Publications
Publications
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(2,145)
- Faculty Publications (405)
- September 2002
- Case
Abercrombie & Kent
By: Frances X. Frei, Brian Corbett, Mark Partin and Daniel Rethazy
Describes Abercrombie & Kent, the outdoor adventure company that has provided services throughout the entire history of the outdoor adventure industry. Provides an opportunity to learn how the company successfully grown into a premier player in the industry by adapting... View Details
- August 2002 (Revised January 2003)
- Case
Siebel Systems: Anatomy of a Sale, Part 1
By: John A. Deighton and Das Narayandas
How does a $2 million software sale happen? This case traces efforts by Siebel Systems to sell lead management software to discount broker Quick & Reilly. The buying process is mapped out over four years. Covers in detail the last six months—from Siebel's initial... View Details
- August 2002 (Revised February 2003)
- Case
Siebel Systems: Anatomy of a Sale, Part 2
By: John A. Deighton and Das Narayandas
How does a $2 million software sale happen? This case traces efforts by Siebel Systems to sell lead management software to discount broker Quick & Reilly. The buying process is mapped out over four years. Covers in detail the last six months--from Siebel's initial... View Details
- August 2002
- Case
Siebel Systems: Anatomy of a Sale, Part 3
By: John A. Deighton and Das Narayandas
How does a $2 million software sale happen? This case traces efforts by Siebel Systems to sell lead management software to discount broker Quick & Reilly. The buying process is mapped out over four years. Covers in detail the last six months--from Siebel's initial... View Details
- July 2002 (Revised August 2003)
- Case
EXP Systems
By: Malcolm S. Salter and Alison Berkley Wagonfeld
Discusses selecting investors and avoiding board-level conflicts of interest in start-ups. Using the "term sheet" in third-round financing as a negotiation over future governance and control rights. A rewritten version of an earlier case. View Details
- April 2002 (Revised April 2003)
- Case
Malaysia: Capital and Control
By: Rawi E. Abdelal and Laura Alfaro
On September 1, 1998, the government of Malaysia imposed currency and capital controls in response to the financial crisis that had swept Asia. The controls sparked an enormous controversy in the world of international finance. Some celebrated the controls for... View Details
- February 2002
- Case
Strategy of the Firm Under Regulatory Review: The Case of Chilectra
By: Rafael M. Di Tella and Alexander Dyck
Discusses the largest electric distribution company in Chile and one of the five largest private Chilean companies. Introduces the exercise of operating control in order to improve the profitability of the investments, privatization, and international expansions. View Details
- December 2001 (Revised February 2008)
- Case
Borealis
By: Robert S. Kaplan and Bjorn N. Jorgensen
When Borealis, a European producer of plastics, used a traditional, time-consuming budgeting process, the budget was quickly out of date in a competitive environment characterized by continually changing input and output prices and dynamic market conditions. This case... View Details
- August 2001 (Revised October 2001)
- Case
Shinsei Bank (D)
By: Michael Y. Yoshino and Perry Fagan
One year later, Yashiro and his management team can be proud of the young bank's first-year results, but face a set of difficult implementation issues. View Details
- June 2001
- Case
GE's Early Dispute Resolution Initiative (A)
By: Michael A. Wheeler and Gillian Morris
GE's chief litigation counsel sought to rationalize litigation flow by viewing it as a manufacturing process. By applying the principles of Six Sigma, P.D. Villareal created an Early Dispute Resolution (EDR) system that enabled both lawyers and managers to work... View Details
- March 2001 (Revised April 2001)
- Case
Montefiore Medical Center
By: Robert S. Kaplan and Syeda Noorein Inamdar
A large urban medical center implements the Balanced Scorecard management tool. Elaine Brennan, senior VP of operations, has reorganized a highly functional health care organization into decentralized patient care centers and support units. Having recently endured the... View Details
- March 2001 (Revised August 2003)
- Case
Wilkerson Company
By: Robert S. Kaplan
The president of Wilkerson, faced with declining profits, is struggling to understand why the company is encountering severe price competition on one product line while able to raise prices without competitive response on another product line. The controller proposes... View Details
- December 2000
- Case
Friona Industries, L.P.
By: Ray A. Goldberg, Carin-Isabel Knoop and Cate Reavis
As the food industry becomes more sophisticated, and as genomics and other factors provide for quality control from the producers to the consumers in the food chain, the beef industry has been one of the last commodity systems to organize the vertical systems to... View Details
- August 2000
- Case
Manila Water Company (B)
By: Michael Beer and Elizabeth Weldon
On August 1, 1997 the Manila Water Co. took control of the east zone of the newly privatized Manila Metropolitan Water and Sewerage System (MWSS). At the time of privatization, MWSS was an inefficient, ineffective, and corrupt government agency. MWC must develop the... View Details
- August 2000 (Revised September 2000)
- Case
Extraprise
By: Srikant M. Datar, Krishna G. Palepu and Sarah S. Khetani
In the three years since it was founded, the Boston-based Internet strategy consulting firm, Extraprise, has changed its strategy three times. Jennifer Gabler, the CFO, considers what kinds of control systems she can put in place to ensure the company can continue to... View Details
- July 2000 (Revised April 2001)
- Case
Agricultural Biotechnology and its Regulation
In the United States, genetically modified corn and soybeans are now widely grown and consumed. In Europe, however, they have been dubbed "Frankenstein foods," shunned by packaged food manufacturers, and subjected to a host of governmental restrictions. This case... View Details
- April 2000 (Revised December 2001)
- Case
AirTex Aviation
By: Brian J. Hall and Carleen Madigan
Two young and inexperienced MBAs buy a virtually bankrupt company. They design a decentralized control system organized around profit centers. As a case in control systems, there is ample detail for a discussion of design issues, control of independent profit centers,... View Details
- March 2000 (Revised February 2005)
- Case
Hewlett Packard--Computer Systems Organization: Selling to Enterprise Customers
By: Das Narayandas and Robert C. Dudley
In late 1996, Manuel Diaz, head of Worldwide Sales for Hewlett-Packard's (HP) Computer Systems Organization (CSO), is reviewing the results of an audit of HP's enterprise customer management approach with the objective of identifying market and organizational... View Details
- March 2000 (Revised April 2017)
- Teaching Note
The Cross Country Group: A Piece of the Rock (A) and (B)
By: Robert Simons and Indra A. Reinbergs
Teaching Note for (9-199-044) and (9-100-044). View Details