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3 Strategies to Boost Sales and Marketing Productivity
Sales & Marketing Digital ArticleNew research from Bain shows what the most productive companies do differently. -
How to Fight a Price War
Sales & Marketing Magazine ArticlePrice wars are a fact of life, whether we're talking about the fast-paced world of knowledge products, the marketing of Internet appliances, or the staid,... -
Know Your Customers' "Jobs to Be Done"
Sales & Marketing Magazine ArticleFirms have never known more about their customers, but their innovation processes remain hit-or-miss. Why? According to Christensen and his coauthors,... -
How to Choose the Right Forecasting Technique
Financial analysis Magazine ArticleWhat every manager ought to know about the different kinds of forecasting and the times when they should be used. -
How to Design an AI Marketing Strategy
Sales & Marketing SpotlightIn order to realize AI's giant potential, CMOs need to have a good grasp of the various kinds of applications available and how they may evolve. This... -
How Generative AI Will Change Sales
Sales & Marketing Digital ArticleMicrosoft and Salesforce have already rolled out sales-focused versions of this powerful tool. -
Why Design Thinking Works
Innovation & Entrepreneurship Magazine ArticleWhile we know a lot about practices that stimulate new ideas, innovation teams often struggle to apply them. Why? Because people's biases and entrenched... -
The Elements of Value
Sales & Marketing Magazine ArticleWhat consumers truly value can be difficult to pin down and psychologically complicated. But universal building blocks of value do exist, creating opportunities... -
Understanding Customer Experience
Sales & Marketing Magazine ArticleAnyone who has signed up for cell phone service, attempted to claim a rebate, or navigated a call center has probably suffered from a company's apparent... -
How Brand Building and Performance Marketing Can Work Together
Sales & Marketing Magazine ArticleMarketers often worry that performance marketing and its focus on short-term sales is crowding out brand-building activities aimed at enhancing customer... -
Your Rainbow Logo Doesn't Make You an Ally
Leadership & Managing People Digital ArticleHere's how to materially benefit LGBTQ+ communities year-round instead. -
The Ordinary Heroes of the Taj
Organizational culture Magazine ArticleHow an Indian hotel chain’s organizational culture nurtured employees who were willing to risk their lives to save their guests -
The Four Things a Service Business Must Get Right
Customer service Magazine ArticleExtensive study of the world’s best service companies reveals the principles on which they’re built. -
Stop Trying to Delight Your Customers
Sales & Marketing Magazine ArticleThe notion that companies must go above and beyond in their customer service activities is so entrenched that managers rarely examine it. But a study... -
The Five Competitive Forces That Shape Strategy
Competitive strategy HBR BestsellerAwareness of the five forces can help a company understand the structure of its industry and stake out a position that is more profitable and less vulnerable to attack. -
Exploit the Product Life Cycle
Sales & Marketing Magazine ArticleThe product life cycle measures the likelihood, character, and timing of competitive and market events. A product strategy that includes some sort of... -
Negotiating with a Customer You Can't Afford to Lose
Sales & Marketing Magazine ArticleWhen a customer turns combative during a negotiation, it is important to avoid confrontation or compromise. Instead, a salesperson should lure the customer... -
Research: How Cultural Differences Can Impact Global Teams
Consumer behavior Digital ArticleAnd what managers can do to help their international teams succeed. -
The Elusive Green Consumer
Sales & Marketing Magazine ArticleCompanies that introduce sustainable offerings face a frustrating paradox: Most consumers report positive attitudes toward eco-friendly products and services,... -
A Refresher on A/B Testing
Technology & Operations Digital ArticleSpoiler: Many people are doing it wrong.
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Note on the Impact of Millennials on the Food System
Leadership & Managing People Case Study14.00View Details In 2016, the millennial generation (those age 19 to 35 in 2016), the largest generation by population in the U.S., was entering its prime home buying,... -
The Popcorn Predicament: Competition, Conflict and Buying Behaviour
Innovation & Entrepreneurship Case Study8.95View Details This B2B role play case and the six role play supplements describe an account manager's seven month sales process and the customer's buying process that... -
Luminopia: Improving Treatment for Visual Disorders
Sales & Marketing Case Study8.95View Details Luminopia-a start-up founded in January 2016 by three Harvard College freshmen-uses virtual reality technology to treat amblyopia (more commonly called... -
Mountain Dew: Selecting New Creative
Sales & Marketing Case Study15.05View Details Highlights the key role of selecting creative in brand communications, the challenges of building a brand in a turbulent cultural environment, the challenges... -
Scott Paper Co.
Finance & Accounting Case Study8.95View Details A professional turnaround manager attempts to implement a massive global downsizing program at the world's largest producer of consumer tissue products.... -
Parker House (B)
Technology & Operations Case Study5.00View Details The management of Boston's historic Parker House, owned by Dunfey Hotels, has received a request from a tour wholesaler to book a large number of rooms... -
BAT Case: Putting Tech Support on the Fast Track
Technology & Operations Case Study8.95View Details Bruce-Alfred Technologies (BAT) has built a successful business selling packaged software. Its marketing has long promised free technical support to all... -
Flexibility at Genentech: Developing Versatile Domain Experts and Deploying Flexible Resources at One U.S. Medical Affairs Unit
Leadership & Managing People Case Study8.95View Details The Genentech Spectrum case is about infusing flexibility in a medical unit of a global biotechnology company. The protagonist is Mauricio Silva de Lima,... -
Maternal and Child Health in Uttar Pradesh, India: A Mother's Story
Strategy & Execution Case StudySet in India's most populous state, Uttar Pradesh, this case explores the complexity of addressing maternal and child health and care delivery by looking... -
Access Health CT: Marketing Affordable Care (B)
Sales & Marketing Case Study5.00View Details Supplement to case 514119. -
Augat Electronics Inc.
Sales & Marketing Case Study8.95View Details -
Reliable Equipment Ltd.: The Popcorn Predicament
Leadership & Managing People Case Study8.95View Details This B2B role play case and the six role play supplements describe an account manager's seven month sales process and the customer's buying process that... -
Profile of Kodak: From Film to Digital Photography
Innovation & Entrepreneurship Case Study8.95View Details Kodak has been a leader in convenient and cutting edge products for many decades. However, the company has not adapted well to the market's shift toward... -
Marketing at The Vanguard Group
Sales & Marketing Case Study8.95View Details Senior executives at Vanguard are evaluating their marketing strategy. In particular, they are looking at their approach to market segmentation, the organization... -
Asahi Group Holdings Limited: Global Expansion Versus Financial Leverage
Sales & Marketing Case Study8.95View Details In May 2021, Asahi Group Holdings, Limited (Asahi), a Japanese global beer, spirits, soft drinks, and food company, shifted its focus to non-alcoholic... -
Pricing Metrics and Concepts
Sales & Marketing Case Study8.95View Details This note describes the more common methods of calculating Price Premiums (also known as Relative Prices). Students will explore Reservations Prices and... -
Schneider Electric: Optimising Business Opportunities from its Regional HQ in Singapore
Global Business Case Study8.95View Details In November 2019, Tommy Leong, Zone President, East Asia & Japan (EAJ), of Schneider Electric, a French multinational corporation (MNC), hosted regional... -
Diaper War: Kimberly-Clark vs. Procter & Gamble (Condensed)
Strategy & Execution Case Study8.95View Details Highlights Kimberly-Clark's perspective on the fierce competitive battle with Procter & Gamble (P&G) in the diaper industry. The competitive struggle... -
Crocs: Using Community-Centric Marketing to Make Ugly Iconic
Management Case Study8.95View Details In 2022, the Crocs Classic Clog was the best-selling item of clothing on Amazon, the brand was one of the fastest growing brands in the U.S., and global...
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3 Strategies to Boost Sales and Marketing Productivity
Sales & Marketing Digital ArticleNew research from Bain shows what the most productive companies do differently. -
How to Fight a Price War
Sales & Marketing Magazine ArticlePrice wars are a fact of life, whether we're talking about the fast-paced world of knowledge products, the marketing of Internet appliances, or the staid,... -
Know Your Customers' "Jobs to Be Done"
Sales & Marketing Magazine ArticleFirms have never known more about their customers, but their innovation processes remain hit-or-miss. Why? According to Christensen and his coauthors,... -
How to Choose the Right Forecasting Technique
Financial analysis Magazine ArticleWhat every manager ought to know about the different kinds of forecasting and the times when they should be used. -
How to Design an AI Marketing Strategy
Sales & Marketing SpotlightIn order to realize AI's giant potential, CMOs need to have a good grasp of the various kinds of applications available and how they may evolve. This... -
How Generative AI Will Change Sales
Sales & Marketing Digital ArticleMicrosoft and Salesforce have already rolled out sales-focused versions of this powerful tool. -
Why Design Thinking Works
Innovation & Entrepreneurship Magazine ArticleWhile we know a lot about practices that stimulate new ideas, innovation teams often struggle to apply them. Why? Because people's biases and entrenched... -
The Elements of Value
Sales & Marketing Magazine ArticleWhat consumers truly value can be difficult to pin down and psychologically complicated. But universal building blocks of value do exist, creating opportunities... -
Understanding Customer Experience
Sales & Marketing Magazine ArticleAnyone who has signed up for cell phone service, attempted to claim a rebate, or navigated a call center has probably suffered from a company's apparent... -
How Brand Building and Performance Marketing Can Work Together
Sales & Marketing Magazine ArticleMarketers often worry that performance marketing and its focus on short-term sales is crowding out brand-building activities aimed at enhancing customer...