Selling - Publications - Faculty & Research

Donald G. Fisher

Fisher opened his first store in 1969 selling exclusively Levi’s jeans. Five years later, Fisher created his own line of women’s jeans, called Gap jeans. Fisher expanded his company to include 2,300 retail stores in the U.S., Canada,... View Details

Keywords: Retail

01 Dec 2011
News

Early Adopters

Omar Restom (HBS ’12, seated) and Douglas Melchior (MBA ’11) didn’t wait for the Harvard Innovation Lab’s official opening in November to relocate their base for developing Vaiad, a start-up self-serve platform that allows websites to View Details

Keywords: News, Library, Internet, and Other Services; Information

23 Jan 2019
Sharpening Your Skills

Sports: Lessons for Managers

the most recognized sports brands in the world. Here's how he did it. In the Future of Sports Investing, Media Is the Best Bet Sports investing is no longer just about buying teams and selling beer. Media, digital devices, and invention... View Details

Keywords: by Sean Silverthorne; Sports

Web

Approaching Business with an Artistic Eye - Global Activities 2020

point. “Global brands like Zara sell their products in the Middle East through franchisors, so garments can cost twice as much as in the United States,” he explains. “We use skilled artisans right in Lebanon—no intermediaries.” “In the... View Details

01 Apr 1997
News

An Orchestral Startup

one-time-only product offering - economically speaking, even if the series sells out, you can't make it on that alone. Thus, we view Metamorphosen's four-concert Boston series as a marketing effort that establishes our musical... View Details

Keywords: Linda Goodspeed

Web

Buy Now, Pay Later: The Usurer's Grip (1912)

The Rise of Installment Selling Home Finance Cars on Time The Secondary Credit Market The Usurer's Grip Research Links Credits In addition to its print publications, the Russell Sage Foundation also harnessed the new medium of film to... View Details

20 Nov 2019
News

From the Ground Up

Paul Phillips (MBA 2003) is cofounder of Kai-Viti Water, which bottles and sells artesian water from the Fiji Islands. In this interview he talks about the company’s policy of dedicating profits from the company to support basic education... View Details

Keywords: Beverage and Tobacco Product Manufacturing; Manufacturing

28 Oct 2013
Research & Ideas

Book Excerpt: The Good Struggle: Responsible Leadership in an Unforgiving World

markets—a far cry from the buffer zones and spheres of influence surrounding the large twentieth-century hierarchical organizations. They typically didn't know whether their product would work, what it would really cost to make and sell... View Details

Keywords: by Joseph L. Badaracco

07 Apr 2003
Research & Ideas

Three Steps for Crisis Prevention

challenges, not on the hard work of winning hearts and minds, Shapiro ultimately lost his company. He was forced to sell Monsanto to Pharmacia-Upjohn, which bought it for its pharmaceutical division, valuing the agricultural biotechnology... View Details

Keywords: by Michael D. Watkins & Max H. Bazerman

09 Apr 2001
Research & Ideas

The Manager’s Guide to Communicating with Customers Collection

African-American clientele, have hundreds of products for blondes." In a labor market where youth seems to hold a premium, especially for marketing jobs, this notion is deadly for those trying to sell to an aging population of baby... View Details

Keywords: by Richard Bierck; Retail

15 Sep 2009
First Look

First Look: September 15

is asked to investigate the matter and to decide what, if anything, to do about it. The case raises issues in aligning strategy and sales systems, performance evaluation criteria, and on-going performance management processes in field View Details

Keywords: Martha Lagace

05 Nov 2014
What Do You Think?

Are We Entering an Era of Neuromanagement?

that people tend to devalue long-term returns in relation to short-term gains. They tend not to buy and sell according to self-set rules. A person willing to pay up to $200 for a ticket to a sporting event is not, once he owns it, willing... View Details

Keywords: by James Heskett

01 Jun 2006
News

The Baby Business

for creating and acquiring children is, Spar argues, disorganized, legally conflicted, and virtually unfettered. It includes people who sell their eggs; buy sperm from strangers; undergo fertilization procedures; pay surrogates to bear... View Details

Keywords: Garry Emmons; Government; Health, Social Assistance

11 Sep 2018
First Look

New Research and Ideas, September 11, 2018

for idiosyncratic products that features the optimal stopping structure and a seller that learns about item-specific demand through the selling process. The model is estimated using novel panel data of a leading used-car dealership.... View Details

Keywords: Dina Gerdeman

21 Nov 2017
First Look

First Look at New Research and Ideas, November 21, 2017

selling season. As common in practice, we assume the demand function contains unknown parameters, which must be learned from sales data. In the presence of these unknown demand parameters, the retailer faces a tradeoff commonly referred... View Details

Keywords: Sean Silverthorne

13 Oct 2003
Research & Ideas

How to Pick Managers for Disruptive Growth

venture between Intel and SAP that was launched in 1997 to create a new-market disruption selling enterprise resource planning (ERP) software to small businesses. Intel and SAP hand-picked some of their most successful, tried-and-true... View Details

Keywords: by Michael Raynor

10 Jun 2022
Blog Post

New Venture Competition 2022: Business and Environment Ventures

consumer’s site, through decentralized & innovative vertical farming. We Develop, Build & Operate hydroponic vertical farms, and sell the produce (fodder) to our customer via a secure long-term off-take agreement. Graze it is... View Details

26 Mar 2019
First Look

New Research and Ideas, March 26, 2019

company listed on the New Zealand stock exchange in 2018 by capitalizing on a biochemical discovery related to the protein composition of cow's milk. Because many people find the A1 protein difficult to digest, and that protein may be related to other health problems... View Details