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Sales & Marketing

Advertising (40)

Viral Marketing for the Real World (May, 2007)

A Case for Discount Discipline (November, 2006)

Avatar-Based Marketing (June, 2006)

Rediscovering Market Segmentation (February, 2006)

Marketing Malpractice: The Cause and the Cure (December, 2005)

How Markets Help Marketers (September, 2005)

New Laws of the Jingle (June, 2005)

Real Products in Imaginary Worlds (May, 2005)

Just My Type (April, 2005)

The Spielberg Variables (April, 2005)

And Now, a Word from Our Sponsor (HBR Case Study and Commentary) (October, 2003)

A Blogger in Their Midst (HBR Case Study and Commentary) (September, 2003)

Who Benefits from Price Promotions? (September, 2002)

Stick to the Core--Or Go for More? (HBR Case Study and Commentary) (February, 2002)

The Perfect Paradox of Star Brands: An Interview with Bernard Arnault of LVMH (October, 2001)

Net Content: From Free to Fee (July, 2001)

The Buzz on Buzz (November, 2000)

Creating the Most Frightening Company on Earth: An Interview with Andy Law of St. Luke's (September, 2000)

How to Acquire Customers on the Web (May, 2000)

The Mismanagement of Advertising (January, 2000)

How E-Commerce Will Trump Brand Management (July, 1999)

Building Brands Without Mass Media (January, 1997)

Profits for Nonprofits: Find a Corporate Partner (November, 1996)

Do Better at Doing Good (May, 1996)

Riding the Marketing Information Wave (September, 1993)

Advertising: "The Poetry of Becoming" (March, 1993)

High-Performance Marketing: An Interview with Nike's Phil Knight (July, 1992)

Marketing Is Everything (January, 1991)

The Double Jeopardy of Sales Promotions (September, 1990)

Getting the Most Out of Advertising and Promotion (May, 1990)

The Costly Bargain of Trade Promotion (March, 1990)

Ad Spending: Growing Market Share (January, 1990)

Ad Spending: Maintaining Market Share (January, 1990)

Us vs. Them: The Minefield of Comparative Ads (May, 1989)

A Breeze in the Face (November, 1987)

Better Marketing at the Point of Purchase (November, 1983)

How Prices, Ad Expenditures, and Profits Are Linked (November, 1979)

Assessing the Long-Term Value of Advertising (January, 1978)

Improve Distribution with Your Promotional Mix (March, 1977)

Industrial Marketing with a Flair (November, 1976)

Distribution (23)

Lessons from the Leaders of Retail Loss Prevention (November, 2007)

Conversation: Nau CEO Chris Van Dyke on Tapping Customers' Passions (September, 2007)

Back in Fashion: How We're Reviving a British Icon (May, 2007)

Strategy as Ecology (March, 2004)

Turning an Industry Inside Out: A Conversation with Robert Redford (May, 2002)

Seven Rules of International Distribution (November, 2000)

The Ghost in the Family Business (HBR Case Study and Commentary) (May, 2000)

Biogen Unchained (May, 2000)

Co-opting Customer Competence (January, 2000)

Go Downstream: The New Profit Imperative in Manufacturing (September, 1999)

The Power of Trust in Manufacturer-Retailer Relationships (November, 1996)

Rethinking Distribution: Adaptive Channels (July, 1996)

Make Your Dealers Your Partners (March, 1996)

Tailored Logistics: The Next Advantage (May, 1993)

Rattling SABRE - New Ways to Compete on Information (May, 1990)

Suppliers - Manage Your Customers (November, 1989)

The Logic of Electronic Markets (May, 1989)

Gray Markets: Causes and Cures (July, 1988)

Customer-Driven Distribution Systems (July, 1987)

Turn Your Industrial Distributors into Partners (March, 1986)

Industrial Distributors - When, Who, and How? (March, 1983)

Improve Distribution with Your Promotional Mix (March, 1977)

Fit Products and Channels to Your Markets (January, 1977)

Market research (164)

The Flaw in Customer Lifetime Value (December, 2007)

What Health Consumers Want (December, 2007)

Strategic Insight in Three Circles (November, 2007)

Mapping Your Competitive Position (November, 2007)

Climate Business/Business Climate (October, 2007)

Realizing the Promise of Personalized Medicine (October, 2007)

The Art of Designing Markets (October, 2007)

Conversation: Nau CEO Chris Van Dyke on Tapping Customers' Passions (September, 2007)

If Brands Are Built over Years, Why Are They Managed over Quarters? (July, 2007)

To Thine Own Staff Be Agreeable (June, 2007)

Even Commodities Have Customers (May, 2007)

Quality in the Eye of the Beholder (April, 2007)

Getting Attention for Unrecognized Brands (March, 2007)

Beating the Market with Customer Satisfaction (March, 2007)

What's Your Return on Knowledge? (December, 2006)

Strategies to Fight Low-Cost Rivals (December, 2006)

Breaking the Trade-Off Between Efficiency and Service (November, 2006)

What Serves the Customer Best? (HBR Case Study and Commentary) (October, 2006)

Embrace the Dark Side (October, 2006)

When Your Contract Manufacturer Becomes Your Competitor (September, 2006)

Rethinking Political Correctness (September, 2006)

What Men Think They Know About Executive Women (September, 2006)

Marketing in an Unpredictable World (September, 2006)

A Portfolio Approach to Sales (July, 2006)

Understanding What Your Sales Manager Is Up Against (July, 2006)

Avatar-Based Marketing (June, 2006)

The Wisdom of Deliberate Mistakes (June, 2006)

Eager Sellers and Stony Buyers: Understanding the Psychology of New-Product Adoption (June, 2006)

Profiting from the Long Tail (June, 2006)

Just Trying to Help (HBR Case Study and Commentary) (June, 2006)

Why Innovation in Health Care Is So Hard (May, 2006)

Your Loyalty Program Is Betraying You (April, 2006)

Localization: The Revolution in Consumer Markets (April, 2006)

Inside the Mind of the Chinese Consumer (March, 2006)

Managing Middlescence (March, 2006)

Survival of the Richest (March, 2006)

Customer Value Propositions in Business Markets (March, 2006)

Rediscovering Market Segmentation (February, 2006)

Where Babies Come from: Supply and Demand in an Infant Marketplace (February, 2006)

Defeating Feature Fatigue (February, 2006)

The HBR List: Breakthrough Ideas for 2006 (February, 2006)

Bringing the College Inside (December, 2005)

The Changing Face of Chinese Executives (December, 2005)

"A Players" or "A Positions"? The Strategic Logic of Workforce Management (December, 2005)

Scanning the Periphery (November, 2005)

The Perfect Message at the Perfect Moment (November, 2005)

Leadership in Your Midst: Tapping the Hidden Strengths of Minority Executives (November, 2005)

What? Me, Worry? (November, 2005)

The Hazards of Hounding (October, 2005)

Zeitgeist Leadership (October, 2005)

Growing Talent as If Your Business Depended on It (October, 2005)

The Cane Mutiny: Managing a Graying Workforce (HBR Case Study and Commentary) (October, 2005)

Confessions of a Trusted Counselor (September, 2005)

Building Loyalty in Business Markets (September, 2005)

Strategy as Active Waiting (September, 2005)

A Stake in the Business (September, 2005)

Denying the Urge to Splurge (September, 2005)

Toward a Theory of High Performance (July, 2005)

Turning Great Strategy into Great Performance (July, 2005)

Manage Your Human Sigma (July, 2005)

Trust, but Verify (June, 2005)

Coal Cleans Up Its Act (June, 2005)

Break Free from the Product Life Cycle (May, 2005)

How Business Schools Lost Their Way (May, 2005)

Seven Transformations of Leadership (April, 2005)

Vanishing Jobs? Blame the Boomers (March, 2005)

CRM Done Right (November, 2004)

Leading a Supply Chain Turnaround (October, 2004)

Customer-Centered Brand Management (September, 2004)

Selling to the Moneyed Masses (July, 2004)

Getting the Most Out of All Your Customers (July, 2004)

Take Command of Your Growth (April, 2004)

The Geography of Trust (March, 2004)

It's Time to Retire Retirement (March, 2004)

Don't Just Do Something, Stand There! (March, 2004)

The New Rules for Bringing Innovations to Market (March, 2004)

Let Me Take You Down (March, 2004)

The One Number You Need to Grow (December, 2003)

They Bought In. Now They Want to Bail Out. (HBR Case Study and Commentary) (December, 2003)

Listening Begins at Home (November, 2003)

Coming Up Short on Nonfinancial Performance Measurement (November, 2003)

Nice Girls Don't Ask (October, 2003)

Innovating a Classic at Airstream (October, 2003)

Why Hard-Nosed Executives Should Care About Management Theory (September, 2003)

Making the World Safe for Markets (August, 2003)

Web Surveys' Hidden Hazards (July, 2003)

What Makes Global Firms Resilient? (July, 2003)

Making Cool Brands Hot (June, 2003)

The Global Brand Face-Off (HBR Case Study and Commentary) (June, 2003)

Global Gamesmanship (May, 2003)

What Do Managers Know, Anyway? (May, 2003)

Bottom-Feeding for Blockbuster Businesses (March, 2003)

Fair Process: Managing in the Knowledge Economy (HBR Classic) (January, 2003)

Three Questions You Need to Ask About Your Brand (September, 2002)

Pricing and the Psychology of Consumption (September, 2002)

Can Loyalty Be Leased? (September, 2002)

The Sputtering R&D Machine (HBR Case Study and Commentary) (August, 2002)

Search Parties (August, 2002)

The Mismanagement of Customer Loyalty (July, 2002)

Let's Put Consumers in Charge of Health Care (July, 2002)

Hidden Minds (June, 2002)

How Surveys Influence Customers (May, 2002)

Avoid the Four Perils of CRM (February, 2002)

Getting the Truth into Workplace Surveys (February, 2002)

Turn Customer Input into Innovation (January, 2002)

Changing a Culture of Face Time (November, 2001)

The Inner Life of Executive Kids: A Conversation with Child Psychiatrist Robert Coles (November, 2001)

Reinvention with Respect: An Interview with Jim Kelly of UPS (November, 2001)

Boost Your Marketing ROI with Experimental Design (October, 2001)

Genius at Work: A Conversation with Mark Morris (October, 2001)

Putting Customers in the "Wish Mode" (September, 2001)

Transforming a Conservative Company--One Laugh at a Time (July, 2001)

Lead for Loyalty (July, 2001)

Needed: Experienced Workers (July, 2001)

See Your Brands Through Your Customers' Eyes (June, 2001)

Too Old to Learn? (November, 2000)

Winning the Talent War for Women: Sometimes It Takes a Revolution (November, 2000)

It Wasn't About Race. Or Was It? (HBR Case Study and Commentary) (September, 2000)

What Every Executive Needs to Know About Global Warming (July, 2000)

Who Wants to Manage a Millionaire? (July, 2000)

The All-in-One Market (May, 2000)

Making Sense of Scanner Data (March, 2000)

The New Appeal of Private Labels (May, 1999)

Unbundling the Corporation (March, 1999)

Competing with Giants: Survival Strategies for Local Companies in Emerging Markets (March, 1999)

Creating New Market Space (January, 1999)

Versioning: The Smart Way to Sell Information (November, 1998)

Business Marketing; Understand What Customers Value (November, 1998)

Preventing the Premature Death of Relationship Marketing (January, 1998)

Spark Innovation Through Empathic Design (November, 1997)

Looking Ahead: Implications of the Present (September, 1997)

Discovering New Points of Differentiation (July, 1997)

Your Brand's Best Strategy (May, 1997)

What Is the Right Supply Chain for Your Products? (March, 1997)

Breaking Compromises, Breakaway Growth (September, 1996)

Discover Your Products' Hidden Potential (May, 1996)

Learning from Customer Defections (March, 1996)

Virtual Shopping: Breakthrough in Marketing Research (March, 1996)

Why Satisfied Customers Defect (November, 1995)

How Do You Know When the Price Is Right? (September, 1995)

Real-Time Marketing (July, 1995)

Do Rewards Really Create Loyalty? (May, 1995)

How Entrepreneurs Craft Strategies That Work (March, 1994)

Putting the Service-Profit Chain to Work (March, 1994)

Riding the Marketing Information Wave (September, 1993)

Leveraging to Beat the Odds: The New Marketing Mind-Set (September, 1993)

Loyalty-Based Management (March, 1993)

Transcending Business Boundaries: 12,000 World Managers View Change (May, 1991)

Global Work Force 2000: The Globalization of Labor (March, 1991)

The Return Map: Tracking Product Teams (January, 1991)

Getting the Most Out of Advertising and Promotion (May, 1990)

The Market Research Encyclopedia (January, 1990)

Four Steps to Forecast Total Market Demand (July, 1988)

Competing on the Eight Dimensions of Quality (November, 1987)

Customer-Driven Distribution Systems (July, 1987)

Market Research the Japanese Way (May, 1987)

Backward Market Research (May, 1985)

Cost-Conscious Marketing Research (July, 1983)

The Globalization of Markets (May, 1983)

Marketing Intangible Products and Product Intangibles (May, 1981)

Test Marketing in New Product Development (May, 1976)

Key Options in Market Selection and Product Planning (September, 1975)

New Way to Measure Consumers' Judgments (July, 1975)

When, Where, and How to Test Market (May, 1975)

Marketing management (48)

How Valuable Is Word of Mouth? (October, 2007)

What Business Are You In?: Classic Advice from Theodore Levitt (October, 2006)

Outsourcing Marketing (March, 2005)

Disintegrated Marketing (March, 2003)

Selling the Brand Inside (January, 2002)

Torment Your Customers (They'll Love It) (October, 2001)

Marketing Rules (February, 2001)

Branded by the Past (November, 2000)

The Brand Report Card (January, 2000)

The Lure of Global Branding (November, 1999)

How E-Commerce Will Trump Brand Management (July, 1999)

What High-Tech Managers Need to Know About Brands (July, 1999)

Web Site Blues (HBR Case Study and Commentary) (March, 1999)

The Future of Interactive Marketing (November, 1996)

Profits for Nonprofits: Find a Corporate Partner (November, 1996)

A Strategic Approach to Managing Product Recalls (September, 1996)

Manage Marketing by the Customer Equity Test (July, 1996)

Brands vs. Private Labels: Fighting to Win (January, 1996)

Can This High-Tech Product Sell Itself? (November, 1995)

Real-Time Marketing (July, 1995)

Do Rewards Really Create Loyalty? (May, 1995)

Managing Hybrid Marketing Systems (November, 1990)

Getting the Most Out of Advertising and Promotion (May, 1990)

The Costly Bargain of Trade Promotion (March, 1990)

Ad Spending: Growing Market Share (January, 1990)

The Market Research Encyclopedia (January, 1990)

Ad Spending: Maintaining Market Share (January, 1990)

Marketing Performance - What Do You Expect? (September, 1989)

Beware the Pitfalls of Global Marketing (September, 1989)

Automation to Boost Sales and Marketing (January, 1989)

Customize Your Product Development (November, 1988)

What the Hell Is "Market Oriented?" (November, 1988)

The Case of the Test Market Toss-up (September, 1988)

Gray Markets: Causes and Cures (July, 1988)

A Breeze in the Face (November, 1987)

Pulling Away from Push Marketing (May, 1987)

Marketing Subversives (November, 1986)

Turn Your Industrial Distributors into Partners (March, 1986)

The New New Product Development Game (January, 1986)

Making Money with Proactive Pricing (November, 1984)

Making Your Marketing Strategy Work (March, 1984)

After the Sale Is Over (September, 1983)

Gateways to Entry (September, 1982)

New Ways to Reach Your Customers (July, 1981)

From Sales Obsession to Marketing Effectiveness (November, 1977)

Can Marketing and Manufacturing Coexist? (September, 1977)

Fit Products and Channels to Your Markets (January, 1977)

New Criteria for Market Segmentation (March, 1964)

Product management (276)

The Biosphere Rules (February, 2008)

The New Leader's Guide to Diagnosing the Business (February, 2008)

The Corporate Brand: Help or Hindrance? (HBR Case Study and Commentary) (February, 2008)

Beware of Old Technologies' Last Gasps (January, 2008)

The Value of a Broader Product Portfolio (January, 2008)

High Margins and the Quest for Aesthetic Coherence (January, 2008)

Breakthrough Thinking from Inside the Box (December, 2007)

Simplicity-Minded Management (December, 2007)

Are Your Engineers Talking to One Another When They Should? (November, 2007)

Mapping Your Competitive Position (November, 2007)

Mad About Plaid (HBR Case Study and Commentary) (November, 2007)

Realizing the Promise of Personalized Medicine (October, 2007)

Conversation: Nau CEO Chris Van Dyke on Tapping Customers' Passions (September, 2007)

Innovate Faster by Melding Design and Strategy (September, 2007)

Sports Sponsorship to Rally the Home Team (September, 2007)

The Knowledge-Creating Company (HBR Classic) (July, 2007)

If Brands Are Built over Years, Why Are They Managed over Quarters? (July, 2007)

The Value Captor's Process: Getting the Most Out of Your New Business Ventures (May, 2007)

Higher Net Price--Or Bust (May, 2007)

Back in Fashion: How We're Reviving a British Icon (May, 2007)

Quality in the Eye of the Beholder (April, 2007)

Preparing for the Perfect Product Launch (April, 2007)

Meet the Innovation Capitalist (March, 2007)

Hidden Wealth in B2B Brands (March, 2007)

Managing Differences: The Central Challenge of Global Strategy (March, 2007)

Getting Attention for Unrecognized Brands (March, 2007)

High-Tech Ways to Keep Cupboards Full (March, 2007)

The HBR List: Breakthrough Ideas for 2007 (February, 2007)

Reverse Product Placement in Virtual Worlds (December, 2006)

Innovating Through Design (December, 2006)

What Serves the Customer Best? (HBR Case Study and Commentary) (October, 2006)

Embrace the Dark Side (October, 2006)

When Your Contract Manufacturer Becomes Your Competitor (September, 2006)

Smart Product Design (September, 2006)

With Friends Like These: The Art of Managing Complementors (September, 2006)

Ending the War Between Sales and Marketing (July, 2006)

The Sales Learning Curve (July, 2006)

Leveraging the Psychology of the Salesperson: A Conversation with Psychologist and Anthropologist G. Clotaire Rapaille (July, 2006)

Match Your Sales Force Structure to Your Business Life Cycle (July, 2006)

Avatar-Based Marketing (June, 2006)

More Isn't Always Better (June, 2006)

Eager Sellers and Stony Buyers: Understanding the Psychology of New-Product Adoption (June, 2006)

Building the Green Way (June, 2006)

Mapping Your Innovation Strategy (May, 2006)

Big Shoes to Fill (HBR Case Study and Commentary) (May, 2006)

The Unexpected Benefits of Sarbanes-Oxley (April, 2006)

Localization: The Revolution in Consumer Markets (April, 2006)

Growing by Cutting SKUs at Clorox (April, 2006)

What Is Luxury Without Variety? (April, 2006)

A Pointed Lesson About Product Features (March, 2006)

Connect and Develop: Inside Procter & Gamble's New Model for Innovation (March, 2006)

Inside the Mind of the Chinese Consumer (March, 2006)

Customer Value Propositions in Business Markets (March, 2006)

Defeating Feature Fatigue (February, 2006)

The HBR List: Breakthrough Ideas for 2006 (February, 2006)

All the Wrong Moves (HBR Case Study and Commentary) (January, 2006)

Marketing Malpractice: The Cause and the Cure (December, 2005)

How Not to Extend Your Luxury Brand (December, 2005)

Revaluing Writing (December, 2005)

Defensive Marketing: How a Strong Incumbent Can Protect Its Position (November, 2005)

Innovation Versus Complexity: What Is Too Much of a Good Thing? (November, 2005)

Every Product's a Platform (October, 2005)

Talk About Brand Strategy (October, 2005)

Create Colleagues, Not Competitors (September, 2005)

How Markets Help Marketers (September, 2005)

Building Loyalty in Business Markets (September, 2005)

Schizophrenia at GM (September, 2005)

Denying the Urge to Splurge (September, 2005)

Feed R&D--or Farm It Out? (HBR Case Study and Commentary) (July, 2005)

The Coming Commoditization of Processes (June, 2005)

Competent Jerks, Lovable Fools, and the Formation of Social Networks (June, 2005)

Holding Fast (HBR Case Study and Commentary) (June, 2005)

Lessons from the Egg Master (May, 2005)

Break Free from the Product Life Cycle (May, 2005)

Creating the Living Brand (May, 2005)

Class--or Mass? (HBR Case Study and Commentary) (April, 2005)

The Half-Truth of First-Mover Advantage (April, 2005)

Just My Type (April, 2005)

Sorting Data to Suit Yourself (March, 2005)

CRM Done Right (November, 2004)

By Any Other Name (November, 2004)

Look First to Failure (October, 2004)

Herb Baum on Innovation: Leapfrogging R&D (October, 2004)

Blue Ocean Strategy (October, 2004)

Customer-Centered Brand Management (September, 2004)

How Global Brands Compete (September, 2004)

How CEOs Manage Growth Agendas (July, 2004)

Selling to the Moneyed Masses (July, 2004)

Darwin and the Demon: Innovating Within Established Enterprises (July, 2004)

Sharpening the Intangibles Edge (June, 2004)

Found in Translation (May, 2004)

Mining Gold in Not-for-Profit Brands (April, 2004)

Give Me That Real-Time Information (April, 2004)

Don't Just Do Something, Stand There! (March, 2004)

Taking the Cake (HBR Case Study and Commentary) (March, 2004)

The New Rules for Bringing Innovations to Market (March, 2004)

Kill a Brand, Keep a Customer (December, 2003)

The Forgotten Strategy (November, 2003)

And Now, a Word from Our Sponsor (HBR Case Study and Commentary) (October, 2003)

Optimal Marketing (October, 2003)

The Hidden Dragons (October, 2003)

Innovating a Classic at Airstream (October, 2003)

Innovating for Cash (September, 2003)

Plumbing Web Connections (September, 2003)

Microcapitalism and the Megacorporation (August, 2003)

Causes and Effects (July, 2003)

Making Cool Brands Hot (June, 2003)

The Global Brand Face-Off (HBR Case Study and Commentary) (June, 2003)

Keeping to the Fairway (HBR Case Study and Commentary) (April, 2003)

Playing Games with Customers (April, 2003)

What Becomes an Icon Most? (March, 2003)

A Rose by Any Other Name (HBR Case Study and Commentary) (March, 2003)

Finding Your Innovation Sweet Spot (March, 2003)

Who's Bringing You Hot Ideas (and How Are You Responding)? (February, 2003)

Clueing In Customers (February, 2003)

How to Identify Your Enemies Before They Destroy You (November, 2002)

How to Build a Blockbuster (October, 2002)

Three Questions You Need to Ask About Your Brand (September, 2002)

Pricing and the Psychology of Consumption (September, 2002)

How to Kill a Team's Creativity (August, 2002)

Innovation, Inc.: A Conversation with Ed Catmull (August, 2002)

The Sputtering R&D Machine (HBR Case Study and Commentary) (August, 2002)

Creativity Is Not Enough (HBR Classic) (August, 2002)

Organizing for Innovation: When Is Virtual Virtuous? (HBR Classic) (August, 2002)

Many Happy (Product) Returns (July, 2002)

Have Your Objects Call My Objects (June, 2002)

Customers as Innovators: A New Way to Create Value (April, 2002)

Brand Confusion (March, 2002)

Avoid the Four Perils of CRM (February, 2002)

Turn Customer Input into Innovation (January, 2002)

Selling the Brand Inside (January, 2002)

Consorting with Competitors (January, 2002)

How Snapple Got Its Juice Back (January, 2002)

The Perfect Paradox of Star Brands: An Interview with Bernard Arnault of LVMH (October, 2001)

The Dangers of Modularity (September, 2001)

Putting Customers in the "Wish Mode" (September, 2001)

The Weird Rules of Creativity (September, 2001)

Don't Homogenize, Synchronize (July, 2001)

See Your Brands Through Your Customers' Eyes (June, 2001)

Bringing a Dying Brand Back to Life (May, 2001)

When No News Is Good News (HBR Case Study and Commentary) (April, 2001)

Personalization? No Thanks (April, 2001)

Playing Around with Brainstorming (March, 2001)

Cheetah Teams (February, 2001)

Are the Strategic Stars Aligned for Your Corporate Brand? (February, 2001)

Too Soon to IPO? (HBR Case Study and Commentary) (February, 2001)

Enlightened Experimentation: The New Imperative for Innovation (February, 2001)

Managing for the Next Big Thing: An Interview with EMC's Michael Ruettgers (January, 2001)

The Ultimate Creativity Machine: How BMW Turns Art into Profit (January, 2001)

Innovation at the Speed of Information (January, 2001)

Smart Customers, Dumb Companies (November, 2000)

Contextual Marketing: The Real Business of the Internet (November, 2000)

Control Your Inventory in a World of Lean Retailing (November, 2000)

Knowing a Winning Business Idea When You See One (September, 2000)

Explaining XML (July, 2000)

Stop Fighting Fires (July, 2000)

Syndication: The Emerging Model for Business in the Internet Era (May, 2000)

Mapping the World of Customer Satisfaction (May, 2000)

Cost Transparency: The Net's Threat to Prices and Brands (March, 2000)

Meeting the Challenge of Disruptive Change (March, 2000)

From Managing Pills to Managing Brands (March, 2000)

The Brand Report Card (January, 2000)

Co-opting Customer Competence (January, 2000)

The Mismanagement of Advertising (January, 2000)

Marketing Breakthrough Products (November, 1999)

Is Your Brand at Risk? (November, 1999)

The Lure of Global Branding (November, 1999)

Creating Breakthroughs at 3M (September, 1999)

Decoding the DNA of the Toyota Production System (September, 1999)

What High-Tech Managers Need to Know About Brands (July, 1999)

The New Appeal of Private Labels (May, 1999)

Creating New Market Space (January, 1999)

Is Your Company Ready for One-to-One Marketing? (January, 1999)

Versioning: The Smart Way to Sell Information (November, 1998)

Business Marketing; Understand What Customers Value (November, 1998)

Welcome to the Experience Economy (July, 1998)

Another Look at How Toyota Integrates Product Development (July, 1998)

Putting the Enterprise Into the Enterprise System (July, 1998)

Bringing Discipline to Project Management (March, 1998)

Time Pacing: Competing in Markets That Won't Stand Still (March, 1998)

Interpretive Management: What General Managers Can Learn from Design (March, 1998)

Preventing the Premature Death of Relationship Marketing (January, 1998)

Defining Next-Generation Products: An Inside Look (November, 1997)

Spark Innovation Through Empathic Design (November, 1997)

Developing Products on Internet Time (September, 1997)

What's Stifling the Creativity at CoolBurst? (HBR Case Study and Commentary) (September, 1997)

Should You Take Your Brand to Where the Action Is? (September, 1997)

Managing in an Age of Modularity (September, 1997)

Discovering New Points of Differentiation (July, 1997)

When Your Star Performer Can't Manage (HBR Case Study and Commentary) (July, 1997)

Your Brand's Best Strategy (May, 1997)

Technology Integration: Turning Great Research into Great Products (May, 1997)

Building Effective R&D Capabilities Abroad (March, 1997)

What Is the Right Supply Chain for Your Products? (March, 1997)

Building Brands Without Mass Media (January, 1997)

Growth Through Global Sustainability: An Interview with Monsanto's CEO Robert B. Shapiro (January, 1997)

Beyond Greening: Strategies for a Sustainable World (January, 1997)

The Four Faces of Mass Customization (January, 1997)

Mass Customization at Hewlett-Packard: The Power of Postponement (January, 1997)

A Strategic Approach to Managing Product Recalls (September, 1996)

Discover Your Products' Hidden Potential (May, 1996)

Getting the Most Out of Your Product Development Process (March, 1996)

Brands vs. Private Labels: Fighting to Win (January, 1996)

Control Tomorrow's Costs Through Today's Designs (January, 1996)

Competing on Customer Service: An Interview with British Airways' Sir Colin Marshall (November, 1995)

The New Logic of High-Tech R&D (September, 1995)

Discovery-Driven Planning (July, 1995)

Real-Time Marketing (July, 1995)

Do You Want to Keep Your Customers Forever? (March, 1995)

Disruptive Technologies: Catching the Wave (January, 1995)

A Second Look at Japanese Product Development (November, 1994)

The Logic of Product-Line Extensions (November, 1994)

Extend Profits, Not Product Lines (September, 1994)

The Coming of Knowledge-Based Business (September, 1994)

Development Projects: The Engine of Renewal (September, 1994)

Can This Brand Be Saved? (September, 1994)

Usability: The New Dimension of Product Design (September, 1994)

How to Integrate Work and Deepen Expertise (September, 1994)

Make Projects the School for Leaders (September, 1994)

What Asbestos Taught Me About Managing Risk (March, 1994)

Managing Innovation in the Information Age (January, 1994)

When New Products and Customer Loyalty Collide (November, 1993)

Empowerment or Else (September, 1993)

Making Mass Customization Work (September, 1993)

Japan's Dark Side of Time (July, 1993)

Local Memoirs of a Global Manager (March, 1993)

Strategy as Stretch and Leverage (March, 1993)

Message and Muscle: An Interview with Swatch Titan Nicolas Hayek (March, 1993)

Customer Intimacy and Other Value Disciplines (January, 1993)

High-Performance Marketing: An Interview with Nike's Phil Knight (July, 1992)

Technology Fusion and the New R&D (July, 1992)

Creating Project Plans to Focus Product Development (March, 1992)

Corporate Imagination and Expeditionary Marketing (July, 1991)

Marketing Is Everything (January, 1991)

The Return Map: Tracking Product Teams (January, 1991)

The Power of Product Integrity (November, 1990)

Commercializing Technology: What the Best Companies Do (May, 1990)

The Business of Innovation: An Interview with Paul Cook (March, 1990)

Robust Quality (January, 1990)

Ad Spending: Maintaining Market Share (January, 1990)

From the "Ladder of Science" to the Product Development Cycle (November, 1989)

Marketing Performance - What Do You Expect? (September, 1989)

Beware the Pitfalls of Global Marketing (September, 1989)

The New Product Development Map (May, 1989)

Organizing for Manufacturable Design (January, 1989)

Customize Your Product Development (November, 1988)

The Case of the Test Market Toss-up (September, 1988)

Marketing in an Age of Diversity (September, 1988)

Manufacturing by Design (July, 1988)

The House of Quality (May, 1988)

Competing on the Eight Dimensions of Quality (November, 1987)

Pulling Away from Push Marketing (May, 1987)

The New New Product Development Game (January, 1986)

A Redesign for Engineering (May, 1985)

Industrial Selling: Beyond Price and Persistence (March, 1985)

Make Sure Your Customers Keep Coming Back (January, 1985)

Organizing for High-Tech Marketing (November, 1984)

End-Game Strategies for Declining Industries (July, 1983)

The Globalization of Markets (May, 1983)

Industrial Distributors - When, Who, and How? (March, 1983)

Gateways to Entry (September, 1982)

Marketing Intangible Products and Product Intangibles (May, 1981)

Designing Product and Business Portfolios (January, 1981)

New Ventures for Corporate Growth (July, 1980)

Marketing Success Through Differentiation - Of Anything (January, 1980)

Making Money Through Marketing (July, 1979)

The Dynamics of Process-Product Life Cycles (March, 1979)

Link Manufacturing Process and Product Life Cycles (January, 1979)

Industrial Pricing to Meet Consumer Needs (November, 1978)

How to Spot a Technological Winner (March, 1978)

Fit Products and Channels to Your Markets (January, 1977)

Test Marketing in New Product Development (May, 1976)

Forget the Product Life Cycle Concept (January, 1976)

Key Options in Market Selection and Product Planning (September, 1975)

New Way to Measure Consumers' Judgments (July, 1975)

When, Where, and How to Test Market (May, 1975)

Sales (70)

A Staged Solution to the Catch-22 (November, 2007)

How Valuable Is Word of Mouth? (October, 2007)

Managing Global Accounts (September, 2007)

If Brands Are Built over Years, Why Are They Managed over Quarters? (July, 2007)

To Thine Own Staff Be Agreeable (June, 2007)

Curveball: Strategies to Fool the Competition (September, 2006)

The New Science of Sales Force Productivity (September, 2006)

Love Your Customers: Joe Girard on Becoming the World's Greatest Salesperson (July, 2006)

Finding the Weak Links (July, 2006)

A Portfolio Approach to Sales (July, 2006)

Ending the War Between Sales and Marketing (July, 2006)

The Sales Learning Curve (July, 2006)

Give Me That Old-Time Motivation (July, 2006)

Making the Major Sale (HBR Classic) (July, 2006)

Old Hand or New Blood? (HBR Case Study and Commentary) (July, 2006)

Low-Pressure Selling (HBR Classic) (July, 2006)

The Ultimately Accountable Job: Leading Today's Sales Organization (July, 2006)

Understanding What Your Sales Manager Is Up Against (July, 2006)

Better Sales Networks (July, 2006)

Major Sales: Who Really Does the Buying? (HBR Classic) (July, 2006)

What Makes a Good Salesman (HBR Classic) (July, 2006)

Selling the Sales Force on Automation (July, 2006)

Localization: The Revolution in Consumer Markets (April, 2006)

How Low Will You Go? (HBR Case Study and Commentary) (April, 2006)

Sparking Creativity at Ferrari (April, 2006)

Eliminate the Middleman? (HBR Case Study and Commentary) (March, 2006)

Customer Value Propositions in Business Markets (March, 2006)

Denying the Urge to Splurge (September, 2005)

Manage Your Human Sigma (July, 2005)

Capturing Customers' Spare Change (May, 2005)

The Littlest Sales Force (October, 2004)

Cross Selling or Cross Purposes? (HBR Case study and Commentary) (July, 2004)

Selling to the Moneyed Masses (July, 2004)

Marketing to Generation (R) (June, 2003)

Pricing and the Psychology of Consumption (September, 2002)

Welcome to the New World of Merchandising (November, 2001)

Rocket Science Retailing Is Almost Here--Are You Ready? (July, 2000)

The All-in-One Market (May, 2000)

E-Hubs: The New B2B Marketplaces (May, 2000)

Exploding the Self-Service Myth (May, 2000)

Make Your Dealers Your Partners (March, 1996)

How Do You Know When the Price Is Right? (September, 1995)

Managing Price, Gaining Profit (September, 1992)

The Tests of a Good Salesperson (May, 1990)

The CEO Hits the Road (and Other Sales Tales) (March, 1990)

The Logic of Electronic Markets (May, 1989)

Learning from Losing a Customer (May, 1989)

Teamwork for Today's Selling (March, 1989)

Negotiating with a Customer You Can't Afford to Lose (November, 1988)

The Power of Unconditional Service Guarantees (July, 1988)

The Case of the Pricing Predicament (HBR Case Study and Commentary) (March, 1988)