Publications

August 1995 (Revised April 1998)
Background Note

A Note for Analyzing Work Groups

By: Linda A. Hill

Presents a model for understanding the behavior and evolution of primary, stable work groups over time. The model describes contextual factors, design factors, and emergent culture as determinants of group behavior and performance. Describes emergent behavior, norms,... View Details

Keywords: Groups and Teams; Balance and Stability; Behavior; Situation or Environment

August 1995 (Revised October 1996)
Case

IDS Financial Services (Condensed)

By: John A. Deighton

Highlights the decision that must be made on balancing customer acquisition and retention and de-emphasizing the structural issues involved in administering the independent contractor sales force. View Details

Keywords: Customers; Customer Focus and Relationships; Decisions; Corporate Governance; Salesforce Management; Financial Services Industry

August 1995 (Revised July 1997)
Case

H.E. Butt Grocery Company: A Leader in ECR Implementation (A) (Abridged)

By: F. Warren McFarlan

Describes the industry context that has resulted in the development of efficient consumer response (ECR) within the grocery industry and its adoption by H.E. Butt Grocery Co. View Details

Keywords: Demand and Consumers; Customer Focus and Relationships; Adoption; Retail Industry; Food and Beverage Industry

August 1995 (Revised January 2024)
Supplement

Health Stop (B): Starting Up

By: Regina E. Herzlinger

Describes the long waiting time experienced by customers in Health Stops and asks students to specify the changes in its business model which could help solve the problem. View Details

Keywords: Business Model; Customer Focus and Relationships; Customer Satisfaction; Health Industry; Retail Industry

1995
Chapter

Friends, Lovers, Colleagues, Strangers: The Effects of Relationships on the Process and Outcome of Dyadic Negotiations

By: K. L. McGinn, M. A. Neale and F. A. Mannix

Keywords: Relationships; Negotiation Participants; Negotiation Process; Negotiation Types; Outcome or Result

Read Now

August 1995 (Revised May 2008)
Teaching Note

Jensen Shoes (TN)

By: James I. Cash Jr. and Mary C. Gentile

Teaching Note for (9-395-120) and (9-395-121). View Details

Keywords: Perception; Race; Groups and Teams; Employees; Apparel and Accessories Industry

July 1995 (Revised April 1996)
Case

Cambridge Technology Partners (A)

By: Teresa M. Amabile, George P. Baker III and Michael Beer

Cambridge Technology Partners uses a highly innovative product strategy, supported by a human resources strategy, that has been very successful. However, high growth rates jeopardize product quality while tension about relative compensation levels between sales and... View Details

Keywords: Growth Management; Compensation and Benefits; Organizational Culture; Quality; Human Resources; Relationships; Innovation and Invention; Consulting Industry; Massachusetts

July 1995 (Revised September 1995)
Background Note

Technology for Teams

By: Lynda M. Applegate and Geoffrey Bock

The importance of groups in organizations has long been recognized but, until recently, groups were always "tacked onto" organizations that were designed around individuals. It was not just the logic of classical organizational theory that perpetuated this focus on the... View Details

Keywords: Information Technology; Groups and Teams

July 1995
Exercise

Workshop on Understanding and Communicating About Our Group Identities and Our Differences

By: Mary C. Gentile and James I. Cash Jr.

Keywords: Identity; Interpersonal Communication; Groups and Teams

1995
Chapter

Dealing with Blocking Coalitions and Related Barriers to Agreement: Lessons from Negotiations on the Oceans, the Ozone, and the Climate

By: James K. Sebenius

Keywords: Agreements and Arrangements; Alliances; Negotiation; Environmental Sustainability; Climate Change

1995
Chapter

The Role of Fairness Considerations and Relationships in a Judgment Perspective of Negotiation

By: M. H. Bazerman and M. A. Neale

Keywords: Fairness; Relationships; Negotiation; Conflict and Resolution

2001
Working Paper

The Law of One Price Over 700 Years

By: K. A. Froot, M. Kim and K. Rogoff

Keywords: Purchasing Power Parity; Commodities; International Finance; Partners and Partnerships; Goods and Commodities

May 1995 (Revised March 1996)
Case

ToyWorld, Inc.: Information Technology Planning

By: Lynda M. Applegate

ToyWorld, a fast growing retailer, was revitalizing its information technology (IT) infrastructure and called in AT&T to help plan for the future. Five strategic alternatives for use of information and communications technology were identified through value chain... View Details

Keywords: Strategic Planning; Information Technology; Growth and Development; Expansion; Partners and Partnerships; Retail Industry

May 1995 (Revised February 1996)
Case

Phillips Petroleum Co. and Norwegian Oil Policy

By: Willis M. Emmons III and Atte Almas

Keywords: Business and Government Relations; Energy; Policy; Energy Industry; Norway

April 1995 (Revised August 1995)
Case

World Trade Organization, The: Toward Free Trade or World Bureaucracy?

By: George C. Lodge and Jack High

In January 1995, the General Agreement on Tariffs and Trade (GATT) evolved into the World Trade Organization (WTO), which faced the task of implementing the recently approved Uruguay Round of international trade agreements. This case describes the development of GATT,... View Details

Keywords: Trade; Agreements and Arrangements; Negotiation Process; Business and Government Relations

Article

Marketing and Seduction: Building Exchange Relationships by Managing Social Consensus

By: John A. Deighton and Kent Grayson

Keywords: Marketing; Relationships; Management; Public Opinion

spring 1995
Article

Moral Hazard in Repeated Professional Partnership

By: V.G. Narayanan

Keywords: Partners and Partnerships

March 1995 (Revised April 1995)
Background Note

Scope of the Corporation, The

By: David J. Collis

Describes analyses that determine the appropriate limit to the scope of the firm. Examines both the production cost justification for firm diversification--economies of scope and shared resources, and the governance cost justification for including transactions inside... View Details

Keywords: Cost; Agency Theory; Corporate Strategy; Diversification; Expansion

March 1995 (Revised August 1995)
Background Note

Options and Put-Call Parity

By: Andre F. Perold and Wai Lee

Illustrates the payoff structure of various positions involving put and call options and the use of put-call parity in understanding the relationships among various positions. Examines the cases of insured equity, interest rate caps and floors, callable and extendable... View Details

Keywords: Stock Options