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  • March 1979 (Revised June 1985)
  • Case

Chain Saw Industry in 1974

By: Michael E. Porter
Describes the structure of the chain saw industry in 1974, when it is on the threshold of a major period of growth. Data are provided on each significant competitor. The discussion should center around strategies in a growing market for differently situated... View Details
Keywords: Industry Growth; Corporate Strategy; Industry Structures; Growth and Development Strategy; Manufacturing Industry
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  • January 2001 (Revised May 2010)
  • Case

BP Amoco (B): Financing Development of the Caspian Oil Fields

By: Benjamin C. Esty and Michael Kane
British Petroleum and Amoco were the two largest members of the Azerbaijan International Oil Consortium (AIOC), an 11-firm consortium that was spending $10 billion to develop oil fields in the Caspian Sea. As of March 1999, AIOC had completed a $1.9 billion development... View Details
Keywords: Investment; Policy; Capital Budgeting; Project Finance; Emerging Markets; Mergers and Acquisitions; Financing and Loans; Financial Strategy; Mining Industry; Energy Industry; United Kingdom; Europe
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  • Program

Families in Business

strengths of your family business and implement practices that enable high performance, shareholder loyalty, healthy family relationships, and broad social impact. Key Benefits In this family enterprise management program, you’ll learn... View Details
  • Article

The Contingent Nature of Public Policy and the Growth of U.S. Commercial Banking

By: Christopher Marquis and Zhi Huang
That public policy affects organizational behaviors is well accepted, but less explored is how these effects may depend on other external environmental factors. We investigate how policy is a necessary, but not sufficient, condition to understand the growth of... View Details
Keywords: Policy; Organizational Culture; Strategy; Commercial Banking; Growth and Development Strategy; United States
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  • 23 Apr 2018
  • News

Governor Baker Swears In New Commission on Digital Innovation and Lifelong Learning

  • Program

Driving Corporate Performance

are using powerful performance measurement and management control systems to confront some of today's biggest challenges and opportunities, such as improving employee motivation, using AI and data analytics effectively, and reporting on... View Details

    Paul Hamilton

    Paul studies the economic complements needed for firms to realize productivity gains from machine learning and artificial intelligence. These complements include data, human capital & skills, organizational processes, and business models. 
    View Details
    • May 1985 (Revised March 1993)
    • Case

    General Electric Co.--1984

    By: Francis Aguilar and Richard G. Hamermesh
    Describes the first four years of Jack Welch's tenure as CEO of the General Electric Co. Deals with the ways Welch has tried to change GE's strategy and planning activities and his attempts to make the company more entrepreneurial. View Details
    Keywords: Management Teams; Management Style; Change Management; Strategic Planning; Corporate Strategy; Corporate Entrepreneurship; Organizational Change and Adaptation
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      Rosabeth M. Kanter

      Rosabeth Moss Kanter holds the Ernest L. Arbuckle Professorship at Harvard Business School, specializing in strategy, innovation, and leadership for change. Her strategic and practical insights guide leaders worldwide through teaching, writing, and direct... View Details

      Keywords: management consulting; management consulting; management consulting; management consulting; management consulting; management consulting; management consulting; management consulting; management consulting; management consulting; management consulting; management consulting; management consulting; management consulting; management consulting; management consulting; management consulting; management consulting; management consulting; management consulting; management consulting; management consulting; management consulting; management consulting; management consulting; management consulting; management consulting; management consulting; management consulting; management consulting; management consulting; management consulting; management consulting; management consulting; management consulting; management consulting; management consulting; management consulting; management consulting; management consulting; management consulting; management consulting; management consulting; management consulting; management consulting; management consulting; management consulting; management consulting; management consulting; management consulting; management consulting; management consulting; management consulting; management consulting; management consulting; management consulting; management consulting; management consulting; management consulting; management consulting; management consulting; management consulting; management consulting; management consulting; management consulting
      • Career Coach

      Nicola Pugliese

      Nicola Pugliese (Wharton ’93) leverages her experience in global marketing and brand management to support students and alumni pursuing careers in marketing, product management, business development, general View Details
      Keywords: Consumer Products; Entrepreneurship; Publishing / Communications / Advertising; Retail
      • February 2008
      • Supplement

      Avaya (C): Implementing Demand Generation in Brazil

      Avaya's top management wants to improve demand generation. This requires an improvement in the relationship between Sales and Marketing. This case series (Avaya (A)-(D)) walks the student through each phase of this process. The (A) case begins with background on the... View Details
      Keywords: Marketing; Relationships; Sales
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      • February 2008
      • Supplement

      Avaya (B)

      Avaya's top management wants to improve demand generation. This requires an improvement in the relationship between Sales and Marketing. This case series (Avaya (A)-(D)) walks the student through each phase of this process. The (A) case begins with background on the... View Details
      Keywords: Marketing; Relationships; Sales
      Related
      • February 2008 (Revised April 2008)
      • Case

      Avaya (A)

      Avaya's top management wants to improve demand generation. This requires an improvement in the relationship between Sales and Marketing. This case series (Avaya (A)-(D)) walks the student through each phase of this process. The (A) case begins with background on the... View Details
      Keywords: Marketing; Demand and Consumers; Performance Improvement; Relationships; Sales; Cooperation
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      • October 2023
      • Article

      Finding New Business and Developing Relevant Sales Capabilities

      By: Frank V. Cespedes
      There are few alternatives to growth for most companies. It’s the rare firm whose goal involves getting smaller and, for employees, there is a strong correlation between their company’s growth rate, promotion opportunities, and job satisfaction. But a growth strategy... View Details
      Keywords: Growth and Development Strategy; Sales
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      • September 2005 (Revised June 2006)
      • Case

      WuXi PharmaTech

      By: Richard G. Hamermesh and Simin Zhou
      WuXi Pharmatech has gone from zero to $21 million in sales in three years. The company must decide its growth strategy and how best to finance and organize for rapid growth. View Details
      Keywords: Growth Management; Capital Markets; Problems and Challenges; Pharmaceutical Industry; China
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      • January 15, 2015
      • Article

      Surviving in a Family Business When You're Not Part of the Family

      By: Josh Baron and Rob Lachenauer
      Navigating office politics in a family-owned business can be challenging for non-family executives. Based on experience with various business families worldwide, this article offers strategies for success:

      Play in your room: Non-family executives should... View Details
      Keywords: Family Business; Family and Family Relationships; Employees; Problems and Challenges; Talent and Talent Management
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      • February 2011
      • Article

      Target Ratcheting and Effort Reduction

      By: J. Bouwens and Peter Kroos
      In this paper, we examine how retail store managers reduce their sales activity in response to target ratcheting. We find that managers with favorable sales performance in the first three quarters reduce their sales activity in the final quarter. We also document that... View Details
      Keywords: Target-setting; Ratchet Effect; Manipulating Real Economic Activities; Goals and Objectives; Strategy; Performance Evaluation; Sales
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      • September 2020 (Revised June 2021)
      • Supplement

      Eaton Corporation: Portfolio Transformation and The Cost of Capital

      By: Benjamin C. Esty, Scott Mayfield and Daniel Fisher
      In 2000, Eaton Corporation was a broadly diversified industrial conglomerate. But its strategy was evolving and its focus was narrowing around “power management” and more recently on “intelligent power,” the use of digitally enabled products and services designed to... View Details
      Keywords: Mergers and Acquisitions; Business Conglomerates; Business Divisions; Cost of Capital; Corporate Finance; Value; Valuation; Industrial Products Industry; United States; Denmark; Republic of Ireland
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      • December 2002 (Revised June 2003)
      • Case

      Rabobank Group: Leadership Role in Global Agribusiness

      By: Ray A. Goldberg and Hal Hogan
      The largest global agribusiness bank has lost its triple A rating and is rethinking its global strategy as the leading global food and agribusiness bank. How does it position itself in the vertical value-added global food system? View Details
      Keywords: Agribusiness; Globalization; Finance; Risk Management; Global Strategy; Value Creation; Banking Industry; Agriculture and Agribusiness Industry
      Related
      • 17 Aug 2010
      • First Look

      First Look: August 17

      Customer lifetime value is a metric that allows managers to understand the overall value of their customer base and relate it to three customer strategies firms employ: asset acquisition-attracting new... View Details
      Keywords: Martha Lagace