Entrepreneurial Sales And Marketing - Publications - Faculty & Research

23 Jul 2012
Research & Ideas

The Power of Conversational Leadership

teams can share success stories from the field via public video blogs, which journalists and customers may consider more authentic and more useful than slick marketing... View Details

Keywords: by Carmen Nobel

01 Jan 2007
News

Jaime Augusto Zobel de Ayala, MBA 1987

entrepreneurial style of management has benefited both Ayala and an island nation that faces significant social and economic challenges. At least once a year, Jaime Zobel, his... View Details

30 Nov 2011
Research & Ideas

Only Capitalists Can Save Capitalism

If capitalism was a stock, the market would appear rather bearish on its future. Bank failures, economic crises, and middle-class riots across the globe appear symptomatic of large systemic weaknesses in the... View Details

Keywords: by Maggie Starvish

23 Aug 2006
Op-Ed

The Real Wal-Mart Effect

Wal-Mart's domestic sales volume, U.S. consumers save on the order of $18 billion per year. And because Wal-Mart forces its competitors to charge lower prices as well, this figure is a fraction of the... View Details

Keywords: by Pankaj Ghemawat & Ken A. Mark; Retail

09 Jun 2024
Blog Post

The EC Formula: MBA Class of 2024 Looks Back

help anyone succeed in any industry: Entrepreneurial Sales 101 with Senior Lecturers Mark Roberge and Lou Shipley. It helps students develop tangible tools to improve dynamic... View Details

13 Nov 2013
Research & Ideas

Should Men’s Products Fear a Woman’s Touch?

really goes away. Since the dawn of advertising, retailers have made a point of marketing separate lines of branded products for men and women in many categories, even in cases where their functions are... View Details

Keywords: by Carmen Nobel; Consumer Products; Food & Beverage; Auto

01 Mar 2024
News

Counter Intelligence

When Pano Christou (AMP 195, 2018) was hired at Pret A Manger in 2000, the idea that he would one day run the entire company could not have been further from his mind. At the chain’s Carnaby Street shop, in London’s Soho district, the 22-year-old had enough work just... View Details

Keywords: Amy Crawford

Web

Faculty & Researchers - Managing the Future of Work

Extension School. She has also played a leading role in developing and delivering HBS Executive Education Programs for entrepreneurs and business owners, most recently as Faculty Chair of the View Details

01 Jul 2008
First Look

First Look: July 1, 2008

and inside sales force have been very successful in finding and bringing in new customers, in part because of a laser-like focus on increasing its View Details

Keywords: Martha Lagace

10 Oct 2011
Research & Ideas

Retailing Revolution: Category Killers on the Brink

increased at an impressive pace in the early 2000s even though Internet sales in the United States grew dramatically. Retail sales advanced from $2.87 trillion to almost $4 trillion between 1999 View Details

Keywords: by Rajiv Lal & Jose B. Alvarez; Retail

16 Aug 2022
Op-Ed

Now Is the Time for Entrepreneurs to Play Offense

For the past six months, there has been a lot of handwringing about the market downturn. Most everyone has been advising entrepreneurs to marshal their capital, cut costs, and extend their runway. In... View Details

Keywords: by Jeffrey Bussgang

21 Feb 2018
Research & Ideas

When a Competitor Abandons the Market, Should You Advance or Retreat?

opportunity to redouble their efforts and grab more market share, or take it as a warning that it might be time to get out while the getting was good? A new research study suggests that more companies than... View Details

Keywords: by Rachel Layne; Pharmaceutical; Health

21 Jan 2014
First Look

First Look: January 21

Hervas-Drane Abstract—We analyze the implications of consumer privacy for competition in the marketplace. We consider a market where firms set prices and disclosure levels for consumer information, View Details

Keywords: Sean Silverthorne

25 May 2010
First Look

First Look: May 25

worldwide PC market still languished below 5%. Growth in iPod sales was slowing down. iPhone faced increasing competition in the smartphone industry. And would Apple's latest... View Details

Keywords: Martha Lagace

26 Jun 2017
Research & Ideas

How Cellophane Changed the Way We Shop for Food

developed marketing strategies to appeal to consumers’ senses from the nineteenth century to today.” Cellophane gets an entire chapter in Hisano’s book. As she explains in the paper, cellophane packaging let food vendors manipulate the... View Details

Keywords: by Carmen Nobel; Food & Beverage; Retail; Advertising

30 Apr 2013
First Look

First Look: April 30

where diaspora connections serve to navigate uncertain environments. We further show that diaspora-based contracts mainly serve to lower costs for the company contacts outsourcing the work, as the workers in India are paid about the View Details

Keywords: Sean Silverthorne

19 Mar 2007
Research & Ideas

Handicapping the Best Countries for Business

important and what are the keys to analyzing and understanding a country's near-term direction? A: Any business person is interested only in the future—in where markets View Details

Keywords: by Sean Silverthorne

06 Oct 2020
Sharpening Your Skills

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

Protect and Pivot Boris Groysberg, Richard P. Chapman Professor of Business Administration. MARKETING Tip: Tailor your brand stories to the new reality. Which types of brand stories should companies tell?... View Details