Sales Management - Publications - Faculty & Research

15 Nov 2006
Research & Ideas

Lessons Not Learned About Innovation

observes Rosabeth Moss Kanter in a new Harvard Business Review article, "Innovation: The Classic Traps." Kanter, who holds the Ernest L. Arbuckle Professorship at Harvard Business School, specializing in strategy, innovation, and leadership for change,... View Details

Keywords: by Sean Silverthorne

Profile

Daniel Schachne

the business education. Majoring in Sports Management set me up exactly as I hoped it would and helped me find a full-time role in the industry. But I wanted—and think I needed—something more to achieve my long-term goals. While I had a... View Details

Keywords: Entertainment/Media

01 Mar 2014
News

Cutting Edge

an executive at several food companies, Silk had revived other century-old brands such as Jell-O, Lea & Perrins, Hebrew National, and Armour. Based on those successes, New York–based hedge fund York Capital Management asked Silk to become... View Details

Keywords: Manufacturing; Food and Beverage Stores; Retail Trade

01 Oct 2002
News

Andrew H. Tisch

brother and cousin, that forms the Office of the President at Loews' Manhattan headquarters. Among his primary responsibilities are watching over several major real estate investments and working closely with the CEOs of several subsidiaries. Tisch's View Details

02 Jun 2011
What Do You Think?

Is it Time for a National Bankruptcy?

sought could include aid from one country to another, the sale of national assets, and the deferral of commitments to allow time for a work out. A sizeable minority, however, took the view that lenders, because they helped contribute to a... View Details

Keywords: by Jim Heskett

26 Oct 2017
News

Can Farming Save the Planet?

who have decades of experience in both organic and conventional farming, directly manage the farmland they convert. The organization uses a profit-sharing model, giving all participants––partners, operators, and View Details

Keywords: Constantine von Hoffman; Organic farming; Support Activities for Agriculture and Forestry; Agriculture

21 Apr 2003
Research & Ideas

Are Crummy Products Your Next Growth Opportunity?

have owned started out as a disruptive company.— Clayton M. Christensen Copying the management best practices of leading firms isn't necessarily the answer, Christensen said. When inventors in the Middle Ages tried to invent a contraption... View Details

Keywords: by Sean Silverthorne

November 10, 2022
Article

5 Ways Startups Can Prepare for a Recession

By: Lou Shipley

Startups face unique challenges during economic downturns. They typically aren’t yet profitable and so are reliant on outside funding—and therefore are especially exposed when macroeconomic conditions change. To make it through a recession, startup CEOs should hit the... View Details

Keywords: Entrepreneurship; Organizational Culture; Sales; Customer Focus and Relationships; Decisions; Inflation and Deflation; Financial Crisis; Employee Relationship Management; Business Startups; Credit

Citation

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February 2011 (Revised November 2013)
Case

The Cheezburger Network

By: John Deighton and Leora Kornfeld

Cheezburger Network was a Web publisher of humorous, user-contributed content, using social media for dissemination, and selling advertising against the traffic of 1 billion page views per quarter. In January 2011, it raised $30 million in venture capital for the... View Details

Keywords: Budgets and Budgeting; Digital Marketing; Customer Relationship Management; Venture Capital; Emerging Markets; Strategic Planning; Sales; Internet and the Web; Publishing Industry; Web Services Industry

Citation

Educators

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15 Jun 2021
News

Alumni Achievement Awards 2021

being denied on-campus housing because of his race. Fitzhugh hoped to go into sales and marketing, but companies at the time had little interest in hiring an African American. While working as an independent print salesman in Washington,... View Details

23 Feb 2016
First Look

February 23, 2016

February 2016 Review of Financial Studies Industry Window Dressing By: Chen, Huaizhi, Lauren Cohen, and Dong Lou Abstract— We explore a new mechanism by which investors take correlated shortcuts and present evidence that managers... View Details

Keywords: Sean Silverthorne

19 Apr 2011
First Look

First Look: April 19

saved customers money and their strong brands generated more traffic and sales but that most retailers, looking only at gross margins, missed this added value. Pepsi managers struggled to craft a strategy... View Details

Keywords: Sean Silverthorne

01 Dec 1999
News

The Message and the Media: Advertising's Brave New World

technical, regulatory, and economic. Advances in technology, which enhance existing advertising capabilities and create new ones, reach well beyond the Internet and include things such as innovative new software, sophisticated data View Details

Keywords: Peter K. Jacobs

04 May 2016
What Do You Think?

What Does Boaty McBoatface Tell Us About Brand Control on the Internet?

announcement.” While lauding Minister Johnson for arriving at “a truly Solomonic solution,” Guy Higgins suggested that this was a good example of managers failing “to think through the ‘What can go wrong with this?’ question.”... View Details

Keywords: by James Heskett; Advertising

15 Oct 2014
Research & Ideas

Apple Pay’s Technology Adoption Problem

company will have trouble coming up with an equally compelling message to drive sales of a service that allows you to pay at the retail counter with a swipe of an iPhone. "What does it do for me as a consumer?" asks Associate... View Details

Keywords: by Dina Gerdeman; Technology; Retail

05 Feb 2014
Research & Ideas

Can Putin Score Olympic Gold?

merchandise sales, with sales so far topping only $30 million, compared to Vancouver's $51 million. Such lackluster performance spells trouble not only for the Games themselves, but also for all of the brands that hope to ride its bobsled... View Details

Keywords: by Michael Blanding; Sports; Advertising

11 Mar 2001
Research & Ideas

Evolving for Success [Part Two]

a project to a small group of people who are amateurs, who do the project part-time and act as a committee. It doesn't demand management time and resources, and you haven't brought in new skills. This holds for hospitals, government... View Details

Keywords: by Staff

08 Jan 2008
First Look

First Look: January 8, 2008

breakthrough it needs. The team's leader, Stanley Carmine, who has managed to get a few weeks' extension from management, needs to figure out how best to manage Grady under the looming deadline. He studies... View Details

Keywords: Martha Lagace

02 Mar 2010
First Look

First Look: March 2

leadership and management is to prioritize among competing accountability demands. This involves deciding both to whom and for what they owe accountability. This paper provides an overview of the accountability pressures facing nonprofit... View Details