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      Organizational Buying BehaviorRemove Organizational Buying Behavior →

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      • December 1996 (Revised June 1998)
      • Case

      Midnight Networks, Inc.

      By: H. Kent Bowen and Marilyn Matis
      Midnight Networks, Inc., is a small computer network validation company. This case describes how the five founders built their business from operations earnings and how they established "best practices" operational processes to run their firm successfully. Operational... View Details
      Keywords: Corporate Entrepreneurship; Business or Company Management; Operations; Organizational Culture; Applications and Software; Business Startups; Business Growth and Maturation; Information Technology Industry; Massachusetts
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      Bowen, H. Kent, and Marilyn Matis. "Midnight Networks, Inc." Harvard Business School Case 697-019, December 1996. (Revised June 1998.)
      • August 1995 (Revised January 1997)
      • Exercise

      Consumer Behavior Exercise (A)

      By: John A. Deighton and Susan M. Fournier
      Students are instructed to interview a recent purchaser of a low-involvement product or service in depth about his/her buying decision. The exercise provides students with first-hand understanding of important concepts in consumer choice domain (e.g., stages in the... View Details
      Keywords: Consumer Behavior
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      Deighton, John A., and Susan M. Fournier. "Consumer Behavior Exercise (A)." Harvard Business School Exercise 596-039, August 1995. (Revised January 1997.)
      • August 1995 (Revised January 1997)
      • Exercise

      Consumer Behavior Exercise (B)

      By: John A. Deighton and Susan M. Fournier
      Students are instructed to interview a recent purchaser of a high-involvement/utilitarian product or service in depth about his/her buying decision. The exercise provides students with first-hand understanding of important concepts in consumer choice domain (e.g.,... View Details
      Keywords: Consumer Behavior
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      Deighton, John A., and Susan M. Fournier. "Consumer Behavior Exercise (B)." Harvard Business School Exercise 596-040, August 1995. (Revised January 1997.)
      • August 1995 (Revised January 1997)
      • Exercise

      Consumer Behavior Exercise (C)

      By: John A. Deighton and Susan M. Fournier
      Students are instructed to interview a recent purchaser of a high-involvement/ego-expressive product or service in depth about his/her buying decision. The exercise provides students with first-hand understanding of important concepts in consumer choice domain (e.g.,... View Details
      Keywords: Consumer Behavior
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      Deighton, John A., and Susan M. Fournier. "Consumer Behavior Exercise (C)." Harvard Business School Exercise 596-041, August 1995. (Revised January 1997.)
      • June 1994 (Revised August 1994)
      • Case

      Cunard Line Ltd.: Managing Integrated Marketing Communications

      By: Stephen A. Greyser
      Cunard, the world's oldest luxury line company, is confronted with several key issues involving its marketing and marketing communications strategy. One concerns the balance between image/positioning advertising and short-term-oriented promotional... View Details
      Keywords: Advertising Campaigns; Marketing Communications; Marketing Strategy; Product Positioning; Consumer Behavior; Organizational Structure; Identity; Balance and Stability; Shipping Industry
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      Greyser, Stephen A. "Cunard Line Ltd.: Managing Integrated Marketing Communications." Harvard Business School Case 594-046, June 1994. (Revised August 1994.)
      • June 1994
      • Background Note

      Scope and Challenge of Business-to-Business Marketing

      By: V. Kasturi Rangan
      Identifies six key linkages that distinguish business-to-business marketing; three with respect to the external environment (i.e., derived demand, complex buying process, and concentrated customer base) and three with respect to the internal organization (emphasis on... View Details
      Keywords: Marketing; Customers; Demand and Consumers; Organizational Structure; Order Taking and Fulfillment; Technology
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      Rangan, V. Kasturi. "Scope and Challenge of Business-to-Business Marketing." Harvard Business School Background Note 594-125, June 1994.
      • July 1993 (Revised December 2003)
      • Case

      Sears Auto Centers (A)

      By: Lynn S. Paine and Michael Santoro
      The CEO of Sears must decide how to respond to allegations that the company's auto repair division has been misleading consumers and charging them for unnecessary repairs. View Details
      Keywords: Corporate Governance; Corporate Accountability; Ethics; Organizational Culture; Compensation and Benefits; Management Teams; Employees; Behavior; Motivation and Incentives; Performance Improvement; Auto Industry
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      Paine, Lynn S., and Michael Santoro. "Sears Auto Centers (A)." Harvard Business School Case 394-009, July 1993. (Revised December 2003.)
      • May 1993 (Revised May 1994)
      • Case

      Managing for Integrity: Three Vignettes

      By: Lynn S. Paine
      Three situations are described. A branch manager for a retail brokerage firm must decide whether to change the branch's cash management techniques to increase interest earnings. An auto mechanic must decide whether to oversell parts and repairs to meet sales and... View Details
      Keywords: Growth Management; Ethics; Decision Making; Organizational Culture; Financial Management; Sales; Organizational Change and Adaptation
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      Paine, Lynn S. "Managing for Integrity: Three Vignettes." Harvard Business School Case 393-154, May 1993. (Revised May 1994.)
      • February 1993
      • Background Note

      HRM Course Overview Note

      By: Michael Beer
      Provides an overview of the first-year required course in Human Resource Management. It argues that commitment, coordination, and competence are critical organizational outcomes and that skills in organizational diagnosis, design, and change are central to obtaining... View Details
      Keywords: Change; Competency and Skills; Human Resources; Organizations; Organizational Design; Outcome or Result; Behavior
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      Beer, Michael. "HRM Course Overview Note." Harvard Business School Background Note 493-062, February 1993.
      • August 1992 (Revised September 2002)
      • Case

      Star Distributors, Inc. (A)

      By: David A. Thomas
      Depicts the conflict and organizational problems that emerged in a franchise operation owned by Paul Logan, an African American, and John Heyman, a white American. Provides the opportunity to examine the ways in which race influences managerial behavior and... View Details
      Keywords: Conflict Management; Performance Effectiveness; Franchise Ownership; Race; Management Style; Conflict and Resolution; Business and Stakeholder Relations
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      Thomas, David A. "Star Distributors, Inc. (A)." Harvard Business School Case 493-015, August 1992. (Revised September 2002.)
      • August 1992 (Revised December 1994)
      • Case

      Sexual Harassment, Free Speech or ...?

      By: Lynn S. Paine
      Presents two brief vignettes about female employees who object to gender discrimination in their work environment. In one case, the manager of a convenience store removes "adult" magazines from the store's shelves because she sees them as damaging to women. In the... View Details
      Keywords: Moral Sensibility; Working Conditions; Law; Behavior; Managerial Roles; Crime and Corruption; Groups and Teams; Organizational Culture; Problems and Challenges; Gender
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      Paine, Lynn S. "Sexual Harassment, Free Speech or ...?" Harvard Business School Case 393-033, August 1992. (Revised December 1994.)
      • June 1992 (Revised June 1993)
      • Case

      Hennessy and Harvey-Jones: Two Responses to the Crisis in Chemicals

      By: Christopher A. Bartlett
      Responding to the crisis in chemicals in the early 1980's, Allied Chemical (U.S.) and ICI (U.K.) appoint new chairmen to revitalize each company's strategy, culture, and organization. Hennessy, an outsider with a background in managing conglomerates, has strong ideas... View Details
      Keywords: Transition; Leading Change; Crisis Management; Management Style; Managerial Roles; Organizational Culture; Corporate Strategy
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      Bartlett, Christopher A. "Hennessy and Harvey-Jones: Two Responses to the Crisis in Chemicals." Harvard Business School Case 392-157, June 1992. (Revised June 1993.)
      • February 1991 (Revised July 1993)
      • Case

      Cultural Change at Nissan Motors

      By: John P. Kotter
      Depicts the reformation of Nissan Motor Co.'s corporate culture and the company's subsequent turnaround in market share and profits. In 1985, Yutaka Kume became president of Nissan and thereafter, he continually emphasized the need for internal change throughout the... View Details
      Keywords: Organizational Change and Adaptation; Organizational Culture; Leadership; Behavior; Governing Rules, Regulations, and Reforms; Change Management; Management; Auto Industry; Manufacturing Industry
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      Kotter, John P. "Cultural Change at Nissan Motors." Harvard Business School Case 491-079, February 1991. (Revised July 1993.)
      • November 1988 (Revised July 1997)
      • Case

      Technology Transfer at a Defense Contractor

      By: Linda A. Hill
      At a time of great changes in the corporate environment, Larry Yoshino, a design lab manager at Parsons Controls Corp., faces a delay in a costly defense project due to the inability of one of his subordinates to gain the cooperation of engineers at Parsons'... View Details
      Keywords: Organizational Change and Adaptation; Change Management; Conflict Management; Managerial Roles; Management Teams; Employees; Competitive Strategy; Projects
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      Hill, Linda A. "Technology Transfer at a Defense Contractor." Harvard Business School Case 489-084, November 1988. (Revised July 1997.)
      • 1988
      • Chapter

      The Significance of Race and Ethnicity for Understanding Organizational Behavior

      By: D. A. Thomas and Clayton P. Alderfer
      Keywords: Organizations; Race; Ethnicity
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      Thomas, D. A., and Clayton P. Alderfer. "The Significance of Race and Ethnicity for Understanding Organizational Behavior." In Review of Industrial and Organizational Psychology. 3 vols. Edited by C. Cooper. John Wiley & Sons, 1988.
      • 1987
      • Book

      The Handbook of Organizational Behavior

      By: Jay W. Lorsch
      Keywords: Organizations; Behavior
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      Lorsch, Jay W., ed. The Handbook of Organizational Behavior. Englewood Cliffs, NJ: Prentice Hall, 1987.
      • January 1983 (Revised December 1984)
      • Background Note

      Organizational Behavior II: An Overview

      By: Michael Beer
      Keywords: Organizational Culture
      Citation
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      Beer, Michael. "Organizational Behavior II: An Overview." Harvard Business School Background Note 483-091, January 1983. (Revised December 1984.)
      • 1980
      • Book

      Approaches to Managing Organizational Behavior: Models, Cases and Readings

      By: D. Nadler, Michael Tushman and N. Hatvany
      Keywords: Organizations; Behavior; Management
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      Nadler, D., Michael Tushman, and N. Hatvany. Approaches to Managing Organizational Behavior: Models, Cases and Readings. Boston: Little, Brown and Company, 1980.
      • autumn 1980
      • Article

      A Model for Diagnosing Organizational Behavior

      By: D. Nadler and Michael Tushman
      Keywords: Organizations; Behavior
      Citation
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      Nadler, D., and Michael Tushman. "A Model for Diagnosing Organizational Behavior." Organizational Dynamics 9, no. 2 (autumn 1980): 35–51.
      • 01 Aug 1979
      • Conference Presentation

      Organizational Locations as a Link between Structure and Behavior: General Considerations and the Case of Opportunity and Power

      By: R. M. Kanter
      Keywords: Organizations; Social Psychology; Behavior; Power and Influence
      Citation
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      Kanter, R. M. "Organizational Locations as a Link between Structure and Behavior: General Considerations and the Case of Opportunity and Power." Paper presented at the American Sociological Association Annual Meeting, Boston, MA, August 01, 1979. (Thematic (Invited) Session on Complex Organizations, Boston, August 1979. Also in Developing Organizational and Human Resources in the Turbulent 1980s, edited by D.B. Gutknecht and J. Loorum University Press of America, 1984.)
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