Stanford GSB Faculty Publications

The Faculty Publications collection allows you to explore a growing corpus of GSB research in one place, with the ability to perform searches by title, author, abstract, supplied keywords, and (when available) full text. The collection indexes journal articles, case studies, working papers, books and book chapters, and white papers published by GSB faculty members from 2000 to the present. Output from the Corporate Governance Research Initiative, the Corporations and Society Initiative, and the Value Chain Innovation Initiative is also included.

This collection will grow over time as new publications are continually added, additional Research Hub Labs and Initiatives are incorporated, and librarians add entries for pre-2000 articles and other content.

Photo: Monuments to the Unknown Variables by Peter Wegner. Located in the McCoy Family Courtyard of Knight Management Center at the GSB, the ‘x’ structure offers a place to ponder indefinite change—and plan new discoveries.

Showing 1 - 25 of 40 Records

Title (A-Z) Title (Z-A) Date (Ascending) Date (Descending)
25 50 100
Miniature of A Customer Journey Mapping Approach with Mobile Application
A Customer Journey Mapping Approach with Mobile Application
  • GSB Authors: James Lattin
  • Date: 2025-01-30
  • Publication Type: Articles
  • Publication: Journal of Mechanical Design
Miniature of Celonis: Expanding Sales into the U.s.
Celonis: Expanding Sales into the U.s.
  • GSB Authors: James Lattin
  • Date: 2023-05-01
  • Publication Type: Cases
Miniature of Gainsight: Leading by Example in Customer Success
Gainsight: Leading by Example in Customer Success
  • GSB Authors: James Lattin | Kirk Bowman
  • Date: 2020-01-23
  • Publication Type: Cases
Miniature of Coalition Loyalty Program Not Working? Maybe You're Doing It Wrong
Coalition Loyalty Program Not Working? Maybe You're Doing It Wrong
  • GSB Authors: James Lattin | Pedro Gardete
  • Date: 2018-03-10
  • Publication Type: Working Papers
Miniature of Birch Benders
Birch Benders
  • GSB Authors: James Lattin
  • Date: 2017-12-13
  • Publication Type: Cases
Miniature of Atlassian: Sales
Atlassian: Sales
  • GSB Authors: Kirk Bowman | James Lattin
  • Date: 2017-01-26
  • Publication Type: Cases
Miniature of Qualtrics: Scaling an Inside-Sales Organization
Qualtrics: Scaling an Inside-Sales Organization
  • GSB Authors: James Lattin | Kirk Bowman
  • Date: 2014-01-13
  • Publication Type: Cases
Miniature of Dropbox
Dropbox
  • GSB Authors: James Lattin | Peter Levine
  • Date: 2013-05-15
  • Publication Type: Cases
Miniature of Progreso Financiero: Growing Sales
Progreso Financiero: Growing Sales
  • GSB Authors: James Lattin
  • Date: 2011-02-21
  • Publication Type: Cases
Miniature of OptiGen
OptiGen
  • GSB Authors: James Lattin | Kirk Bowman
  • Date: 2010-02-23
  • Publication Type: Cases
Miniature of Vocera Communications (B)
Vocera Communications (B)
  • GSB Authors: James Lattin | Mark Leslie
  • Date: 2010-02-02
  • Publication Type: Cases
Miniature of Green Hills Market Loyalty Program
Green Hills Market Loyalty Program
  • GSB Authors: James Lattin
  • Date: 2009-04-20
  • Publication Type: Cases
Miniature of Mercado
Mercado
  • GSB Authors: James Lattin | Mark Leslie
  • Date: 2008-07-10
  • Publication Type: Cases
Miniature of A Hidden Markov Model of Customer Relationship Dynamics
A Hidden Markov Model of Customer Relationship Dynamics
  • GSB Authors: James Lattin | V Srinivasan
  • Date: 2008-03-01
  • Publication Type: Articles
  • Publication: Marketing Science
Miniature of Capital One: Leveraging Information-Based Marketing
Capital One: Leveraging Information-Based Marketing
  • GSB Authors: James Lattin
  • Date: 2007-03-02
  • Publication Type: Cases
Miniature of Clearion Software
Clearion Software
  • GSB Authors: James Lattin | Mark Leslie
  • Date: 2006-08-08
  • Publication Type: Cases
Miniature of Presidio Solutions
Presidio Solutions
  • GSB Authors: James Lattin | Mark Leslie
  • Date: 2006-04-17
  • Publication Type: Cases
Miniature of Scalix Corporation, the Evolution of a Sales Model
Scalix Corporation, the Evolution of a Sales Model
  • GSB Authors: James Lattin | Mark Leslie
  • Date: 2006-01-19
  • Publication Type: Cases
Miniature of Bausch & Lomb Sales Force Reorganization
Bausch & Lomb Sales Force Reorganization
  • GSB Authors: James Lattin
  • Date: 2005-11-17
  • Publication Type: Cases
Miniature of Implementing Sales Force Automation at Quantium Technology
Implementing Sales Force Automation at Quantium Technology
  • GSB Authors: James Lattin | Mark Leslie
  • Date: 2005-11-05
  • Publication Type: Cases
Miniature of A Hidden Markov Model of Customer Relationship Dynamics
A Hidden Markov Model of Customer Relationship Dynamics
  • GSB Authors: James Lattin | V Srinivasan
  • Date: 2005-08-16
  • Publication Type: Working Papers
Miniature of Lundberg Systems, 3 Vignettes
Lundberg Systems, 3 Vignettes
  • GSB Authors: James Lattin | Mark Leslie
  • Date: 2005-06-20
  • Publication Type: Cases
Miniature of OuterBay and EMC
OuterBay and EMC
  • GSB Authors: James Lattin
  • Date: 2005-02-01
  • Publication Type: Cases
Miniature of Clorox, Combat Advertising Strategy (D)
Clorox, Combat Advertising Strategy (D)
  • GSB Authors: James Lattin
  • Date: 2004-01-01
  • Publication Type: Cases
Miniature of Clorox, Combat Advertising Strategy (F)
Clorox, Combat Advertising Strategy (F)
  • GSB Authors: James Lattin
  • Date: 2004-01-01
  • Publication Type: Cases
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GSB Authors: James Lattin   Remove all  

About this Collection

Collection Name:
Stanford GSB Faculty Publications
Collection Type:
GSB Publications and Research

40 Marketing

21 entrepreneurship 9 sales management 5 sales compensation 5 sales strategy 4 sales 4 software 3 business models 3 sales organization 3 strategy and general management 3 strategy implementation 3 technology 2 compensation 2 culture 2 loyalty 2 marketing 2 marketing strategy 2 sales agents 2 sales force management 2 sales forecasting 2 start-up 1 ERP 1 Hispanic 1 OEM 1 OEM (original equipment manufacturer) 1 SaaS 1 SaaS (software as a service) 1 VAR (value-added reseller) 1 VARs 1 VARs (value-added resellers) 1 accounting procedures 1 application data management 1 automation 1 banking 1 building a sales force 1 channel 1 channel selling 1 coalitions 1 consumer behaviour 1 consumer credit 1 consumer packaged goods 1 core competency 1 cross-market bundling 1 customer journey mapping 1 customer relationship management 1 customer relationship management (CRM) 1 customer relationship marketing 1 customer retention 1 customer success 1 data center services 1 design automation 1 design for humans 1 design method 1 design methodology 1 design theory and methodology 1 diffusion of innovation 1 direct marketing 1 direct sales 1 distribution channels 1 double bottom line 1 dynamic choice models 1 enterprise 1 enterprise software 1 enterprise technology 1 entrepreneurial management 1 entrepreneurs 1 ethics 1 financial services 1 finding a vice president of sales 1 firing 1 forecasting 1 freemium 1 go-to-market 1 go-to-market model 1 growth strategy 1 hidden Markov models 1 high technology 1 hiring 1 human resources 1 human-centered design 1 information industry 1 international channel sales 1 low-touch sales 1 loyalty programs 1 management of crises 1 marketing information systems 1 marketing mix 1 merger 1 mobile application 1 networking 1 new product management 1 organizational change 1 organizational dynamics 1 organizational learning 1 organizational structure 1 outsourcing 1 pancakes 1 pre-launch calibration 1 predictability 1 product development 1 product differentiation 1 product introduction 1 quarter-on-quarter growth 1 renewal 1 reseller deal 1 retail 1 rewards 1 sales agent 1 sales forces 1 sales models 1 sales operation 1 sales organizations 1 sales team 1 segmentation 1 sexual harassment 1 statistical analysis 1 surveys 1 systems integrators 1 technological change 1 user-centered design 1 value added resellers 1 venture capital 1 virtualization 1 volume-based sales