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Show Results For
- All HBS Web
(378)
- News (26)
- Research (332)
- Multimedia (2)
- Faculty Publications (306)
- November 2011 (Revised August 2012)
- Background Note
Customer Visits for Entrepreneurs
By: Frank V. Cespedes
Provides practical guidelines for conducting customer visits to explore and validate demand for an entrepreneurial offering. Reviews conditions under which visits will yield superior insights, compared to other research methods. Describes criteria for selecting visit... View Details
Cespedes, Frank V. "Customer Visits for Entrepreneurs." Harvard Business School Background Note 812-098, November 2011. (Revised August 2012.)
- June 2009
- Teaching Note
Curled Metal Inc. - Engineered Products Division (TN)
By: Frank V. Cespedes
Teaching Note for [709434]. View Details
Keywords: Sales; Product Development; Customers; Business Divisions; Price; Business Strategy; Cost; Production; Mining Industry
- August 1993
- Article
Transaction Cost Theory: Inferences from Clinical Field Research
By: Frank V. Cespedes
Cespedes, Frank V. "Transaction Cost Theory: Inferences from Clinical Field Research." Organization Science 4, no. 3 (August 1993): 454–477.
- July–August 2006
- Article
Old Hand or New Blood?
By: Frank V. Cespedes
Cespedes, Frank V. "Old Hand or New Blood?" Harvard Business Review 84, nos. 7/8 (July–August 2006): 28–40.
- spring 1994
- Article
Industrial Marketing: Managing New Requirements
By: Frank V. Cespedes
Cespedes, Frank V. "Industrial Marketing: Managing New Requirements." MIT Sloan Management Review 35, no. 3 (spring 1994): 45–60.
- February 1995
- Teaching Note
Dendrite International TN
By: Frank V. Cespedes
Teaching Note for (9-594-048). View Details
- May 1993
- Teaching Note
American Mobile Satellite Corp., Teaching Note
By: Frank V. Cespedes
Teaching Note for (9-593-038). View Details
- October 1992 (Revised October 1993)
- Case
MCI Communications Corporation: National Accounts Program (Condensed)
By: Frank V. Cespedes
Concerns the early stages of a major-account program at MCI, a telecommunications firm seeking to penetrate the corporate-account market. Among the issues are: 1) coordination of field sales efforts with national account selling efforts; 2) sales strategy for major... View Details
Keywords: Accounting; Decision Choices and Conditions; Training; Compensation and Benefits; Management Practices and Processes; Marketing Strategy; Groups and Teams; Sales
Cespedes, Frank V. "MCI Communications Corporation: National Accounts Program (Condensed)." Harvard Business School Case 593-044, October 1992. (Revised October 1993.)
- January 1992
- Background Note
Managing Sales Interfaces: An Introduction
By: Frank V. Cespedes
Concerns issues involved in coordinating sales efforts with product management and customer service activities. First, discusses environmental factors that increase integration requirements among these groups, and why these factors make the field sales force a crucial... View Details
Keywords: Product Marketing; Social Marketing; Multi-Sided Platforms; Groups and Teams; Salesforce Management
Cespedes, Frank V. "Managing Sales Interfaces: An Introduction." Harvard Business School Background Note 592-068, January 1992.
- January 1992 (Revised June 1994)
- Case
IBM: Assistant General Manager of Marketing (A)
By: Frank V. Cespedes
Cespedes, Frank V. "IBM: Assistant General Manager of Marketing (A)." Harvard Business School Case 592-066, January 1992. (Revised June 1994.)
- March 1991 (Revised April 1995)
- Teaching Note
Pepsi-Cola Fountain Beverage Division: Marketing Organization, Teaching Note
By: Frank V. Cespedes
- February 1991
- Teaching Note
Imperial Distributors, Inc. (B), Teaching Note
By: Frank V. Cespedes
Keywords: Distribution Industry
- October 1989
- Background Note
Key Interfaces
By: Frank V. Cespedes
Cespedes, Frank V. "Key Interfaces." Harvard Business School Background Note 590-054, October 1989.
- October 1988 (Revised November 2006)
- Background Note
Aspects of Sales Management: An Introduction
By: Frank V. Cespedes
Discusses certain general issues that affect sales-management requirements in most companies: 1) the nature of the salesperson's "boundary role" in the organization, and 2) the relevance and limits of compensation policies as a key means of affecting the salesperson's... View Details
Keywords: Salesforce Management
Cespedes, Frank V. "Aspects of Sales Management: An Introduction." Harvard Business School Background Note 589-061, October 1988. (Revised November 2006.)
- October 1988 (Revised November 1989)
- Case
Pepsi-Cola Fountain Beverage Division: Tea Breeze
By: Frank V. Cespedes
Keywords: Food and Beverage Industry
Cespedes, Frank V. "Pepsi-Cola Fountain Beverage Division: Tea Breeze." Harvard Business School Case 589-060, October 1988. (Revised November 1989.)
- February 1988
- Case
IBM Marketing Organization (B): Process
By: Frank V. Cespedes
Cespedes, Frank V. "IBM Marketing Organization (B): Process." Harvard Business School Case 588-061, February 1988.
- February 1988
- Case
General Electric: Customer Service
By: Frank V. Cespedes
Keywords: Customer Focus and Relationships
Cespedes, Frank V. "General Electric: Customer Service." Harvard Business School Case 588-059, February 1988.
- June 1987 (Revised May 1992)
- Case
Carolina Power & Light Co.: Customer and Operating Services Group
By: Frank V. Cespedes
Cespedes, Frank V. "Carolina Power & Light Co.: Customer and Operating Services Group." Harvard Business School Case 587-179, June 1987. (Revised May 1992.)