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All HBS Web
(1,220)
- News (195)
- Research (846)
- Events (2)
- Multimedia (2)
- Faculty Publications (374)
- Research Summary
Rooting Marketing Strategy in Human Universals
Localization strategies can be costly to implement while globalization strategies may fail to develop or create demand by stressing readily shared product features rather than shared needs. Thus the question: Is there, somewhere between the extremes of localization...
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- 23 Apr 2001
- Research & Ideas
Market Research Meets the “People Factor”
Market Knowledge brings together groundbreaking work by a variety of top-notch scholars on vital issues facing the transfer and implementation of market knowledge now and in...
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Keywords:
by Martha Lagace
- Teaching Interest
MBA Elective Curriculum Business Marketing and Sales
Business markets differ from consumer markets in important ways. Typically, the buying process is more complex, the buying units and purchase criteria differ, and marketing decisions are more closely interrelated with firm-wide strategic choices. In addition,... View Details
- Web
Marketing - Faculty & Research
Marketing Overview Faculty Curriculum Seminars & Conferences Awards & Honors Doctoral Students Featured Publication Frontiers: Can an AI Algorithm Mitigate Racial Economic Inequality? An Analysis in the Context of Airbnb By: Shunyuan...
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- January 2023 (Revised January 2023)
- Case
Belden and Digital Transformation: From Product Sales to Solutions Sales
By: Frank V. Cespedes and Amy Klopfenstein
This case concerns the industrial automation division at Belden, a hardware manufacturer. While Belden historically sold products such as cables, wires, and other networking devices, EVP of Industrial Automation Ashish Chand recognized that IT vendors were entering the...
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Keywords:
Implementation;
Sales Cycle;
Digital Transformation;
Sales;
Product Positioning;
Business Model;
Market Entry and Exit;
Customer Focus and Relationships;
Business and Stakeholder Relations;
Supply and Industry;
Technology Industry;
North America;
United States
Cespedes, Frank V., and Amy Klopfenstein. "Belden and Digital Transformation: From Product Sales to Solutions Sales." Harvard Business School Case 823-002, January 2023. (Revised January 2023.)
- 10 Jun 2010
- Working Paper Summaries
Corporate Governance and Internal Capital Markets
Keywords:
by Zacharias Sautner & Belén Villalonga
- May 1993 (Revised October 1993)
- Case
Vanity Fair Mills: Market Response System
Describes the "Quick Response" program developed by Vanity Fair Mills (VFM), a division of the VF Corp. Beginning in 1989, VFM reorganized its manufacturing systems, invested heavily in computer and telecommunications equipment, and formed "partnership" agreements with...
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Keywords:
Organizational Change and Adaptation;
Logistics;
Distribution Channels;
Manufacturing Industry
Buzzell, Robert D. "Vanity Fair Mills: Market Response System." Harvard Business School Case 593-111, May 1993. (Revised October 1993.)
- 27 Mar 2014
- News
From Marx to Marketing
my long experience dealing with Soviet organizations, I knew that the way decisions were implemented and what actually happened depended more on the lowest echelon of the hierarchy than the top." In addition, Vlachoutsicos, in close...
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- 09 Nov 2016
- Op-Ed
6 Lessons from Donald Trump's Winning Marketing Manual
Donald Trump's victory may be a surprise—but not to astute marketers. Here are six important lessons from Trump's brand marketing playbook: Give consumers a job. The best marketing campaigns always call on...
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Keywords:
by John A. Quelch
- Web
Faculty - Creating Emerging Markets
KhanMahbubur RahmanLaila Tyabji Srikant M. Datar George F. Baker Professor of AdministrationDean of the FacultyResearch Interests: balanced scorecard, corporate governance, innovation, performance management, strategy implementation...
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- 2014
- Other Teaching and Training Material
Marketing Reading: Sales Force Design and Management
By: Doug J. Chung and Das Narayandas
This Core Curriculum Reading introduces students to (1) the importance of sales force design in implementing organizational strategy, and (2) the role of sales force management in linking structures and processes to behaviors. The material combines theoretical...
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Keywords:
Sales Budget;
Sales Compensation;
Sales Cycle;
Sales Force Management;
Sales Forces;
Sales Management;
Sales Operations;
Sales Organization;
Sales Planning;
Sales Strategy
Chung, Doug J., and Das Narayandas. "Marketing Reading: Sales Force Design and Management." Core Curriculum Readings Series. Boston: Harvard Business Publishing 8213, 2014.
- 08 Aug 2013
- News
Cause Marketing Gets Personal
different departments. "NABCO was instrumental in changing the course of breast cancer screening, treatment, and care," she says. "Our physician and corporate partnerships to educate women replaced fear with facts. We helped craft and View Details
- 15 Apr 2017
- News
Bringing Markets to Myanmar
development, policy, and implementation in Myanmar, all in virtually the same spirit and language as generated by the stakeholder team. Morrell: So essentially it was adopted? Brunell: Yeah, it was adopted. Morrell: This thing that you...
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- 07 Jul 2020
- Research & Ideas
Market Investors Pay More for Resilient Companies
The steep market drop in the early days of the COVID-19 crisis is being used as a laboratory to study the importance of companies investing in stakeholder relations with their employees, suppliers, and customers, and how those investments could be strategic resources...
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- 21 Jun 2010
- Research & Ideas
Strategy and Execution for Emerging Markets
Emerging markets such as the BRIC countries—Brazil, Russia, India, and China—entice and intimidate. When managers are asked what is special about emerging markets, they typically point to rapid economic growth, potential competitors, and...
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Keywords:
by Martha Lagace
- 05 May 2003
- What Do You Think?
Is This a Golden Era for Marketing Productivity?
Summing Up Questions raised in this month's column about the possibility of an era of marketing productivity based on innovative research techniques evoked a number of skeptical comments. However, in defense of such techniques, B. V....
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Keywords:
by James Heskett
- 19 Jan 2011
- Research & Ideas
Activist Board Members Increase Firm’s Market Value
Public company shareholders have long complained that corporate boards don't always act in the best interest of their investors. But does the addition of a shareholder-sponsored board member increase the market value of the firm? The...
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Keywords:
by Carmen Nobel
- Web
Students on the Job Market - Doctoral
Placement Students on the Job Market Please note this page will be updated throughout the fall. Accounting & Management Yaxuan Chen Abstract: Inconsistency in Organizational Culture In this paper, I construct a new measure of...
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- 19 Mar 2008
- Research & Ideas
Finding Success in the Middle of the Market
Editor's Note: Harvard Business School professor John Quelch writes a blog on marketing issues, called Marketing Know: How, for Harvard Business Online. It is reprinted on HBS Working Knowledge.In soccer,...
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