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Show Results For
-
All HBS Web
(1,852)
- People (1)
- News (257)
- Research (1,436)
- Events (4)
- Multimedia (15)
- Faculty Publications (854)
- 2019
- Working Paper
The Comprehensive Effects of a Digital Paywall Sales Strategy
By: Doug J. Chung, Ho Kim and Reo Song
This paper explores the multiple and comprehensive effects of a digital paywall sales strategy, an increasingly common means of go-to-market for media firms. Specifically, we examine the effects of a digital paywall on a media firm’s two sources of income—subscription...
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Keywords:
Digital Paywall;
Demand Substitution;
Spillover Effect;
Synthetic Control;
Sales;
Strategy;
Media;
Newspapers;
Publishing Industry
Chung, Doug J., Ho Kim, and Reo Song. "The Comprehensive Effects of a Digital Paywall Sales Strategy." Harvard Business School Working Paper, No. 19-118, May 2019.
- 15 Dec 2015
- News
Don’t Turn Your Sales Team Loose Without a Strategy
- February 2018
- Teaching Note
Rosslyn Resource: Monetization and Sales Strategy (Brief Case)
By: Robert J. Dolan and Sunru Yong
Teaching Note for HBS No. 918-509.
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- January 2019 (Revised February 2020)
- Case
Roush Performance: How to Design a Sales Force Compensation Plan
By: Doug J. Chung
Roush Performance manufactured and marketed factory-modified performance vehicles and high-end aftermarket automotive performance parts. Since its inception, Roush Performance had focused on building its engineering technology competency and diversifying its product...
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Keywords:
Sales Force Management;
Motivation;
Compensation;
Salary;
Commissions;
Bonuses;
Quotas;
Salesforce Management;
Compensation and Benefits;
Motivation and Incentives
Chung, Doug J. "Roush Performance: How to Design a Sales Force Compensation Plan." Harvard Business School Case 519-066, January 2019. (Revised February 2020.)
- 17 Jun 2019
- Working Paper Summaries
The Comprehensive Effects of a Digital Paywall Sales Strategy
- April 2011
- Teaching Note
Designs by Kate: The Power of Direct Sales (Brief Case)
By: John A. Deighton and Sarah Abbott
Teaching Note to 4277.
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- 11 Jan 2023
- News
Setting Your B2B Sales Strategy in a Downturn
- November 1984
- Supplement
Syntex Laboratories (A), Computer Supplement: Sales Force Strategy Model
Clarke, Darral G. "Syntex Laboratories (A), Computer Supplement: Sales Force Strategy Model." Harvard Business School Supplement 585-131, November 1984.
- 16 Oct 2014
- News
Reframing Sales Effectiveness
- September 1955 (Revised January 1981)
- Case
Butcher Polish Co.: Sales Strategy for a Small Manufacturer
Davis, Robert T., and Donald R. Sohn. "Butcher Polish Co.: Sales Strategy for a Small Manufacturer." Harvard Business School Case 501-032, September 1955. (Revised January 1981.)
- November 1980 (Revised June 1986)
- Case
Quaker Oats Co.: Field Sales Force Strategy and Management
Schubert, Lynda A. "Quaker Oats Co.: Field Sales Force Strategy and Management." Harvard Business School Case 581-061, November 1980. (Revised June 1986.)
- Article
Channel Integration, Sales Dispersion, and Inventory Management
By: Santiago Gallino, Antonio Moreno and Ioannis Stamatopoulos
We study the effects of the introduction of cross-channel functionalities on the overall sales dispersion of retailers and the implications of these effects for inventory management. To do that, we analyze data from a leading U.S. retailer who introduced a...
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Keywords:
Retail Operations;
Online Retail;
Channel Integration;
Sales Dispersion;
Long Tail;
Empirical Operations;
Inventory Management;
Omnichannel Retail;
Marketing Channels;
Integration;
Sales;
Logistics;
Operations;
Management;
Retail Industry
Gallino, Santiago, Antonio Moreno, and Ioannis Stamatopoulos. "Channel Integration, Sales Dispersion, and Inventory Management." Management Science 63, no. 9 (September 2017): 2813–2831.
- May 2016 (Revised June 2017)
- Case
Sales Compensation Vignettes
This case study is comprised of two vignettes about startup companies considering whether and how to change their sales compensation plans. ElMenus.com is a restaurant app venture in Egypt seeking to lower customer churn while confronting new competition. BigBelly is a...
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Cespedes, Frank V. "Sales Compensation Vignettes." Harvard Business School Case 816-092, May 2016. (Revised June 2017.)
- January 2019 (Revised October 2019)
- Case
Commercial Sales Transformation at Microsoft
By: Doug J. Chung
Industry leaders should adapt to changes in the business context and consider different ways to grow. Advances in technology had shifted software demand to the cloud. As a result, Microsoft announced a strategic shift in direction from its existing ‘Windows first’...
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Chung, Doug J. "Commercial Sales Transformation at Microsoft." Harvard Business School Case 519-054, January 2019. (Revised October 2019.)
- February 2018
- Case
Qualtrics (A)
By: Doug J. Chung and James M. Lattin
Qualtrics was an online survey research platform and since the beginning, the company had relied entirely on an inside sales model—sales done remotely without face-to-face contact with clients. The low-cost inside sales model, along with an emphasis on a strong sales...
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Keywords:
Sales Strategy;
Inside Sales Model;
Sales;
Strategy;
Growth and Development Strategy;
Organizational Change and Adaptation
Chung, Doug J., and James M. Lattin. "Qualtrics (A)." Harvard Business School Case 518-082, February 2018.
- March 2017
- Teaching Note
Sales Compensation Vignettes
This Teaching Note supports the case study comprising two vignettes about startup companies considering whether and how to change their sales compensation plans. The case allows students to compare and contrast the objectives, structure, and process of sales incentives...
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- July 2023
- Teaching Note
Belden and Digital Transformation: From Product Sales to Solutions Sales
Teaching Note for HBS Case No. 823-002. Belden manufactures devices such as switches, cables, adapters, and connectors. Faced with market changes, the firm initiated a new Enhanced Solutions Delivery (ESD) initiative. In November 2022 executives are evaluating the...
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