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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

Keywords: Business Cycles; Leadership; Management Analysis, Tools, and Techniques; Marketing Strategy; Consumer Behavior; Organizational Structure; Behavior; Competition; Applications and Software; Technology Industry

August 2002 (Revised February 2005)
Case

Gillette Company (D): Implementing Change

By: Rosabeth M. Kanter

How a strategic change agenda is implemented depends on leaders below the top in every function and geographic region translating the agenda into actions. But those actions do not always unfold as planned. This case examines the first 16 months of a turnaround from the... View Details

Keywords: Business History; Competitive Strategy; Strategic Planning; Change Management; Organizational Design; Organizational Culture; Organizational Change and Adaptation; Behavior; Leading Change; Retail Industry

January 2002 (Revised November 2010)
Case

Strategic Planning at NFTE

By: Allen S. Grossman and Daniel F. Curran

The National Foundation for Teaching Entrepreneurship (NFTE), is a successful nonprofit poised on the verge of explosive growth. The senior management contracted with McKinsey consultants to help guide the process. The founders of NFTE brought it from a small program... View Details

Keywords: Entrepreneurship; Growth and Development Strategy; Growth Management; Organizational Change and Adaptation; Organizational Structure; Partners and Partnerships; Nonprofit Organizations

November 2001 (Revised October 2004)
Case

IBM Network Technology (A)

By: Michael L. Tushman and Robert C Wood

An unconventional manager within IBM leads the creation of a business unit with multibillion-dollar potential, winning over customers and nudging the organization to make the changes needed to achieve dramatic growth. This case provides an example of how organizational... View Details

Keywords: Growth and Development; Growth and Development Strategy; Leadership; Corporate Entrepreneurship; Change Management; Management Practices and Processes; Business Plan; Organizational Design; Organizational Change and Adaptation; Success; Technology Industry

August 2001 (Revised March 2008)
Case

NerveWire, Inc.

By: Nitin Nohria and Anthony Mayo

NerveWire, a management consulting and systems integration provider based in Newton, MA, was closing in on its second anniversary. In the beginning days of NerveWire, the major challenge was recruiting--finding the right people who embodied its values and business... View Details

Keywords: Values and Beliefs; Leadership; Mission and Purpose; Behavior; Internet; Newton

February 2001 (Revised September 2005)
Case

Howard Schultz and Starbucks Coffee Company

By: Nancy F. Koehn

Investigates the entrepreneur's strategic initiatives to develop a mass market for specialty coffee in the 1980s and 1990s. These initiatives included the development of premium products, rapid expansion of company-owned stores--each with attractive retail environments... View Details

Keywords: Entrepreneurship; Groups and Teams; Brands and Branding; Growth Management; Employee Relationship Management; Consumer Behavior; Organizational Design; Leadership Style; Customer Relationship Management; Competitive Advantage; Vertical Integration; Food and Beverage Industry

2000
Chapter

Rebuilding Behavioral Context: A Blueprint for Corporate Renewal

By: Sumantra Ghoshal and Christopher Bartlett

Keywords: Organizational Change and Adaptation; Behavior

July 2000
Case

Dawn Riley at America True (C)

By: Linda A. Hill and Kristin Doughty

Dawn Riley and America True are based in Auckland, New Zealand, where racing will begin in six weeks. The senior management team will be meeting in August 1999 to decide whether or not to make changes to Tag, the practice boat that they are using as a testing platform.... View Details

Keywords: Management Style; Leadership; Behavior; Groups and Teams; Organizational Culture; Problems and Challenges; Sports; Gender; Management Teams; New Zealand

July 1999 (Revised April 2001)
Case

Quickturn Design Systems, Inc. (A)

By: Jay W. Lorsch and Katharina Pick

Quickturn Design Systems, Inc. faces a hostile takeover bid from its competitor, Mentor Graphics. Mentor makes the bid at a moment when Quickturn's stock price is depressed and the company is defending against a patent suit filed by Mentor. The two companies have a... View Details

Keywords: Patents; Governing and Advisory Boards; Behavior; Lawsuits and Litigation; Organizations; Acquisition; Corporate Governance; Service Industry

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July 1999 (Revised April 2001)
Case

Quickturn Design Systems, Inc. (B)

By: Jay W. Lorsch and Katharina Pick

Supplements the (A) case. View Details

Keywords: Patents; Governing and Advisory Boards; Behavior; Lawsuits and Litigation; Organizations; Acquisition; Corporate Governance; Service Industry

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July 1999
Case

Quickturn Design Systems, Inc. (C)

By: Jay W. Lorsch and Katharina Pick

Supplements the (A) case. View Details

Keywords: Patents; Governing and Advisory Boards; Behavior; Lawsuits and Litigation; Organizations; Acquisition; Corporate Governance; Service Industry

July 1999 (Revised October 2001)
Case

Quickturn Design Systems, Inc. (D)

By: Jay W. Lorsch and Katharina Pick

Supplements the (A) case. View Details

Keywords: Patents; Governing and Advisory Boards; Behavior; Lawsuits and Litigation; Organizations; Acquisition; Corporate Governance; Service Industry

Find at Harvard

July 1999
Case

Quickturn Design Systems, Inc. (E)

By: Jay W. Lorsch and Katharina Pick

Supplements the (A) case. View Details

Keywords: Patents; Governing and Advisory Boards; Behavior; Lawsuits and Litigation; Organizations; Acquisition; Corporate Governance; Service Industry

July 1999 (Revised December 2005)
Case

Quickturn Design Systems, Inc. (F)

By: Jay W. Lorsch and Katharina Pick

Supplements the (A) case. View Details

Keywords: Patents; Governing and Advisory Boards; Behavior; Lawsuits and Litigation; Organizations; Acquisition; Corporate Governance; Service Industry

July 1999 (Revised December 2005)
Case

Quickturn Design Systems, Inc. (G)

By: Jay W. Lorsch and Katharina Pick

Supplements the (A) case. View Details

Keywords: Patents; Governing and Advisory Boards; Behavior; Lawsuits and Litigation; Organizations; Acquisition; Corporate Governance; Service Industry

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June 1999
Course Overview Note

Leadership and Organizational Behavior (LEAD), Course Overview (Abridged)

By: Linda A. Hill

Course overview for the first-year required MBA course Leadership and Organizational Behavior (LEAD). View Details

Keywords: Leadership; Organizations; Behavior

1999
Chapter

Learning, Trust and Organizational Change: Contrasting Models of Intervention Research in Organizational Behavior

By: A. Edmondson and B. Moingeon

Keywords: Organizational Change and Adaptation; Trust

2000
Chapter

Environmental Destruction: Individual, Organizational, and Institutional Explanations

By: M. H. Bazerman and A. J. Hoffman

Keywords: Situation or Environment; Organizational Design; Organizational Change and Adaptation; Behavior

Article

Absorptive Capacity, Coauthoring Behavior, and the Organization of Research in Drug Discovery

By: Rebecca M. Henderson and Iain Cockburn

Keywords: Behavior; Research and Development; Organizations; Health

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March 1998 (Revised March 1999)
Case

Dell Online

By: V. Kasturi Rangan and Marie Bell

Dell started online commerce for its PCs in 1996, and by 1997 had achieved a sales rate of $3 million a day. The case describes the internal process that led to these dramatic results and poses the question of how the firm should leverage this activity to meet Michael... View Details

Keywords: Consumer Behavior; Market Transactions; Goals and Objectives; Business Processes; Distribution Channels; Internet and the Web; Information Infrastructure; Competitive Advantage; Computer Industry; Retail Industry

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