Publications
Publications
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- February 2002 (Revised February 2002)
- Case
Morgan Stanley Japan, 2002
By: Tarun Khanna and Louis P. DiLorenzo, Jr
Thierry Porte, president of Morgan Stanley Japan, had spent the brisk November day in Tokyo with Eric Best, Morgan Stanley's head of scenario planning, outlining the exercise that all of the managing directors in Japan would participate in shortly. Japan remained mired... View Details
- April 1993 (Revised July 1994)
- Case
MathSoft, Inc. (A)
MathSoft's VP of sales has doubled the size of the company's direct field sales force to support the launch of a new, high-end workstation software product priced at almost $9,000. However, sales of the new product are far below plan. At the same time, the VP of... View Details
- Research Summary
Customer-Centricity as a Vehicle for Organic Growth
By: Ranjay Gulati
This body of work examines the mechanics of how firms grow profitably in commoditizing markets. Underlying the "customer-centricity" that many firms embrace today is a factor that will determine their success with this effort: enabling collaboration across... View Details
- Teaching Interest
Executive Education: Finance for Senior Executives
By: Malcolm P. Baker
Finance for Senior Executives provides the frameworks to strategically use financial resources and position your company for future success. By examining corporate finance from both internal and external perspectives, this HBS Executive Education
- Research Summary
Product Policy and Pricing
By: Robert J. Dolan
Robert J. Dolan's continuing research on marketing issues focuses on pricing policy and new products. His research program encompasses the development of both cases and conceptual models. Dolan's focus is the proper utilization of customer input in the new-product... View Details