Filter Results
:
(954)
Show Results For
-
All HBS Web
(954)
- People (1)
- News (218)
- Research (610)
- Events (1)
- Multimedia (1)
- Faculty Publications (245)
Show Results For
-
All HBS Web
(954)
- People (1)
- News (218)
- Research (610)
- Events (1)
- Multimedia (1)
- Faculty Publications (245)
- January 2021 (Revised March 2021)
- Supplement
E-Commerce Analytics for CPG Firms (C): Free Delivery Terms
By: Ayelet Israeli and Fedor (Ted) Lisitsyn
The E-Commerce Analytics group at the traditional CPG firm was in charge of compiling various online sales reports, as well as making data-driven recommendations for sales and marketing tactics. In a series of exercises, students address different data challenges for...
View Details
Keywords:
Data;
Data Analysis;
Data Analytics;
Data Sharing;
CPG;
Consumer Packaged Goods (CPG);
Delivery Planning;
Customer Lifetime Value;
Online Channel;
Retail;
Retail Analytics;
Retailing Industry;
Ecommerce;
Grocery;
Grocery Delivery;
Margins;
Retention;
Analytics and Data Science;
Analysis;
Retail Industry;
Consumer Products Industry;
United States
- January 2021
- Exercise
E-Commerce Analytics for CPG Firms (B): Optimizing Assortment for a New Retailer
By: Ayelet Israeli and Fedor (Ted) Lisitsyn
The E-Commerce Analytics group at the traditional CPG firm was in charge of compiling various online sales reports, as well as making data-driven recommendations for sales and marketing tactics. In a series of exercises, students address different data challenges for...
View Details
Keywords:
Data Analysis;
Data Analytics;
CPG;
Consumer Packaged Goods (CPG);
Online Channel;
Retail Analytics;
Retail;
Retailing Industry;
Data;
Data Sharing;
Ecommerce;
CRM;
Loyalty Management;
Assortment Planning;
Assortment Optimization;
Lifetime Value (LTV);
Analytics and Data Science;
Analysis;
Retention;
E-commerce;
Retail Industry;
Consumer Products Industry;
United States
Israeli, Ayelet, and Fedor (Ted) Lisitsyn. "E-Commerce Analytics for CPG Firms (B): Optimizing Assortment for a New Retailer." Harvard Business School Exercise 521-079, January 2021.
- February 2013 (Revised February 2013)
- Case
Wayne Ferrari: iAutomation at a Crossroads
By: Jim Sharpe and Michael Norris
Wayne Ferrari has bridged the gap between being an independent entrepreneur and a "professional manager." After selling his business to a Private Equity (PE) firm, Ferrari takes on the role of CEO and with their support implements a roll-up strategy to attain growth...
View Details
Keywords:
Entrepreneurial Management;
Entrepreneurial Organizations;
Leveraged Buyouts;
Roll-up;
Career Planning;
Acquisitions;
Pricing;
Pricing Policies;
Pricing Strategy;
Pricing Structure;
Acquisition;
Entrepreneurship;
Private Equity;
Distribution;
Integration;
System;
Electronics Industry;
Distribution Industry;
United States
Sharpe, Jim, and Michael Norris. "Wayne Ferrari: iAutomation at a Crossroads." Harvard Business School Case 813-120, February 2013. (Revised February 2013.)
- October 2015
- Case
Bigbelly
By: Mitch Weiss and Christine Snively
To accelerate Bigbelly's sales growth and its "smart cities" positioning, its CEO planned to shift his company from equipment sales to a subscription service. Jack Kutner hoped to re-position Bigbelly's solar-powered trash compacting stations beyond trash and recycling...
View Details
Keywords:
Public Entrepreneurship;
Smart Cities;
Government Innovation;
Internet Of Things;
IoT;
Anything As A Service;
Platform As A Service;
Infrastructure As A Service;
PaaS;
Xaas;
Bigbelly;
Jack Kutner;
B2G;
Civic Innovation;
City Innovation;
Government Technology;
Govtech;
Civic Technology;
Entrepreneurship;
Sales;
Innovation and Invention;
Digital Platforms;
Internet and the Web;
Information Technology Industry;
Public Administration Industry;
Telecommunications Industry;
Web Services Industry;
Industrial Products Industry;
Massachusetts;
United States;
Boston;
Chicago;
Philadelphia;
New York (city, NY)
Weiss, Mitch, and Christine Snively. "Bigbelly." Harvard Business School Case 816-005, October 2015.
- March 1990 (Revised June 1991)
- Case
IBM Corp.: ""Make It Your Business"" (A)
By: Robert L. Simons
In 1987, IBM changed its strategy in an attempt to become a market-driven company rather than a product-driven company. The case begins with a description of the new strategy and the reasons for the change and then describes the top-down sales planning and quota system...
View Details
Keywords:
Commercialization;
Competitive Advantage;
Business Strategy;
Goals and Objectives;
Strategic Planning;
Motivation and Incentives;
Sales;
Volatility;
System;
Information Technology Industry
Simons, Robert L. IBM Corp.: ""Make It Your Business"" (A). Harvard Business School Case 190-137, March 1990. (Revised June 1991.)
- September 1986
- Case
BOC Group: Ohmeda (A)
The president of Ohmeda, a wholly owned company of the BOC Group, plans to grow the company's medical equipment sales from $95 million in 1985 to $158 million in five years by focusing on the sale of "high-tech" equipment. At the same time, the president expects to...
View Details
Keywords:
Marketing Communications;
Salesforce Management;
Marketing Channels;
Medical Devices and Supplies Industry
Moriarty, Rowland T., Jr. "BOC Group: Ohmeda (A)." Harvard Business School Case 587-080, September 1986.
- December 2023
- Article
Looking Forward – To Better Strategy-Sales Coordination
Business decisions are about tomorrow, not yesterday. A key to looking forward in most firms is the annual strategy meeting, where linking sales efforts with strategy is vital for implementation and profitable growth. But according to surveys, less than half of...
View Details
Cespedes, Frank V. "Looking Forward – To Better Strategy-Sales Coordination." Top Sales Magazine (December 2023), 26–27.
- May 2020
- Teaching Note
Talismark
By: Richard S. Ruback, Royce Yudkoff and Ahron Rosenfeld
Teaching Note for HBS Case No. 211-097. Talismark negotiated waste hauling contracts for small and medium size companies. Its owners, Charles Muszynski and Marshall Staiman, were able to grow the business by more than 30% per year since it was founded, but believed...
View Details
- February 2008
- Supplement
EFI, Inc. (C)
By: David B. Godes and Lauren Barley
This is a follow-on case to EFI, Inc. (A) and (B). It reports on the sales force's response to the new plan and provides some data as to their performance in the quarters immediately following the implementation of the new plan.
View Details
Keywords:
Motivation and Incentives;
Salesforce Management;
Compensation and Benefits;
Information Technology Industry
Godes, David B., and Lauren Barley. "EFI, Inc. (C)." Harvard Business School Supplement 508-046, February 2008.
- Research Summary
Current Research
Professor Chung models the effect of incentive compensation to study its impact on the sales force. Using data from a Fortune 500 company, he has developed a dynamic structural model of sales force response to a bonus-based compensation plan and examined how various... View Details
- April 2000 (Revised July 2000)
- Case
Ameritrade Holding Corporation
By: Lisa K. Meulbroek
Some of the senior managers at Ameritrade, an Internet brokerage firm, are selling their holdings in the firm. Why are the managers selling, how will it affect shareholders, and what should the CEO do about it? The CEO is concerned that the market will interpret...
View Details
Keywords:
Valuation;
Internet and the Web;
Stock Options;
Risk Management;
Financial Services Industry
Meulbroek, Lisa K. "Ameritrade Holding Corporation." Harvard Business School Case 200-057, April 2000. (Revised July 2000.)
Bigbelly
To accelerate Bigbelly's sales growth and its "smart cities" positioning, its CEO planned to shift his company from equipment sales to a subscription service. Jack Kutner hoped to re-position Bigbelly's solar-powered trash compacting stations beyond trash and...
View Details
- March 2000 (Revised February 2005)
- Case
Thomas Weisel Partners (A)
Thomas Weisel, longtime leader of Montgomery Securities, realizes that the sale of Montgomery to NationsBank was the biggest mistake of his life. After his exit from NationsBanc Montgomery Securities, Weisel develops a business plan for a new merchant bank, Thomas...
View Details
Keywords:
Competitive Strategy;
Business Plan;
Financial Institutions;
Management Teams;
Financial Services Industry
DeLong, Thomas J., Ashish Nanda, Boris Groysberg, Matthew C. Lieb, and Scott D Landry. "Thomas Weisel Partners (A)." Harvard Business School Case 800-215, March 2000. (Revised February 2005.)
- August 2012
- Case
Jess Westerly at Kauflauf GmbH
By: John J. Gabarro and Colleen Kaftan
Jess Westerly is the assistant product owner of CRM applications for computer and office supply wholesalers and retailers at Kauflauf, a fast-growing provider of subscription enterprise software headquartered in Heidelberg, Germany. Only months into her job, outsider...
View Details
Keywords:
Applications and Software;
Organizational Culture;
Organizational Change and Adaptation;
Change Management;
Leading Change;
Behavior;
Salesforce Management;
Social and Collaborative Networks;
Planning;
Web Services Industry;
Germany
Gabarro, John J., and Colleen Kaftan. "Jess Westerly at Kauflauf GmbH." Harvard Business School Brief Case 913-527, August 2012.
- May 1975 (Revised September 1987)
- Case
Bio-Tech, Inc.
Financial vice president is expected to prepare a financing plan for Bio-Tech matching the most recent long-range plans of three operating groups. The latter, however, must be adjusted to take account of recommendations to be made on plant investment of one product...
View Details
Mullins, David W., Jr. "Bio-Tech, Inc." Harvard Business School Case 275-124, May 1975. (Revised September 1987.)
- September 1996 (Revised September 2004)
- Case
Monterrey Manufacturing Company
By: William J. Bruns Jr.
A small manufacturing company plans and budgets sales and expenses to ensure that its strategy is feasible. It must trace costs of manufacturing through work-in-process to finished goods and cost of goods sold, and project cash flows and income.
View Details
Keywords:
Cost Accounting;
Business Earnings;
Cash Flow;
Sales;
Budgets and Budgeting;
Manufacturing Industry
Bruns, William J., Jr. "Monterrey Manufacturing Company." Harvard Business School Case 197-023, September 1996. (Revised September 2004.)
- April 1993 (Revised June 1993)
- Case
Bayerische Motoren Werke AG (BMW)
By: Robert J. Dolan
In 1992, BMW attempts to revive its position in the United States market. In 1991, unit sales had fallen to 53,000 from 88,000 in 1987. The new CEO of North America considers a multifaceted plan to turn around the situation.
View Details
Keywords:
Product Positioning;
Marketing Strategy;
Multinational Firms and Management;
Market Entry and Exit;
Sales;
Manufacturing Industry;
Auto Industry;
Germany;
North America
Dolan, Robert J. "Bayerische Motoren Werke AG (BMW)." Harvard Business School Case 593-082, April 1993. (Revised June 1993.)
- June 2017 (Revised May 2019)
- Supplement
Kjell and Company: Motivating Salespeople with Incentive Compensation (B)
By: Doug J. Chung
Kjell & Company was a Swedish retail electronics chain founded in 1988 by brothers Marcus, Mikael and Fredrik Dahnelius. The company operated 84 stores, all company-owned, located mainly in the metropolitan areas of Sweden’s most popular cities: Stockholm, Gothemburg...
View Details
Keywords:
Salesforce Management;
Compensation and Benefits;
Motivation and Incentives;
Change Management;
Behavior;
Electronics Industry;
Sweden
Chung, Doug J. "Kjell and Company: Motivating Salespeople with Incentive Compensation (B)." Harvard Business School Supplement 517-133, June 2017. (Revised May 2019.)
- July 1996 (Revised June 1998)
- Case
Gillette Indonesia
By: John A. Quelch
The country manager of Gillette Indonesia is reviewing his 1996 marketing plan and considering whether the pace of market development and mix of product sales can be impacted by the level and type of Gillette expenditures in the market.
View Details
Keywords:
Marketing Strategy;
Multinational Firms and Management;
Emerging Markets;
Forecasting and Prediction;
Product Marketing;
Manufacturing Industry;
Consumer Products Industry;
Indonesia
Quelch, John A., and Diane Long. "Gillette Indonesia." Harvard Business School Case 597-009, July 1996. (Revised June 1998.)