Publications

26 Oct 2010
Working Paper Summaries

When Does a Platform Create Value by Limiting Choice?

Keywords: by Ramon Casadesus-Masanell & Hanna W. Halaburda; Entertainment & Recreation; Technology

March 2004 (Revised June 2010)
Case

Akamai Technologies

By: Benjamin Edelman, Thomas R. Eisenmann and Eric J. Van den Steen

As the leading content delivery network, Akamai helps Internet companies deliver Web site content to end users with fewer delays and lower costs. Describes the strategic management challenges facing Akamai in early 2004. The company is poised to offer its next... View Details

Keywords: Digital Platforms; Partners and Partnerships; Strategy; Internet and the Web; Information Infrastructure

20 Apr 2011
Research & Ideas

Blind Spots: We’re Not as Ethical as We Think

work presentation or exams, may help you focus on concrete details of the future situation that you might otherwise overlook. In her book Giving Voice to Values, Mary Gentile offers a framework to help managers prepare for difficult... View Details

Keywords: by Sean Silverthorne

January 1997 (Revised June 1997)
Case

Southwire: Beyond 2000

By: F. Warren McFarlan and Melissa Dailey

Southwire, based in Carrollton, GA, was the leading producer of aluminum and copper rod, wire, and cable for the transmission and distribution of electricity. In one decade, CEO Roy Richards, Jr. grew annual sales from $500 million in 1985 to $1.9 billion in 1995, an... View Details

Keywords: Leading Change; Growth Management; Competitive Strategy; Global Strategy; Manufacturing Industry

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October 2016 (Revised February 2019)
Case

PTC: A Transformation to IoT

By: Rajiv Lal and Sarah McAra

In the 2010s, PTC, a leading provider of software for discrete manufacturers, faced maturing markets and changing customer needs as smart, connected products took hold—the rise of the Internet of Things (IoT). PTC saw a first mover advantage in entering the IoT space... View Details

Keywords: Internet Of Things; IoT; Smart; Connected Products; Business Organization; Transformation; Customer Relationship Management; Innovation Strategy; Technological Innovation; Leading Change; Marketing; Product Development; Service Operations; Strategy; Competition; Technology Industry

August 2022 (Revised November 2022)
Case

Wasabi Technologies

By: N. Louis Shipley and Mel Martin

After launching a successful hot cloud storage company, Founder and CEO David Friend is ready to scale the venture rapidly. Wasabi Technologies had focused primarily on direct sales, but an opportunity to pivot to channel sales was on the horizon. The company’s major... View Details

Keywords: Direct Sales; Channel Sales; Information Management; Sales; Product Development; Growth and Development Strategy; Business Divisions; Information Technology Industry; United States

05 Jul 2012
What Do You Think?

Why Is Trust So Hard to Achieve in Management?

Summing Up Do Managers Take Trust for Granted? Trust is a big issue these days judging from the volume of responses to this month's column. Its importance in management is agreed on. There is a long list of... View Details

Keywords: by James Heskett

Web

People - Behavioral Finance & Financial Stability

Investment Strategies course in the MBA elective curriculum and a PhD course in Empirical Methods. Victoria Ivashina Lovett-Learned Professor of Business Administration; Unit Head, Finance Victoria Ivashina is the Lovett-Learned Professor... View Details

February 1992 (Revised December 1992)
Case

MCI Vision (A)

By: Frank V. Cespedes

This case series focuses on divisional marketing and sales efforts concerning Vision, a new telecommunication product intended for the small business marketplace. Vision represents both a significant opportunity, and different field marketing requirements, for MCI.... View Details

Keywords: Change Management; Marketing Strategy; Product Launch; Product Development; Groups and Teams; Sales; Opportunities; Competitive Strategy

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April 2010
Case

Bill Nichol Negotiates with Walmart: Hard Bargains over Soft Goods (A)

By: James K. Sebenius and Ellen Knebel

CEO Bill Nichol must somehow negotiate a surprise ultimatum from Walmart, his largest customer, about his largest and most profitable product line: “We're dropping it.” Among its hosiery products, the Kentucky Derby Hosiery Co. produces and sells a branded line of... View Details

Keywords: Customer Relationship Management; Crisis Management; Negotiation Tactics; Conflict Management; Apparel and Accessories Industry; North America

Web

Career Networking - Alumni

job and view resumes for fellow alumni and current students in our recruiting platform . Explore the Career Blog The Career Blog offers stories and strategies to help you navigate your career. “ Instead of asking for a job, you're asking... View Details

February 2018 (Revised March 2019)
Case

Sandlands Vineyards

By: Benjamin C. Esty and Gregory Saldutte

Approximately 80% of the wineries in the U.S. break even or lose money. An even greater percentage lose money on an economic basis (i.e., after a charge for the cost of equity). Tegan Passalacqua is a successful, young, Californian winemaker who specializes in making... View Details

January 2007 (Revised April 2011)
Case

Farmacias Similares: Private and Public Health Care for the Base of the Pyramid in Mexico

By: Michael Chu and Regina Garcia-Cuellar

Farmacias Similares, serving Mexico's low-income sector, grew to $600 million sales and 3,400 drugstores while deep reforms to help the poor swept the public health system. Adjacent to each store, for $2 per visit, medical clinics provided access to doctors for 2.3... View Details

Keywords: Private Sector; Public Sector; Health Care and Treatment; Growth and Development Strategy; Poverty; Pharmaceutical Industry; Retail Industry; Mexico

March 2010 (Revised September 2010)
Case

TeamLease: Putting India to Work (Il) Legally

By: Tarun Khanna and Anjali Raina

This case focuses on the growth dilemmas facing Manish Sabharwal, co-founder, TeamLease Services Pvt. Ltd. TeamLease is a human resource outsourcing and temp staffing company located in India, which has grown rapidly from 2002 to 2009. Set in the context of the highly... View Details

Keywords: Entrepreneurship; Employment; Human Capital; Lawfulness; Leadership; Growth and Development Strategy; Demand and Consumers; Power and Influence; Employment Industry; India

October 2004 (Revised July 2011)
Case

AT&T 2000-2004

By: Stephen P. Bradley and Kerry Herman

Provides an update on CEO Michael Armstrong's "Project Grand Slam" strategy to build the value of AT&T by offering a complete, integrated telecommunications solution to both corporate and residential customers, including wireless and wire line telephone, Internet,... View Details

Keywords: Business Exit or Shutdown; Customers; Business or Company Management; Failure; Business and Shareholder Relations; Networks; Corporate Strategy; Internet; Wireless Technology; Value Creation; Telecommunications Industry

Web

Social Enterprise - Faculty & Research

management strategies to post-operative patients. In 2020, CWC piloted the role at Grady Memorial Hospital, a busy trauma center in Atlanta, Georgia. By 2024, three LCSs worked at Grady as full-time... View Details

2013
Chapter

Assessing Potential Carbon Revenues from Reduced Forest Cover Loss in Liberia

By: Jessica Donovan, Keith Lawrence, Christopher Neyor, Eduard Niesten and Eric Werker

We conducted an analysis that explores the merits of a low-carbon development strategy for Liberia. This chapter describes both our cost-benefit analysis initiative and a plausible policy process for Liberia. We proposed a simple approach that models the costs and... View Details

Keywords: Carbon Revenue; Liberia; Deforestation; Climate Change; Environmental Sustainability; Liberia

November 2021
Case

Steve Schwarzman on Dealmaking I: “Becoming a ‘Friend of the Situation’” (A)

By: James K. Sebenius and Alex Green

Blackstone Co-founder, Chairman, and CEO Stephen A. Schwarzman, whom Forbes has called “Wall Street’s Greatest Dealmaker,” played a major role in the negotiations that transformed Blackstone from a fragile startup in 1985 with $400,000 in capital into a dominant... View Details

Keywords: Dealmaking; Bargaining; Conflict Resolution; Negotiation; Private Equity; Conflict and Resolution; Entrepreneurship; Problems and Challenges; Negotiation Tactics; Financial Services Industry