Publications
Publications
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(3,530)
- Faculty Publications (515)
- July 2010
- Case
Metabical: Positioning and Communications Strategy for a New Weight Loss Drug
By: John A. Quelch and Heather Beckham
Cambridge Sciences Pharmaceuticals (CSP) expects final approval for its revolutionary weight loss drug, Metabical. Metabical will be the only weight loss drug with FDA approval that is also clinically proven to be effective for moderately overweight people. Barbara... View Details
- July 2010 (Revised August 2012)
- Supplement
Assistant Professor Jo Worthington (C)
A professor has an awkward exchange with a student who has prepared numeric analysis, but whose numbers do not agree with her own. View Details
- June 2010 (Revised December 2013)
- Case
Hang Lung Properties and the Chengdu Decision (A)
By: John D. Macomber, Michael Shih-Ta Chen and Keith Chi-Ho Wong
A residential real estate developer competes in a heated auction for a prime retail development site in the interior of China during the 2009 boom. Total project cost might be in excess of $1 billion U.S. for over 4,000,000 square feet of building. Hang Lung Properties... View Details
- June 2010
- Case
Playa Dorada Tennis Club: Expansion Strategy
By: W. Earl Sasser Jr. and Brent Kazan
Playa Dorada Beach & Resort in Boca Raton, Florida, faces a growing seasonal demand for tennis services. The number of guests is expected to double in the next few years, and while the tennis facilities are a popular and well-promoted amenity at the resort, court space... View Details
- 2010
- Case
Playa Dorado
By: W. Earl Sasser
Playa Dorada Beach & Resort in Boca Raton, Florida, faces a growing seasonal demand for tennis services. The number of guests is expected to double in the next few years, and while the tennis facilities are a popular and well-promoted amenity at the resort, court space... View Details
- 17 Apr 2010
- Other Presentation
New Jersey Competitiveness: State and Cluster Performance
Prepared for Governor Chris Christie. View Details
- April 2010
- Case
Metabical: Pricing, Packaging, and Demand Forecasting Recommendations for a New Weight Loss Drug
By: John A. Quelch and Heather Beckham
Metabical is a new weight loss drug from Cambridge Sciences Pharmaceuticals intended for moderately overweight individuals. In anticipation of final FDA approval, the senior director of marketing, Barbara Printup, prepares for the product launch and must make several... View Details
- April 2010
- Course Overview Note
Competing through Business Models
This note was prepared to aid instructors in the EC course “Competing through Business Models” (CTBM). Describes the course objectives; the conceptual framework used in the course; some central principles that emerge from this framework; and the modular structure of... View Details
- March 2010 (Revised July 2010)
- Case
The Economist
By: Felix Oberholzer-Gee, Bharat N. Anand and Lizzie Gomez
In 2009 the Economist continued to experience impressive growth and operating margins while many of its peers reeled from both a cyclical downturn and structural threats to print publishing. The case describes the history, organization, and business model of the... View Details
- 22 Feb 2010
- Other Presentation
Competitiveness in the Post Crisis Era: The Strategic Agenda for the UK
Dr. Christian Ketels helped prepare this competitiveness presentation which was delivered during the 2010 Global Investment Conference in London, UK. View Details
- February 2010
- Module Note
Strategies of Influence
By: Deepak Malhotra
Strategies of Influence (SOI) is a stand-alone session that teaches students about the psychology of persuasion. Students are presented a series of mini-case vignettes, each of which illustrates a specific strategy that negotiators can use to make their ideas, offers,... View Details
Keywords: Leadership; Management Teams; Negotiation; Groups and Teams; Power and Influence; Strategy
- October 2009
- Article
Negotiation Analysis: From Games to Inferences to Decisions to Deals
Exemplified by the pioneering work of Howard Raiffa and often expressed in the pages of the Negotiation Journal, the emergent prescriptive field of "negotiation analysis" progressively developed from Raiffa's early contributions to game theory and to his later... View Details
- September 2009 (Revised March 2010)
- Module Note
Competing Through Business Models (D)
By: Ramon Casadesus-Masanell and Taylor Philip Larson
This note was prepared to aid students in the EC course "Competing through Business Models." View Details
- July 2009 (Revised January 2014)
- Case
Sustainability at Millipore
By: Michael W. Toffel and Katharine Lee
This case describes Millipore Corporation's approach to becoming a more environmentally sustainable company. As he prepared for his quarterly meeting with the CEO, the Director of Sustainability needed to develop positions on several issues. Tactically, he needed to... View Details
- May 2009
- Case
Tokyo Electron Ltd.
By: Willy C. Shih and Andrew A. King
Tokyo Electron Ltd. operates in a constrained innovation environment, defined by modular boundaries that are long standing in the industry that it serves, the global semiconductor manufacturing industry. While the original motivation for these boundaries was division... View Details
- April 2009 (Revised July 2009)
- Module Note
Delivering Personally on Responsibility
How can individuals equip themselves to exercise leadership in the face of moral adversity? This six-session module aims to prepare students to meet moral responsibility when it is simultaneously most essential and most difficult. Moral adversity refers to situations... View Details
- April 2009 (Revised May 2017)
- Case
Skyhook Wireless
By: Shikhar Ghosh and Thomas R. Eisenmann
Ted Morgan, the founder of Skyhook Wireless just received a call from Steve Jobs of Apple asking for a meeting. Ted must decide how to prepare for a meeting that could finally give Skyhook an anchor customer. Ted and his team have worked for three years to build a new... View Details
- 2009
- Casebook
Managing Crises: Responses to Large-Scale Emergencies
By: Arnold M. Howitt and Herman B. Leonard
This casebook provides an organized treatment of the major challenges associated with managing large scale disaster events, including discussion of systematic methods of organizing disaster response, preparing in advance for disaster situations, and distinguishing... View Details
- Article
Milestones in Marketing
By: John A. Quelch and Katherine Jocz
Marketing flourished in U.S. business schools in the prosperous years following World War II. Students preparing for assistant-product-manager positions at the likes of Procter & Gamble, Lever, and General Foods enrolled in courses in marketing management, management... View Details
- October 2008 (Revised September 2011)
- Supplement
PepsiCo's Bid for Quaker Oats (B)
By: Carliss Y. Baldwin and Leonid Soudakov
Second in a series on PepsiCo's bid for Quaker Oats. Describes the negotiations between PepsiCo and Quaker including due-diligence process, first bid, and counteroffer. Quaker's counteroffer included a collar on equity consideration, and thus the case offers an... View Details