

Keywords: Martha Lagace

18 Oct 2011
First Look

First Look: October 18

characteristics of the waste-to-energy operation, the market characteristics for waste disposal and energy, and the mechanisms regulators use to encourage production of renewable energy, we determine the profit-maximizing operating View Details

Keywords: Sean Silverthorne

06 Feb 2023
Blog Post

Meet the Black Investment Club

companies, a sale of a health care portfolio company, and several debt refinancings to facilitate portfolio company growth. This summer, Akapelwa expanded on his financial services experience at Kohlberg & Company serving as a Private... View Details

Keywords: Private Equity; Venture Capital; Investment Management / Hedge Fund

29 Jan 2014
Research & Ideas

Super Bowl Ads for Multitaskers

a particular task-for example, announcing a semiannual sale starting the following day. The other two types of ads focus on image, building up the perception of the brand rather than exhorting a consumer to purchase. Imagery-focused ads... View Details

Keywords: by Michael Blanding; Advertising; Sports

09 May 2017
First Look

New Research and Ideas, May 9

develop institutional structures for the industry as a whole. Publisher's link: https://www.hbs.edu/faculty/Pages/item.aspx?num=52613 April 10, 2017 Harvard Business Review The Different Approaches Firms Use to Set Strategy By: Teti,... View Details

Keywords: Sean Silverthorne

06 Jul 2015
News

Lights! Camera... Market!

says it continues to boost sales and awareness for Terra Chips, especially on social media. “These kinds of partnerships can really help you stand out in the marketplace,” says Simon. “But an independent film is risky. It just isn’t going... View Details

Keywords: Margie Kelley; Food Manufacturing; Manufacturing; Motion Picture and Sound Recording Industries; Information

30 May 2017
First Look

First Look at New Research and Ideas, May 30

2017 Advances in Strategic Management Geography, Location, and Strategy By: Alcácer, Juan, Bruce Kogut, Catherine Thomas, and Bernard Yin Yeung, eds. Abstract—Changes in both technology and global political economy have vastly accelerated... View Details

Keywords: Sean Silverthorne

24 Aug 2016
Research & Ideas

Can Obamacare Be Saved?

company to pull out of the exchanges. The largest health insurer in the US, UnitedHealth Group, never really embraced the exchanges in the first place and has also suspended the sale of many of its plans on the exchanges for 2017.... View Details

Keywords: by John A. Quelch and Emily Boudreau; Insurance; Health

03 Jun 2015
What Do You Think?

Is the Time Right for Self-Management?

hours. When the meal-time rush hit, each associate moved to a job at which he or she was most accomplished-something they called "Aces in Your Places." Within minutes productivity rose 60 percent to accommodate the rush. Sales... View Details

Keywords: by James Heskett; Retail

28 Apr 2009
First Look

First Look: April 28, 2009

since 1980 when compared to firms in Europe or Asia (measured both by sales and by numbers of new product introductions), this essay explores the interplay of regulation, definitions of "patient" and "consumer," and... View Details

Keywords: Martha Lagace