Publications

September 2015 (Revised February 2020)
Case

Managing Consumer Touchpoints at Nissan Japan

By: Thales Teixeira, Nobuo Sato and Akiko Kanno

In 2015, Nissan was third place in the Japanese auto market, behind Toyota and Honda. The challenge of increasing market share was that 80% of car shoppers who were non-Nissan owners did not consider Nissan during their purchase process. This process involved three... View Details

Keywords: Nissan; Automobiles; Cars; Touch Points; Digital Marketing; Internet and the Web; Marketing Channels; Advertising; Auto Industry; Japan

2010
Chapter

Cost Structure Patterns in the Asset Management Industry

By: Dennis Campbell and Frances X. Frei

This chapter examines patterns in the cost structure of asset management firms and establishes two important trends in cost behavior. First, when revenues are growing, "indirect" costs related to sales, distribution, marketing, personnel, technology, and occupancy are... View Details

Keywords: Financial Crisis; Asset Management; Cost Management; Financial Services Industry

24 Apr 2006
Research & Ideas

Managing Alignment as a Process

corporate synergies should be defined at the top and realized in the business units. Just as the CFO coordinates the budgeting process, a senior executive should coordinate the alignment process—a responsibility for the Office of Strategy View Details

Keywords: by Robert S. Kaplan & David P. Norton; Apparel & Accessories; Fashion; Consumer Products; Retail

May 2010
Case

Clayton Industries, Inc.: Peter Arnell, Country Manager for Italy

By: Christopher A. Bartlett and Benjamin H. Barlow

Clayton Industries, a sixty-year-old U.S.-based firm in the HVAC industry (heating, ventilation, and air conditioning), with nearly $1 billion in revenues, has gradually built a presence in a number of countries, including several in Europe. Peter Arnell, previously... View Details

Keywords: Business Subsidiaries; Multinational Firms and Management; Organizational Structure; Corporate Strategy; Problems and Challenges; Conflict and Resolution; Sales; Cross-Cultural and Cross-Border Issues; Manufacturing Industry; Consumer Products Industry; Wisconsin; Italy; United Kingdom

June 1996
Case

Becton Dickinson: Managing the Global Enterprise, 1996

Becton Dickinson, a U.S.-based maker of medical and diagnostic devices, has been organized into a mixed structure of U.S.-based divisions and country/region organizations. In 1995, three businesses shifted to become worldwide divisions, forcing a reexamination of the... View Details

Keywords: Organizational Change and Adaptation; Business or Company Management; Multinational Firms and Management; Organizational Structure; Medical Devices and Supplies Industry; United States

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11 Jul 2007
Working Paper Summaries

Managing Proprietary and Shared Platforms: A Life-Cycle View

Keywords: by Thomas R. Eisenmann; Technology

09 May 2017
What Do You Think?

Should Management Be Primarily Responsible to Shareholders?

Summing Up How Do We Encourage CEOs to Manage for Sustainability? Important forces encourage short-term perspectives among managers as well as investors today. These include... View Details

Keywords: by James Heskett

28 Jul 2006
Research & Ideas

Meeting China’s Need for Management Education

apply across the region. Let me just highlight a handful of those: Demand for management and management education is growing rapidly. Management (and business) is seen as a... View Details

Keywords: by Sean Silverthorne; Education

02 May 2011
Research & Ideas

Casino Payoff: Hands-Off Management Works Best

look at banks, for example, they have localized decision rights in many cases, where branch managers and even some tellers have the ability to make loan decisions or give customers a better rate than what the guidelines say. In View Details

Keywords: by Dennis Fisher; Entertainment & Recreation

30 Apr 2008
Sharpening Your Skills

Sharpening Your Skills: Brand Management

disagrees. Key concepts include: Most B2B marketers cannot economically address thousands of small businesses using the traditional direct sales force. If left unattended, individual managers will each do... View Details

Keywords: by Staff; Sports; Publishing; Auto

30 Apr 2024
Book

When Managers Set Unrealistic Expectations, Employees Cut Ethical Corners

willing to approve continued sales of a drug known to be lethal to some customers in fulfilment of their assigned role to maximise value for shareholders (Armstrong, 1977, p. 204). And so on. Yet, the insights from this research and their... View Details

Keywords: by Dina Gerdeman

March 1994 (Revised December 2014)
Case

Humana, Inc.: Managing in a Changing Industry

By: Stuart Gilson

Intensifying competition and change in the U.S. health care industry force a large integrated health-care provider to reassess its strategy of operating both hospitals and health insurance plans (HMOs). In an attempt to increase its stock price and operating... View Details

Keywords: Business Strategy; Restructuring; Change Management; Financial Management; Health Industry

August 1996 (Revised October 1996)
Case

Howard, Shea & Chan Asset Management (A)

By: Benson P. Shapiro

A medium-sized investment management firm is attempting to decide whether to try to grow, and if so, how. It is a complicated decision because the managing partner and her colleagues have significantly different views. This case provides the background on the industry,... View Details

Keywords: Partners and Partnerships; Decision Making; Sales; Growth and Development Strategy; Financial Services Industry

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29 Aug 2018
What Do You Think?

What Should Harley-Davidson’s Management Do?

US as part of what some thought might become a global trade war. A trade conflict was a concern to the management of a company whose percentage of motorcycle sales (in units) outside the US had reached 40... View Details

Keywords: by James Heskett; Auto

January 2015 (Revised September 2017)
Case

Project Titan at Northrop Grumman

By: C. Fritz Foley and Kevin Sharer

In March of 2011, Northrop Grumman divested shipbuilding assets through the spin-off of Huntington Ingalls Industries. This case reviews many of the key questions faced by Northrop's CEO, CFO, and top management team during this process, including questions concerning... View Details

Keywords: Corporate Reorganization; Spin Off; Asset Sales; Managing Portfolios Of Businesses; Managing Change; Diversification; Change Management; Restructuring; Corporate Strategy; Financial Strategy; Manufacturing Industry

May 2013
Case

Eureka Forbes Ltd.: Managing the Selling Effort (A) (Photonovel Version)

By: Das Narayandas, Kallol Das and Kerry Herman

The CEO of EFL (India), a direct sales organization, must decide which changes to the sales compensation systems would better motivate his sales reps and improve their sales performance. View Details

February 2021
Case

Drizly: Managing Supply and Demand through Disruption

By: Kris Ferreira

It was April 6th, 2020, and the management team at Drizly—an online alcohol marketplace where consumers could browse and purchase alcohol from local liquor retail stores via Drizly’s app for immediate home delivery—were thrilled to see record-breaking sales from the... View Details

Keywords: COVID-19 Pandemic; Demand and Consumers; Growth and Development; Customer Focus and Relationships; Customer Value and Value Chain; Customer Satisfaction; Goals and Objectives; Supply Chain Management