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- People (1)
- News (47)
- Research (329)
- Events (3)
- Multimedia (2)
- Faculty Publications (175)
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- 22 Oct 2014
- News
Aligning Strategy and Sales with Frank Cespedes
- 06 Dec 2021
- News
Action Plan: Whole Sale
online platforms such as YouTube or, more recently, TikTok, to discover new products, but digital sales in the category were not on par with other consumer goods. The explanation: “Beauty is a fun purchase for consumers,” observes... View Details
- 01 Dec 2023
- News
Thinking Ahead
can be its own source of value.” Citing a family outing to Crate & Barrel, De Freitas describes the care a sales associate showed in packaging their purchases and loading them into the car. It could have ended with the painful process of... View Details
- 01 Jun 2023
- News
Pet Project
Illustration by Shane Cluskey Like pet owners everywhere, Katie Spies (MBA 2019) would do anything for her dog. In 2014, when her Italian greyhound, George, started experiencing seizures and other health problems that didn’t respond to medications, the vet recommended... View Details
- 01 Mar 2024
- News
Case Study: Testing the Waters
adding a powdered probiotic and/or magnesium drink to the product line) is compatible with that strategy. Achieving sales and distribution through major retailers and ecommerce with only nine employees says something positive about the... View Details
- 01 Sep 2023
- News
End Game
percent of sales or 10 percent of profits every year to fight the environmental crisis. As he approached age 80, “Yvon wanted to up the ante even more,” Conn says. The result was a new mission statement: We are in business to save the... View Details
- 01 Aug 1998
- News
High Honors
expanded into other parts of the country, added four production facilities, and saw sales top $7 million. In 1960, Barford sold his share of the business to his partners and returned home with his family to Toronto. The following year, he... View Details
- 01 Dec 2022
- News
Singing to the Corn
throughout college and into HBS. That intensity has been channeled by mentors throughout Keen’s life. One such person is Deward Walker, who in 2007 challenged Keen with a question that has a recurring role in Sacred Seed’s origin story:... View Details
- 18 Mar 2014
- News
The Oz of Data Opens the Curtain
valuable and transformative." Also last September, Acxiom unveiled its beta Audience Operating System, which allows marketers to connect traditionally disconnected data across all channels — online, offline, and mobile — and which Howe... View Details
- 01 Dec 2014
- News
In My Humble Opinion: Vittorio Colao (MBA 1990)
As CEO of the London-based telecom Vodafone Group, Vittorio Colao (MBA 1990) has led a series of headline-grabbing acquisitions and divestitures, from the company’s $1.7 billion purchase of British multinational telecom Cable & Wireless to its View Details
- 01 Jun 2022
- News
Case Study: Glass Half Full
through Shopify and social channels with influencer gifting. Consider investing in a PR/marketing agency if you aren’t good at content curation and creation. Then, after you have a brand identity and foothold, you can also consider... View Details
- 01 Mar 2016
- News
Case Study: Paper Chase
operates four sales kiosks in the Boston area, with mobile retail teams that visit local fairs and markets. The kiosks offer a valuable in-person experience with a high conversion rate for the $8–$13 cards. The split between in-person and... View Details
- 13 Jan 2021
- News
Stress Test
lock, but the company soon expanded its focus to B2B sales in the health care sector. Its clients now include sites responsible for COVID-19 testing and vaccine distribution, which require both security and a reliable audit log. The... View Details
- 01 Jun 2012
- News
Alumni Book Briefs
By Invitation Only: How We Built Gilt and Changed the Way Millions Shop by Alexis Maybank and Alexandra Wilkis Wilson (both MBA 2004) (Portfolio) The founders of Gilt Groupe reveal how they built the web’s most famous fusion of high tech and high fashion. Sample View Details
- 01 Mar 2012
- News
Shop Talk, Different Avenues
disruptive business model: an online site that requires customers to register, featuring flash sales of discounted luxury goods for men and women in categories including designer clothing, accessories, home goods, food and wine, and... View Details
- 01 Apr 2000
- News
Rethinking Call Centers: Effective Delivery of Service is Key
services industry, where call centers have moved beyond their most obvious function -- as low-cost channels for resolving a myriad of customer concerns -- to become a powerful means of service delivery with the potential to generate... View Details
- 01 Sep 2013
- News
Passion & Purpose
expertise in technology was helpful because I didn't have preconceived notions of how things should be done.” Lee transformed a struggling software sales company into a global provider of IT products and services. Under her leadership,... View Details