Publications

March 1998 (Revised June 1999)
Case

DigitalThink: Building a Sales Force

By: Michael J. Roberts, Joseph B. Lassiter III and Christina L. Darwall

A broad set of issues faces a young company in the Internet-based training business as it begins to sell its product to corporate customers. Issues include: profile of attractive candidates, compensation, definition of territory, definition of quotas, and role of... View Details

Keywords: Internet and the Web; Salesforce Management; Business Startups; Service Industry

March–April 1998
Article

The Discipline of Building Character

By: Joseph L. Badaracco Jr.

Keywords: Personal Characteristics

January 1998 (Revised March 1998)
Case

Viacom, Inc.: Carpe Diem (Condensed)

By: Joseph L. Bower and Thomas R. Eisenmann

Viacom has built a powerful position in the global entertainment industry through skillful and bold acquisitions. Now its expansion is challenged by the moves of Rupert Murdoch's News Corp. Different businesses within Viacom have contradictory positions on how to deal... View Details

Keywords: Acquisition; Cost vs Benefits; Decisions; Entertainment; Competition; Corporate Strategy; Expansion; Entertainment and Recreation Industry

1998
Working Paper

For New Business, Manage Learning Not Earning

By: Joseph L. Bower and Toma Noda

1997
Book

Defining Moments: When Managers Must Choose between Right and Right

By: Joseph L. Badaracco Jr.

Keywords: Decision Making

May 1997 (Revised March 1998)
Case

Teradyne: Managing Disruptive Change

By: Joseph L. Bower

Three cases deal with the introduction of a new product to Teradyne's line of semiconductor test equipment. Teradyne: Managing Strategic Change provides historic and administrative background for the other two cases. Teradyne: The Aurora Project deals with the problems... View Details

Keywords: Business Startups; Disruption; Management; Market Entry and Exit; Product; Product Development; Problems and Challenges; Competitive Strategy; Corporate Strategy; Technology

May 1997 (Revised March 1998)
Case

Teradyne: Managing Strategic Change

By: Joseph L. Bower

Three cases deal with the introduction of a new product to Teradyne's line of semiconductor test equipment. This case provides historic and administrative background for the other two cases. Teradyne: The Aurora Project deals with the problems facing the head of a... View Details

Keywords: Business Startups; Change Management; Business or Company Management; Market Entry and Exit; Product; Problems and Challenges; Competitive Strategy; Corporate Strategy; Technology

May 1997 (Revised October 2007)
Case

Teradyne: The Aurora Project

By: Joseph L. Bower

Three cases deal with the introduction of a new product to Teradyne's line of semiconductor test equipment. Teradyne: Managing Strategic Change provides historic and administrative background for the other two cases. This case deals with the problems facing the head of... View Details

Keywords: Business Divisions; Business Startups; Customer Satisfaction; Product Launch; Product Development; Corporate Strategy; Semiconductor Industry

April 1997
Supplement

Viacom - Carpe Diem (Video)

By: Joseph L. Bower and Sonja Ellingson Hout

April 1997 (Revised July 2003)
Case

Viacom, Inc.: Video Supplement

By: Joseph L. Bower, Thomas R. Eisenmann and Sonja Ellingson Hout

Viacom reached a powerful position in the global entertainment industry through skillful and very bold acquisitions. Now its further expansion is challenged by the moves of Rupert Murdoch's News Corp. Different businesses within Viacom have contradictory positions on... View Details

Keywords: Acquisition; Cost vs Benefits; Decisions; Entertainment; Competition; Corporate Strategy; Expansion; Entertainment and Recreation Industry

1997
Chapter

Disruptive Technologies: Catching the Wave

By: Joseph L. Bower and Clayton M. Christensen

Keywords: Disruptive Innovation; Technological Innovation; Disruption

February 1997
Supplement

WPP--Integrating Icons (Video)

By: Joseph L. Bower and Sonja Ellingson Hout

Interviews with Martin Sorrell, Chairman of WPP Group plc, and also with the heads of several companies that are owned with WPP. Discusses corporate culture, strategies for the future, and how the various companies interact. View Details

Keywords: Management Teams; Organizational Structure; Organizational Culture; Relationships; Communication; Strategy

January 1997
Article

The Internet, Intel and the Vigilante Stakeholder

By: Joseph L. Badaracco Jr.

Keywords: Internet and the Web; Information Infrastructure; Business and Stakeholder Relations