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Show Results For
-
All HBS Web
(1,400)
- People (2)
- News (301)
- Research (929)
- Events (5)
- Multimedia (4)
- Faculty Publications (298)
- August 2007 (Revised February 2008)
- Case
Gome Electronics: Evolving the Business Model
By: Regina M. Abrami, William C. Kirby, F. Warren McFarlan, Gao Wang, Fei Li, Tracy Manty and Waishun Lo
After 20 years of expansion, Gome Electronics has become China's largest consumer electronics retailer. It has opened stores in almost every province in China, acquired some of its competitors, and went public in Hong Kong. However, it has begun to experience a...
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Keywords:
Business Model;
Distribution Channels;
Growth and Development Strategy;
Information Technology;
Industry Growth;
Marketing Strategy;
Business Growth and Maturation;
Product;
Electronics Industry;
Retail Industry;
China
Abrami, Regina M., William C. Kirby, F. Warren McFarlan, Gao Wang, Fei Li, Tracy Manty, and Waishun Lo. "Gome Electronics: Evolving the Business Model." Harvard Business School Case 308-026, August 2007. (Revised February 2008.)
- 28 Aug 2013
- News
Inside Comcast's $30 Billion TV Bet
- February 2018
- Case
Rosslyn Resource: Monetization and Sales Strategy
By: Robert J. Dolan and Sunru Yong
Rosslyn Resource identifies exploration targets (potential mineral deposits) in the mining industry and advances them until the project can be monetized, usually through sale to a larger mining company, in return for an upfront fee and a royalty on future revenues....
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Keywords:
Strategy;
Decision Choices and Conditions;
Business Model;
Organizational Change and Adaptation;
Mining Industry
Dolan, Robert J., and Sunru Yong. "Rosslyn Resource: Monetization and Sales Strategy." Harvard Business School Brief Case 918-509, February 2018.
- 22 Feb 2021
- Book
Reaching Today's Omnichannel Customer Takes a New Sales Strategy
and other sources. But most sales models are based on a linear “pipeline” view of buying and need updating. However, while it’s an omnichannel buying world, it’s not a digital-eats-physical world, and that...
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Keywords:
by Kristen Senz
- TeachingInterests
Marketing Models Doctoral Seminar
This course is a doctoral level course on Quantitative Marketing. We will cover methodological as well as substantive topics this semester. Methodological topics include: Choice models, Entry and Exit models, Dynamic structural models, Bayesian estimation methods... View Details
- 01 Mar 2015
- News
Ask the Expert: Inside the Fed
suspect that the economists at the Boston Fed might say that a weaker EU economy suggests somewhat weaker US growth, since many US exporters depend on sales to the EU region. The oil price outlook matters, too, because it affects both the...
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- 22 Mar 2017
- Research & Ideas
What's the Ideal Frequency for a Sales Quota?
according to Chung and Narayandas. The paper follows a 2013 study in which Chung and colleagues developed a structural model to determine the ideal frequency of quotas. That study showed that quarterly bonuses would improve View Details
Keywords:
by Carmen Nobel
- January 2018
- Case
Ak Gıda: IPO or Strategic Sale
By: Suraj Srinivasan and Eren Kuzucu
In 2015, Yıldiz Holding, one of the world’s largest producer of confections, biscuits and crackers, was at the end of its divestiture process from Ak Gida, one of the leading dairy companies in Turkey. The company had adopted a dual track process, pursuing an initial...
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Keywords:
Valuation;
Private Sector;
For-Profit Firms;
Business Model;
Business Strategy;
Competitive Advantage;
Growth and Development Strategy;
Value Creation;
Decision Making;
Growth Management;
Mergers and Acquisitions;
Initial Public Offering;
Business Conglomerates;
Business Exit or Shutdown;
Family Business;
Joint Ventures;
Food and Beverage Industry;
Turkey
Srinivasan, Suraj, and Eren Kuzucu. "Ak Gıda: IPO or Strategic Sale." Harvard Business School Case 118-036, January 2018.
- 21 Aug 2000
- Research & Ideas
Inside the OR: Disrupted Routines and New Technologies
adaptation in this specific setting combined with a look at the broader implications that new technologies have for management at a time when the competitive imperative of innovation is leaving virtually no business untouched. The model...
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Keywords:
by Hilah Geer
- January 2020 (Revised October 2021)
- Case
Zara: An Integrated Store and Online Model (A)
By: Antonio Moreno
In 2010, amidst the growth of ecommerce and the emergence of new, purely online, fashion players, Zara launched its first online store, Zara.com. Since then, Zara’s online business had grown at a fast pace. By 2018, 12% of Inditex Group’s total sales came from the...
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Keywords:
Stores;
Integration;
Operations;
Business Model;
Strategy;
E-commerce;
Retail Industry;
Fashion Industry;
Europe
Moreno, Antonio. "Zara: An Integrated Store and Online Model (A)." Harvard Business School Case 620-073, January 2020. (Revised October 2021.)
- November 2016 (Revised December 2016)
- Case
Anthology: Pivoting the Business Model
By: Shikhar Ghosh and Christopher Payton
In July 2014, after 18 months and eight unsuccessful product launches, the CEO of Yabbly has agreed to sell his company to a larger, well-funded startup, providing a return of capital for his investors and a home for his team. Two weeks prior to the scheduled closing,...
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Keywords:
Mergers & Acquisitions;
Business Model;
Business Plan;
Business Startups;
Entrepreneurship;
Innovation Strategy;
Mobile and Wireless Technology;
Internet and the Web;
Mergers and Acquisitions;
Business Exit or Shutdown;
Fairness;
Valuation;
Technology Industry;
Consumer Products Industry;
North America;
United States;
Seattle
Ghosh, Shikhar, and Christopher Payton. "Anthology: Pivoting the Business Model." Harvard Business School Case 817-066, November 2016. (Revised December 2016.)
- 04 Feb 2021
- Research & Ideas
Inside CEOs' Pandemic Worries: Uncertainty, Employees, and Kids
Sales forces also struggled with distancing. One CEO described how “[The] sales force conducted customer visits online, which they did not like, and it took them a while to get the hang of it. As soon as...
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- Article
How Real Sales Learning Happens: In the Flow of Work
By: Yuchun Lee, Mark Magnacca and Frank V. Cespedes
Most learning in sales is through peer learning in task-specific contexts, and the effects are cumulative because modeling behavior is a big driver of how salespeople develop. This is very different from the experience in most training seminars, especially if the...
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Lee, Yuchun, Mark Magnacca, and Frank V. Cespedes. "How Real Sales Learning Happens: In the Flow of Work." Learning Solutions (February 15, 2021).
- 01 Dec 2000
- News
Opening Doors: Inside the World of Museum Management
the Discovery Room, where youngsters can touch a snake skin, model a Japanese kimono, or pet a ten-foot-tall stuffed polar bear. "This museum can be a powerful tool to keep kids interested in science," NMNH director Bob Fri observes....
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- April 12, 2023
- Article
Using AI to Adjust Your Marketing and Sales in a Volatile World
By: Das Narayandas and Arijit Sengupta
Why are some firms better and faster than others at adapting their use of customer data to respond to changing or uncertain marketing conditions? A common thread across faster-acting firms is the use of AI models to predict outcomes at various stages of the customer...
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Keywords:
Forecasting and Prediction;
AI and Machine Learning;
Consumer Behavior;
Technology Adoption;
Competitive Advantage
Narayandas, Das, and Arijit Sengupta. "Using AI to Adjust Your Marketing and Sales in a Volatile World." Harvard Business Review Digital Articles (April 12, 2023).
- 12 Feb 2013
- Working Paper Summaries
Do Bonuses Enhance Sales Productivity? A Dynamic Structural Analysis of Bonus-Based Compensation Plans
- September 2010
- Article
Do Inventory and Gross Margin Data Improve Sales Forecasts for U.S. Public Retailers?
By: Saravanan Kesavan, Vishal Gaur and Ananth Raman
Firm-level sales forecasts for retailers can be improved if we incorporate cost of goods sold, inventory, and gross margin (defined here as the ratio of sales to cost of goods sold) as three endogenous variables. We construct a simultaneous equations model, estimated...
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Keywords:
Sales;
Forecasting and Prediction;
Distribution;
Goods and Commodities;
Cost;
Public Sector;
Profit;
Mathematical Methods;
Data and Data Sets;
Retail Industry;
United States
Kesavan, Saravanan, Vishal Gaur, and Ananth Raman. "Do Inventory and Gross Margin Data Improve Sales Forecasts for U.S. Public Retailers?" Management Science 56, no. 9 (September 2010).
- 2010
- Working Paper
Do Bonuses Enhance Sales Productivity? A Dynamic Structural Analysis of Bonus-Based Compensation Plans
By: Doug J. Chung, Thomas J. Steenburgh and K. Sudhir
We estimate a dynamic structural model of sales force response to a bonus based compensation plan. The paper has two main methodological innovations: First, we implement empirically the method proposed by Arcidiacono and Miller (2010) to accommodate unobserved latent...
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Keywords:
Compensation and Benefits;
Performance Productivity;
Mathematical Methods;
Salesforce Management;
Motivation and Incentives
Chung, Doug J., Thomas J. Steenburgh, and K. Sudhir. "Do Bonuses Enhance Sales Productivity? A Dynamic Structural Analysis of Bonus-Based Compensation Plans." Harvard Business School Working Paper, No. 11-041, October 2010.
- March–April 2014
- Article
Do Bonuses Enhance Sales Productivity? A Dynamic Structural Analysis of Bonus-Based Compensation Plans
By: Doug J. Chung, Thomas Steenburgh and K. Sudhir
We estimate a dynamic structural model of sales force response to a bonus based compensation plan. Substantively, the paper sheds insights on how different elements of the compensation plan enhance productivity. We find evidence that: (1) bonuses enhance productivity...
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Chung, Doug J., Thomas Steenburgh, and K. Sudhir. "Do Bonuses Enhance Sales Productivity? A Dynamic Structural Analysis of Bonus-Based Compensation Plans." Marketing Science 33, no. 2 (March–April 2014): 165–187. (Lead article. Featured in HBS Working Knowledge.)
Do Bonuses Enhance Sales Productivity? A Dynamic Structural Analysis of Bonus-Based Compensation Plans
We estimate a dynamic structural model of sales force response to a bonus based compensation plan. Substantively, the paper sheds insights on how different elements of the compensation plan enhance productivity. We find evidence that: (1) bonuses enhance productivity...
View Details