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3 Strategies to Boost Sales and Marketing Productivity
Sales and 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
Customer strategy Magazine ArticleMeasuring—and delivering—what consumers really want -
Understanding Customer Experience
Customer experience Magazine ArticleCompanies that systematically monitor customer experience can take important steps to improve it—and their bottom line. -
How Brand Building and Performance Marketing Can Work Together
Brand management Magazine ArticleWith the right metrics, you can increase the return on both. -
Your Rainbow Logo Doesn’t Make You an Ally
LGBT rights Digital ArticleHere’s how to materially benefit LGBTQ+ communities year-round instead. -
The Ordinary Heroes of the Taj
Organizational Development Magazine ArticleWhen terrorists attacked the Indian city of Mumbai in 2008, employees of the Taj Mumbai hotel displayed uncommon valor. They placed the safety of 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
Negotiation strategies Magazine ArticleEight ways to save a disintegrating sale -
Research: How Cultural Differences Can Impact Global Teams
Sales & Marketing 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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Canadian Tire: Selecting a Social Marketing Program
Sales & Marketing Case Study8.95View Details Canadian Tire is a large retailer of automotive, hardware, and houseware products. As part of the company's marketing strategy, the executive director... -
Keller Fund's Option Investment Strategies
Finance & Accounting Case Study8.95View Details A closed-end mutual fund's decision to study option trading provides an opportunity to study the profit profile and pricing of multiple option investment... -
C.W. Post
Leadership & Managing People Case Study8.95View Details In 1906, C.W. Post had to move his latest breakfast product--corn flakes--from store shelves into cereal bowls nationwide. Post genuinely believed his... -
MicroFridge: The Concept
Sales & Marketing Case Study8.95View Details Robert Bennett, who has a Master's degree in engineering, wants to exploit his idea to combine a refrigerator, freezer, and 500-watt microwave into an... -
Nokia India: Battery Recall Logistics
Global Business Case Study8.95View Details The case provides an opportunity for students to develop practical knowledge of the role of operations management in a product recall situation, particularly... -
Leader as Coach: Restoring Employee Motivation and Performance (A)
Organizational Development Case Study8.95View Details Kiera, a young, enthusiastic sales rep, was recently promoted to manager of a sales team of five. In her first year on the job, she tackled a major revamp... -
Grupo Garantia (D) Cervejaria Brahma SA: Beer Brewing and Marketing
Finance & Accounting Case Study5.00View Details Supplements the (A) case. -
Tingvong Homestay: The First Homestay in Dzongu
Innovation & Entrepreneurship Case Study8.95View Details Dupden Lepcha started Tingvong Homestay, the first homestay in the remote Dzongu region of Sikkim, India, when the region was opened for tourism in 2006.... -
Theranos: The Unicorn that Wasn't
Organizational Development Case Study8.95View Details In 2003, 19-year-old Elizabeth Holmes founded a startup dedicated to making blood testing easier and more affordable. By 2015, her company, Theranos,... -
A Sweet Dilemma: Sourcing Palm Oil with Ferrero SpA and Nestlé
Strategy & Execution Case Study8.95View Details This case focuses on Ferrero SpA's sustainable palm oil sourcing strategy in light of its acquisition of Nestlé's U.S. confectionery brands, which in... -
Groupon India: The Great Onion Digital Sale
Sales & Marketing Case Study8.95View Details This case looks at the impact of an innovative digital marketing campaign on bringing new customers and increasing brand awareness and recognition.It... -
Cancer Screening in Japan: Market Research and Segmentation
Sales & Marketing Case Study15.05View Details Since founding CancerScan in 2008, Jun Fukuyoshi and Yoshiki Ishikawa had helped to improve cancer screening rates in Japan. Between 2005 and 2007, awareness... -
Roustam Tariko, Russian Entrepreneur: An Iconoclast in a Maelstrom
Leadership & Managing People Case Study8.95View Details This case looks at entrepreneurial leadership and business development on several levels. It addresses issues that typically arise in new ventures and... -
Barco Projection Systems (A): Worldwide Niche Marketing
Sales & Marketing Case Study8.95View Details Deals with the issue of niche marketing in a worldwide market. Barco Projection Systems makes video, data, and graphics projectors for the industrial... -
Nestle Refrigerated Foods: Contadina Pasta & Pizza (A)
Sales & Marketing Case Study8.95View Details Nestle Co.'s Refrigerated Foods Division has very successfully launched its Contadina brand pasta and sauces. The new product has achieved nearly $100... -
Neechie Gear: Pivoting in an Aboriginal Start-up
Strategy & Execution Case Study8.95View Details A young Aboriginal entrepreneur faces three major challenges to growing his lifestyle apparel business. First, he has been unable to find a trusted partner... -
Alibris in 2004
Technology & Operations Case Study8.95View Details Alibris, an online marketplace for rare, used, and out-of-print books, is trying to communicate to the professional book dealers who are its main suppliers... -
Value Pricing at Procter & Gamble (A)
Sales & Marketing Case Study8.95View Details Executive Vice President Durk Jager was convinced that the huge sums being spent on trade and consumer promotion could be put to better use, and that... -
KGFS: A New Approach to Rural Finance
Sales & Marketing Case Study8.95View Details -
Profiling at National Mutual (B)
Technology & Operations Case Study5.00View Details Relates the expert system's pilot phase of implementation.
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3 Strategies to Boost Sales and Marketing Productivity
Sales and 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
Customer strategy Magazine ArticleMeasuring—and delivering—what consumers really want -
Understanding Customer Experience
Customer experience Magazine ArticleCompanies that systematically monitor customer experience can take important steps to improve it—and their bottom line. -
How Brand Building and Performance Marketing Can Work Together
Brand management Magazine ArticleWith the right metrics, you can increase the return on both.