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- Faculty Publications (37)
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- All HBS Web (77)
- Faculty Publications (37)
- Program
Aligning Strategy and Sales
marketing, HR, finance, service, or general management Executives in business-to-business product or service companies—or business units of large enterprises—that depend on a direct sales force for all or part of their revenue Executives...
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- 22 Jul 2002
- Research & Ideas
Is Performance-Based Pricing the Right Price for You?
Because pricing is such a difficult and complex arena, it has confounded sales and marketing executives and scholars for centuries. In no other marketing element is the two-sided conflict and cooperation...
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- 24 Jun 2014
- First Look
First Look: June 24
effects of deregulation on firm size are significantly non-linear. The reallocation of market shares toward a small number of large firms and a large number of small firms is characterized as the "shrinking middle" in Indian...
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Sean Silverthorne
- 19 Apr 2004
- Research & Ideas
Birth of the American Salesman
This figure includes all types of sellers, from pharmaceutical sales workers to counterpersons at department stores; it is up from about 5 percent in 1920 and 7 percent in 1960. Of the 16 million people working in sales in 2000, about 10 percent are manufacturers'...
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by Laura Linard
- Web
The Opportunity - Impact-Weighted Accounts
lower market rates. The decision to accept interest rate averaging led to customer savings and improved customer satisfaction.[31] A Belgian chemicals firm, Solvay, has constructed the sustainable portfolio management tool, which assesses...
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- 16 Feb 2010
- Research & Ideas
The Outside-In Approach to Customer Service
School. A book excerpt follows. Sarah Jane Gilbert: Your book focuses on how companies can profit, regardless of market conditions, by immersing themselves in the lives of their customers. Please describe the business model of looking...
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- Web
Advisory Board - Entrepreneurship
before it went public. He then led Open Market's expansion into business-to-business applications. In 1999, he founded and ran PurchasingCenter.com, a "My Yahoo" portal for industrial purchasing agents who purchase $2-$10 million of...
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- 09 Apr 2007
- Research & Ideas
Industry Self-Regulation: What’s Working (and What’s Not)?
wages—when their doing so seems like more of a marketing ploy than a substantive effort to address the underlying problems. Very few of these programs require third-party verification. But I suspect that to really deliver on the promise...
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by Martha Lagace
- 01 Feb 1997
- News
Doing It Your Way
Open Market Joyce I. Greenberg - Take Good Care Monique Maddy - African Communications Group Steven C. Walske - Parametric Technology Corp. Indeed, from "paperless" magazines to services that search for hard-to-find foreign news stories,...
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- 07 Aug 2007
- First Look
First Look: August 7, 2007
orientation from marketing. The model has been used to analyze firm performance in business-to-business markets in a number of countries in the industrial and the industrializing worlds. In general,...
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Martha Lagace
- 05 Feb 2013
- First Look
First Look: Feb. 5
sales force on track to achieve their annual sales quotas. The paper also introduces two main methodological innovations to the marketing literature: first, we implement empirically the method proposed by Arcidiacono and Miller (2011) to...
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Sean Silverthorne
- 29 Mar 2016
- First Look
March 29, 2016
nature of strategy, organizational design, and leadership. Management: An Integrated Approach is the only introductory management text on the market to address this challenge by taking an integrated and holistic approach to management, as...
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Sean Silverthorne
- 30 Apr 2008
- Sharpening Your Skills
Sharpening Your Skills: Brand Management
personality? How should I think about brand dilution? Does Branding Work For Business-to-business Marketing? B2B Branding: Does it Work? Does it make sense for B2B companies to take a cue from consumer companies and invest in brand...
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- Person Page
Media
Media
This lists media reports covering my firm dollarDEX Investments or me (or my colleagues), or columns written by me (or my colleagues). There are all... View Details
- 04 Mar 2002
- Research & Ideas
Don’t Lose Money With Customers
series of articles and HBS Working Papers, he explores the process of how firms in business-to-business markets manage customer relationships. As a frame of reference, Narayandas explains that modern View Details
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by Peter K. Jacobs
John C. Emery, Jr.
Emery continued the rapid expansion of his father’s business – creating a $1 billion plus business. Between 1968 and 1980, Emery ranked as one of the leading financial performers in the United States. Under his leadership, Emery dominated the large, View Details
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Transportation
- 01 Apr 1998
- News
Deals For Sale
IF BUSINESS-TO-BUSINESS commerce over the Internet is the wave of the future - and analysts project such transactions will increase a thousandfold by 2001 - then Scott Randall and his company, FairMarket (www.fairmarket.com), are riding...
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Judith A. Ross
- 08 Jun 2009
- Research & Ideas
The Return of the Salesman
seeing its real importance. It didn't help that economists also thought that selling was unimportant in influencing markets and that door-to-door selling declined in the United States in the final decades of the 20th century. But scholars...
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- 01 Dec 2016
- News
The Future of Books
Traditionally, publishing has been a business-to-business industry, selling books to retailers. At Penguin Random House, our greatest priority now is marketing our books directly to readers and getting to...
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- 29 May 2012
- First Look
First Look: May 29
Business-to-Business Marketing, edited by Gary L. Lilien and Rajdeep Grewal. Edward Elgar Publishing Company, 2012 Abstract This chapter focuses on the topic of coordinating marketing and sales in View Details
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Sean Silverthorne