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      • April 1996 (Revised April 2004)
      • Case

      Virtual Vineyards

      By: Jeffrey F. Rayport, Alvin J. Silk, Lisa Klein Pearo and Thomas A. Gerace
      Virtual Vineyards markets wine from small California vineyards directly to consumers through its site on the World Wide Web. It also facilitates fulfillment of customer orders. The case focuses on the ways in which Virtual Vineyards provides value to end consumers... View Details
      Keywords: Customer Focus and Relationships; Technological Innovation; Management; Service Operations; Internet and the Web
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      Rayport, Jeffrey F., Alvin J. Silk, Lisa Klein Pearo, and Thomas A. Gerace. "Virtual Vineyards." Harvard Business School Case 396-264, April 1996. (Revised April 2004.)
      • April 1996 (Revised March 1997)
      • Case

      Jason Bosworth

      By: William J. Poorvu and John H. Vogel Jr.
      Jason Bosworth is a real estate investor who wants to purchase apartments for a $300 million limited partnership in which he is the general partner. This case is part of a negotiation game simulation that includes Sunshine Villas, Silver Lane Apartments, and Major... View Details
      Keywords: Financing and Loans; Property; Negotiation Tactics; Partners and Partnerships; Management; Real Estate Industry
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      Poorvu, William J., and John H. Vogel Jr. "Jason Bosworth." Harvard Business School Case 396-328, April 1996. (Revised March 1997.)
      • 1996
      • Chapter

      Sequencing to Build Coalitions: With Whom I Should I Talk First?

      By: James K. Sebenius
      Keywords: Negotiation; Alliances; Decision Choices and Conditions
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      Sebenius, James K. "Sequencing to Build Coalitions: With Whom I Should I Talk First?" In Wise Choices: Decisions, Games, and Negotiations, edited by Richard Zeckhauser, Ralph Keeney, and James Sebenius, 324–348. Boston, MA: Harvard Business School Press, 1996.
      • March 1996 (Revised November 1996)
      • Case

      Supermarkets in Inner Cities

      By: James E. Austin and Jaan Elias
      Excerpts from five articles that present the challenges and opportunities inherent in opening and operating supermarkets in inner-city neighborhoods. View Details
      Keywords: Urban Scope; Market Entry and Exit; Alliances; Business and Government Relations; Problems and Challenges; Development Economics; Business and Community Relations; Business Ventures; Strategic Planning; Cooperation
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      Austin, James E., and Jaan Elias. "Supermarkets in Inner Cities." Harvard Business School Case 796-145, March 1996. (Revised November 1996.)
      • March 1996 (Revised January 1997)
      • Case

      America Online: Using Information Technology to Better Serve the Customer

      By: James I. Cash Jr. and Judy E. Stahl
      Mike Connors, president of AOL Technologies, examines several efforts to correct operational problems inhibiting the company's growth. What will need to be done to support growth and counter competition from Prodigy, Compuserv, and Internet-related services? View Details
      Keywords: Customer Focus and Relationships; Management Analysis, Tools, and Techniques; Service Operations; Problems and Challenges; Competitive Strategy; Information Technology; Technology Industry
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      Cash, James I., Jr., and Judy E. Stahl. "America Online: Using Information Technology to Better Serve the Customer." Harvard Business School Case 396-290, March 1996. (Revised January 1997.)
      • March 1996 (Revised January 1997)
      • Case

      Scott Cook and Intuit

      By: James L. Heskett
      Scott Cook has just learned that Microsoft has withdrawn its $2 billion offer for his company Intuit. Because of his company's prospects, he is elated. But he now must decide the direction in which to take his company while continuing to focus on the formula of... View Details
      Keywords: Customer Relationship Management; Entrepreneurship; Business or Company Management; Marketing Strategy; Product Development
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      Heskett, James L. "Scott Cook and Intuit." Harvard Business School Case 396-282, March 1996. (Revised January 1997.)
      • February 1996
      • Case

      CIGNA Property and Casualty Reengineering (B)

      By: Richard L. Nolan, Donna B. Stoddard, Chiara Francalanci and Elise C Martin
      In 1993 CIGNA Property and Casualty embarked on a full transformation effort under a new leadership team headed by Gerry Isom. This case presents progress through September 1995. View Details
      Keywords: Transformation; Corporate Entrepreneurship; Human Resources; Leading Change; Organizational Design; Groups and Teams
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      Nolan, Richard L., Donna B. Stoddard, Chiara Francalanci, and Elise C Martin. "CIGNA Property and Casualty Reengineering (B)." Harvard Business School Case 196-014, February 1996.
      • February 1996 (Revised November 1996)
      • Case

      Wainwright Industries (A): Beyond the Baldrige

      By: Rosabeth M. Kanter and Norman Klein
      Traces the growth of Wainwright, a small automotive supply company, focusing on its commitment to quality in 1981 and the evolution of its quality culture. Breakthrough programs that stress "trust and belief" in the workforce and commitment to customers result in... View Details
      Keywords: Quality; Customer Satisfaction; Customer Relationship Management; Ethics; Business or Company Management; Standards; Machinery and Machining; Organizational Change and Adaptation; Organizational Culture; Auto Industry; Missouri
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      Kanter, Rosabeth M., and Norman Klein. "Wainwright Industries (A): Beyond the Baldrige." Harvard Business School Case 396-219, February 1996. (Revised November 1996.)
      • February 1996 (Revised April 2003)
      • Case

      WPP--Integrating Icons to Leverage Knowledge

      By: Joseph L. Bower
      Martin Sorrell has used WPP to acquire a large portfolio of marketing service firms including J. Walter Thompson and Ogilvy & Mather. How did he make this minnow-swallows-many-whales trick work, and can he make the whole into something bigger than the parts? View Details
      Keywords: Knowledge Use and Leverage; Leadership; Marketing; Networks; Diversification
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      Bower, Joseph L. "WPP--Integrating Icons to Leverage Knowledge." Harvard Business School Case 396-249, February 1996. (Revised April 2003.)
      • February 1996
      • Case

      Chadwick, Inc.: The Balanced Scorecard (Abridged)

      By: Robert S. Kaplan
      The pharmaceutical division of a diversified company has been asked to develop a Balanced Scorecard. Research and development projects take about ten years to bring a new product to the marketplace and the division depends on good relations and active feedback from its... View Details
      Keywords: Balanced Scorecard; Research and Development; Product Launch; Commercialization; Consumer Behavior; Customer Focus and Relationships; Performance Evaluation; Pharmaceutical Industry
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      Kaplan, Robert S. "Chadwick, Inc.: The Balanced Scorecard (Abridged)." Harvard Business School Case 196-124, February 1996.
      • January 1996 (Revised September 1997)
      • Case

      Scott Paper Company

      By: Stuart C. Gilson and Jeremy Cott
      A professional turnaround manager attempts to implement a massive global downsizing program at the world's largest producer of consumer tissue products. The plan involves laying off almost one third of the company's 34,000 hourly and salaried employees and dramatically... View Details
      Keywords: Assets; Global Strategy; Resignation and Termination; Goals and Objectives; Business and Stakeholder Relations; Sales; Value Creation; Pulp and Paper Industry
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      Gilson, Stuart C., and Jeremy Cott. "Scott Paper Company." Harvard Business School Case 296-048, January 1996. (Revised September 1997.)
      • January 1996 (Revised December 2005)
      • Case

      First Community Bank (A)

      By: Rosabeth M. Kanter
      First Community Bank, a bank-within-a-bank at Bank of Boston, was established in 1990 as a unique venture to serve urban communities. By 1995 it has achieved profitability but must manage relationships with the mainstream at Bank of Boston, serve as a change agent and... View Details
      Keywords: Banks and Banking; Business Ventures; Business and Community Relations; Agency Theory; Change Management; Leadership; Balanced Scorecard; Mission and Purpose; Organizational Structure; Problems and Challenges; Banking Industry; Boston
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      Kanter, Rosabeth M. "First Community Bank (A)." Harvard Business School Case 396-202, January 1996. (Revised December 2005.)
      • 1996
      • Chapter

      World Class Leaders: The Power of Partnering

      By: R. M. Kanter
      Keywords: Leadership; Partners and Partnerships
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      Kanter, R. M. "World Class Leaders: The Power of Partnering." In The Leader of the Future, edited by F. Hesselbein, M. Goldsmith, and R. Beckhard, 89–98. San Francisco: Jossey-Bass, 1996.
      • January 1996 (Revised November 1997)
      • Case

      Weston Presidio Offshore Capital: Confronting the Fundraising Challenge

      By: Josh Lerner
      Weston Presidio Capital encounters substantial difficulties while raising its first fund. The incentives and roles of investment advisors ("gatekeepers") pension funds and consultants are explored. The relationship with lead investors is considered. View Details
      Keywords: Private Equity; Financing and Loans; Investment Funds; Markets; Problems and Challenges; Relationships; Motivation and Incentives; Financial Services Industry
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      Lerner, Josh. "Weston Presidio Offshore Capital: Confronting the Fundraising Challenge." Harvard Business School Case 296-055, January 1996. (Revised November 1997.)
      • winter 1996
      • Article

      Cause-Related Marketing: Finding the Ideal Corporate Alliance

      By: S. A. Greyser
      Keywords: Marketing; Alliances
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      Greyser, S. A. "Cause-Related Marketing: Finding the Ideal Corporate Alliance." Corporate Social Responsibility (winter 1996).
      • Article

      Learning from Mistakes Is Easier Said than Done: Group and Organization Influences on the Detection and Correction of Human Error

      By: A. Edmondson
      Keywords: Learning; Groups and Teams; Organizations
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      Edmondson, A. "Learning from Mistakes Is Easier Said than Done: Group and Organization Influences on the Detection and Correction of Human Error." Journal of Applied Behavioral Science 32, no. 1 (March 1996): 5–28.
      • 1996
      • Chapter

      The Social Construction of Relationships among Professional Women at Work

      By: R. J. Ely
      Keywords: Management; Relationships; Gender
      Citation
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      Ely, R. J. "The Social Construction of Relationships among Professional Women at Work." In Women in Management: Current Research Issues, edited by R. Burke and M. Davidson. London: Paul Chapman Publishing, 1996.
      • December 1995
      • Article

      Social Structure and Alliance Formation Patterns: A Longitudinal Analysis

      By: Ranjay Gulati
      Keywords: Alliances; Society; Theory
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      Gulati, Ranjay. "Social Structure and Alliance Formation Patterns: A Longitudinal Analysis." Administrative Science Quarterly 40, no. 4 (December 1995): 619–652. (This paper was part of my dissertation, which received the Free Press Best Dissertation Award at the Academy of Management in 1994.)
      • October 1995
      • Teaching Note

      Procter & Gamble: Improving Consumer Value Through Process Design TN

      By: F. Warren McFarlan
      Teaching Note for (9-195-126). View Details
      Keywords: Customer Value and Value Chain; Customer Focus and Relationships; Distribution Channels; Information Technology; Value Creation; Logistics; Management Practices and Processes; Consumer Products Industry
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      McFarlan, F. Warren. "Procter & Gamble: Improving Consumer Value Through Process Design TN." Harvard Business School Teaching Note 396-083, October 1995.
      • October 1995 (Revised September 2021)
      • Case

      Cambridge Consulting Group: Bob Anderson

      By: Jay W. Lorsch and John J. Gabarro
      Describes the situation facing the head of a rapidly growing industry-focused group within a consulting company. Highlights the dilemmas of being a "producing manager" (i.e., a professional who has both individual production as well as management responsibilities).... View Details
      Keywords: Management; Managerial Roles; Agency Theory; Consulting Industry
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      Lorsch, Jay W., and John J. Gabarro. "Cambridge Consulting Group: Bob Anderson." Harvard Business School Case 496-023, October 1995. (Revised September 2021.)
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