Publications

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Research Summary

Clinical Trials as a setting for Health Policy and Management Research

The clinical trial marketplace is in flux. A decade ago, pharmaceutical firms almost exclusively conducted the study of their novel drug compounds within major academic medical centers. But today, industry-sponsored clinical trials are increasingly using community... View Details

06 Jul 2020
Research & Ideas

The Right Way to Manage Customer Churn for Maximum Profit

bucket and in a little over three years all your current customers might be gone,” says Gupta, the Edward W. Carter Professor of Business Administration at Harvard Business School. For that reason, many companies have a program to actively View Details

Keywords: by Michael Blanding; Retail; Service; Financial Services

06 Oct 2020
Sharpening Your Skills

18 Tips Managers Can Use to Lead Through COVID's Rising Waters

focus are strategic issues, not only sales management tasks. Consider: when commerce resumes, what’s the impact on your business from shortening selling cycles and accelerating time-to-cash by one week, two... View Details

Keywords: by Sean Silverthorne

March 2003
Background Note

Managing a Customer Relationship Over Time

By: Das Narayandas

Describes the different ways in which vendors can sell a portfolio of products to industrial customers. View Details

Keywords: Customer Relationship Management; Management; Marketing Strategy; Product Marketing; Networks; Sales; Manufacturing Industry

2000
Chapter

Relationship Marketing and Key Account Management

By: Joseph P. Cannon and N. Narayandas

Keywords: Customer Relationship Management

30 Nov 2017
News

Law, Management, and Strategy: Collapsing Boundaries and Managing the Interstices

Web

About the Project - Managing the Future of Work

Business School’s Project on Managing the Future of Work pursues research that business and policy leaders can put into action to navigate this complex landscape. The Project’s current research areas focus... View Details

08 Aug 2011
Research & Ideas

The Death of the Global Manager

comes to resolving the inherent tensions between headquarters—where the focus might be on standardizing products to drive down cost—and subsidiaries lobbying to adapt products to meet the specific needs of a local market. Making The... View Details

Keywords: by Julia Hanna

March 2006
Module Note

Managing Innovation in an Uncertain World: Module 4: Sensing Opportunity

By: Alan D. MacCormack

Describes the fourth module of the 30-session Harvard Business School elective course Managing Innovation in an Uncertain World. The course helps students understand the challenges that uncertainty implies for innovation and how to overcome them. The course emphasizes... View Details

Keywords: Innovation and Management; Problems and Challenges; Management Analysis, Tools, and Techniques; Projects; Opportunities; Risk and Uncertainty; Perspective; Value Creation; Networks; Alignment

12 Oct 1999
Research & Ideas

The Intellectual Underpinnings of Entrepreneurial Management

of entrepreneurs was to bear risk, Cantillon focused his attention on the economic functions of entrepreneurship—a focus that was to hold sway until very recently. In various economic approaches to entrepreneurship, we can identify three... View Details

Keywords: by Howard H. Stevenson & Teresa M. Amabile

Web

Supply Chain Management - Course Catalog

HBS Course Catalog Supply Chain Management Course Number 2108 Associate Professor Kris Ferreira Fall; Q1Q2; 3.0 credits Project Professor Ananth Raman Spring; Q3Q4; 3.0 credits Project Career Focus This... View Details

April 1998 (Revised January 2000)
Case

Pioneer Hi-Bred International, Inc.: Supply Management

By: Francis Aguilar, Paul Clark and Xin Xi He

This case depicts the supply-management practices--including planning, production, and distribution--at Pioneer Hi-Bred International, the world's leader in the genetically engineered hybrid crop-seed industry. Set in the context of a supply-management planning... View Details

Keywords: Plant-Based Agribusiness; Production; Distribution; Marketing Strategy; Customer Focus and Relationships; Logistics; Planning; Agriculture and Agribusiness Industry; Biotechnology Industry

February 2021
Case

Drizly: Managing Supply and Demand through Disruption

By: Kris Ferreira

It was April 6th, 2020, and the management team at Drizly—an online alcohol marketplace where consumers could browse and purchase alcohol from local liquor retail stores via Drizly’s app for immediate home delivery—were thrilled to see record-breaking sales from the... View Details

Keywords: COVID-19 Pandemic; Demand and Consumers; Growth and Development; Customer Focus and Relationships; Customer Value and Value Chain; Customer Satisfaction; Goals and Objectives; Supply Chain Management

July 2008
Case

Hilton Hotels: Brand Differentiation through Customer Relationship Management

By: Lynda M. Applegate, Gabriele Piccoli and Chekitan Dev

This case analyzes the Hilton Hotels Corporation's CRM strategy at a key juncture in its history, immediately after the firm has been taken private by Blackstone. The case provides students with a comprehensive history of the evolution and IT enablers of Hilton's CRM... View Details

Keywords: Customer Relationship Management; Marketing Strategy; Privatization; Performance Evaluation; Information Technology; Accommodations Industry