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Publications
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(117,151)
- Faculty Publications (3,557)
- October 1989
- Background Note
Managing Major Accounts
Written as an introduction to a module in the second-year MBA course, Marketing Implementation. Discusses issues encountered in the selling and management of major accounts. The topics covered include: 1) reasons for the increasing importance of major account... View Details
- October 1989 (Revised November 2006)
- Background Note
Managing Selling and the Salesperson
Written for a module in the Marketing Implementation course (a second-year elective in the MBA program). Provides a brief introduction to common issues involved in recruiting, training, compensating, and evaluating field salespeople. Also offers questions to consider... View Details
Keywords: Salesforce Management
- October 1989
- Background Note
Organizing and Implementing the Marketing Effort: Course Overview
Keywords: Marketing
- 01 Oct 1989
- Conference Presentation
Organization Decision Support: An Interacting Team Perspective
By: L. M. Applegate and J. C. Henderson
- July 1989 (Revised July 1990)
- Case
Prudential: Organizing for Technology Innovation (A)
- July–August 1989
- Article
Teamwork for Today's Selling
By: Frank V. Cespedes, Stephen X. Doyle and Robert J. Freedman
- July 1989
- Article
What Do Venture Capitalists Do?
By: William A. Sahlman and Michael Steven Gorman
Keywords: Venture Capital
- 1989
- Chapter
The Entrepreneurial Process
- May 1989 (Revised October 1989)
- Teaching Note
Becton Dickinson & Co.: VACUTAINER Systems Division, Teaching Note
Teaching Note for (9-587-085). View Details
Keywords: Medical Devices and Supplies Industry
- March 1989 (Revised September 1995)
- Background Note
Management Support Systems
Provides a technical overview of executive information systems. View Details
Keywords: Management Systems
- January 1989 (Revised September 1995)
- Case
Westinghouse Electric Corp.: Automating the Capital Budget Process (A)
By: Lynda M. Applegate and Julie H. Hertenstein
- January 1989 (Revised September 1995)
- Supplement
Westinghouse Electric Corp.: Automating the Capital Budgeting Process (B1)
By: Lynda M. Applegate and Julie H. Hertenstein
- January 1989 (Revised September 1995)
- Supplement
Westinghouse Electric Corp.: Automating the Capital Budgeting Process (B3)
By: Lynda M. Applegate and Julie H. Hertenstein
- January 1989 (Revised March 1991)
- Case
General Electric Canada: Designing a New Organization
By: Lynda M. Applegate and James I. Cash Jr.
General Electric Canada used sociotechnical design techniques to restructure its financial, administrative, facilities, and information technology service from a decentralized, hierarchical organization to a centralized organization composed of self-managing,... View Details
- January 1989 (Revised October 1991)
- Case
Center for Machine Intelligence: Computer Support for Cooperative Work
- January 1989 (Revised March 1990)
- Case
Xerox Corp.: Executive Support Systems
Keywords: Information Technology Industry
- 1989
- Book
Going to Market: Distribution Systems for Industrial Products
By: E. Raymond Corey, Frank V. Cespedes and V. Kasturi Rangan
- December 1988
- Teaching Note
Marketing Organization Course Module, Instructor's Overview
Keywords: Marketing Strategy
- November 1988
- Teaching Note
IBM Marketing Organization (A) and (B), Teaching Note
Keywords: Marketing
- Article
Computer-Aided Deliberation: Model Management and Group Decision Support
By: J. F. Nunamaker, L. M. Applegate and B. R. Konsynski