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03 Jan 2011
Research & Ideas

Most Popular Articles of 2010

Judging by the most-read articles and faculty working papers over the last year, our readers continue to be fascinated by the emergence of social networks and their potential impacts on business and management. Another developing area of interest is in the realm of... View Details

Keywords: by Staff

Article

How B2B Companies Can Win Back Customers They've Lost

By: Frank V. Cespedes and León Poblete

Most research and training in sales focus on acquiring new customers. But winning back previous customers is increasingly important: mergers, choice in supply chains, and uncertainty about trade wars mean that B2B customers are constantly re-evaluating relationships... View Details

Keywords: B2B; Customer Reacquisition; Customer Relationship Management

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19 Sep 2005
Research & Ideas

Rethinking Company Loyalty

companies are willing to rethink how they define loyalty and how they manage their people. Reevaluating Loyalty Loyalty should not be viewed as an either/or proposition. It's true, the experts say, that to produce their best work,... View Details

Keywords: by Lauren Keller Johnson

2023
Working Paper

Data Governance, Interoperability and Standardization: Organizational Adaptation to Privacy Regulation

By: Sam (Ruiqing) Cao and Marco Iansiti

The increasing availability of data can afford dynamic competitive advantages among data-intensive corporations, but governance bottlenecks hinder data-driven value creation and increase regulatory risks. We analyze the role of two technological features of data... View Details

Keywords: Organizations; Information Technology; Performance Productivity; Growth and Development; Transformation

Creative Construction: The DNA of Sustained Innovation

Every company wants to grow, and the most proven way is through innovation. The conventional wisdom is that only disruptive, nimble startups can innovate; once a business gets bigger and more complex corporate arteriosclerosis sets in. Gary Pisano's remarkable research... View Details

June 2008 (Revised July 2009)
Case

COFCO Xinjiang Tunhe Co., Ltd.

By: David E. Bell and Aldo Sesia

In 2005, COFCO Ltd., one of China's largest and most successful companies, acquired Xinjiang Tunhe, a tomato processing firm, which had been, in recent years, poorly managed. COFCO changed Tunhe's management team and set out to create a culture of professionalism and... View Details

Keywords: Agribusiness; Customer Relationship Management; Rural Scope; Supply Chain Management; Performance Consistency; Safety; Agriculture and Agribusiness Industry; China

January 1998
Case

Connecticut Spring and Stamping Corp. (C)

By: H. Kent Bowen, Massimo Russo and Steven J. Spear

Andy Youmans, executive vice president of CSSC, joins a group of U.S. executives on a tour of Japanese factories that practice the TPS. Three of the factories produce products similar to CSSC's, and even though they use similar equipment, they are significantly more... View Details

Keywords: Managerial Roles; Performance Improvement; System; Organizational Change and Adaptation; Performance Productivity; Training; Quality; Business Ventures; Competency and Skills; Production; Adoption

April 2011 (Revised July 2014)
Case

Hindustan Petroleum Corporation Ltd.: Driving Change Through Internal Communication

By: Boris Groysberg and Michael Slind

Hindustan Petroleum (HPCL), confronted in 2003 with an urgent need to change how it operated externally, adopted a highly innovative approach to communicating internally. This case, set in 2010, presents an overview of the new, more interactive model of employee... View Details

Keywords: Communication Strategy; Interpersonal Communication; Employee Relationship Management; Innovation and Management; Leading Change; Management Practices and Processes; Organizational Change and Adaptation; Organizational Culture; Corporate Strategy; India

2006
Other Unpublished Work

Does Competition Increase Patent Litigation? Empirical Evidence of Strategic Patenting in the Telecom Equipment Industry

By: Juan Alcacer and Rachelle C. Sampson

Anecdotal evidence suggests that patent litigation has increased in the last 20 years as firms in knowledge intensive industries use patents more frequently to protect their knowledge stocks and managers focus on extracting new revenue streams from existing patent... View Details

Keywords: Patents; Competition; Lawsuits and Litigation

September 2024
Case

Eat App: Building and Monetizing an End-to-End Dining Experience Solution

By: Elie Ofek and Ahmed Dahawy

Founded in 2015 in Bahrain, Eat App was an up-and-coming player in the global restaurant management software business. In early 2024, having shifted to a product-led growth strategy, the company’s co-founders faced a host of decisions that could greatly impact their... View Details

Keywords: Price; Growth and Development Strategy; Product Marketing; Negotiation Deal; Internet and the Web; Value Creation; Profit; Revenue; Applications and Software; Product; Food and Beverage Industry; Technology Industry; Bahrain; United Arab Emirates; Abu Dhabi; Dubai

August 2011 (Revised November 2018)
Case

Lind Equipment

By: Richard S. Ruback and Royce Yudkoff

Lind Equipment failed to meet its loan covenants with its senior bank lender in the summer of 2008, just six months after it was acquired. While the senior bank debt comprised only 6% of the capital used in the acquisition and was fully secured, it exercised its right... View Details

Keywords: Financial Condition; Borrowing and Debt; Capital; Revenue; Financing and Loans; Financial Strategy; Financial Management; Acquisition; Financial Crisis; Currency Exchange Rate; Insolvency and Bankruptcy; Manufacturing Industry; Industrial Products Industry

May 2013
Supplement

Transport Corporation of India (C): Dealing with Shortcomings in Service Quality

By: V.G. Narayanan and Saloni Chaturvedi

Transport Corporation of India was a logistics company that provided multi-modal transport solutions to its customers. Set up in 1958, TCI had grown from a 'one man, one truck, one office' set-up to a company with revenues of $400 million in half a century. TCI's... View Details

Keywords: Transportation; Transportation Industry; India

November 2023
Case

Gabon Special Economic Zone

By: John Macomber and Wale Lawal

Tropical rain forest covers about 80% of the West African nation of Gabon, part of the Congo Basin and the "lungs of the world." Gabon is one of the first nations to earn revenue from carbon sequestration...as long as the rain forest remains intact. There are... View Details

Keywords: Economic Development; Forestry; Wood; Carbon Credits; Supply Chain; Economic Growth; Developing Countries and Economies; Climate Change; Environmental Sustainability; Government Administration; Business and Government Relations; Strategy; Forest Products Industry; Africa; Gabon

January 1999 (Revised March 2004)
Case

Mobile Communications Tokyo, Inc.

Describes a young Japanese telecommunications equipment and software company. The founder and president, Hatsuhiro Inoue, has just seen revenues double over the last two years and expects further rapid growth. The company currently has three product lines:... View Details

Keywords: Growth Management; Initial Public Offering; Financial Markets; Telecommunications Industry; Tokyo; United States

March 2006 (Revised April 2009)
Case

Tecsis: A Global Cleantech Venture Based in Brazil

Bento Koike, founder and CEO of Tecsis Ltda., is facing a number of important decisions. With ups and downs typical of self-funded start-ups, Tecsis has grown to about 1,500 people and over $50 million in revenues with one major customer. Tecsis, located in Brazil, is... View Details

Keywords: Globalized Firms and Management; Cost vs Benefits; Diversification; Emerging Markets; Entrepreneurship; Environmental Sustainability; Volatility; Green Technology Industry; Brazil; United States

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January 2015
Case

Burberry in 2014

By: Anita Elberse

In February 2014, Burberry's chief executive officer Angela Ahrendts is preparing to hand the reins of the English luxury fashion company to chief creative officer Christopher Bailey. Under their partnership, in place since 2006, Burberry's revenues have tripled to... View Details

Keywords: Management Succession; Luxury; Product Marketing; Brands and Branding; Manufacturing Industry; Fashion Industry; Great Britain

December 2017 (Revised January 2018)
Case

Alltech

By: David E. Bell and Natalie Kindred

Alltech was a Lexington, Kentucky–based producer of supplements for animal feed, with revenues of over $2 billion (projected to reach $3 billion in 2018), sales in 120 countries, 5,000 employees, and 100 manufacturing plants worldwide. For nearly four decades, Alltech... View Details

19 Dec 2023
Research & Ideas

$15 Billion in Five Years: What Data Tells Us About MacKenzie Scott’s Philanthropy

of gifts over time. So many in the nonprofit and philanthropy world wondered how Scott’s nonconforming principles would be expressed in her actual giving. Scott, whose net worth has been estimated to top $40 billion, established the organization Yield Giving in 2022 to... View Details

Keywords: by Matthew Lee, Brian Trelstad, and Ethan Tran

June 2011
Case

CA Technologies: Bringing the Cloud to Earth

By: Marco Iansiti and Kerry Herman

Adam Famularo, general manager, Cloud Computing business, CA Technologies, and David Dobson, WVP and group executive, Customer Solutions Group, were preparing for a presentation on communicating and positioning CA Technologies' new strategy for cloud computing.... View Details

Keywords: Disruptive Innovation; Product Positioning; Expansion; Internet and the Web; Technology Adoption

May 2024
Case

HarvEast

By: Jeremy Friedman and Natalie Kindred

In late 2023, Dmitry Skornyakov, CEO of Ukrainian agribusiness HarvEast, was navigating the turmoil caused by Russia’s invasion of Ukraine that began in 2014 and escalated into full-scale war in February 2022. Before the full-scale invasion, HarvEast managed 127,000... View Details

Keywords: Goods and Commodities; Natural Resources; Food; Problems and Challenges; Adaptation; Innovation and Management; Crisis Management; Logistics; Supply Chain; Risk and Uncertainty; Loss; Trust; Human Needs; War; Agriculture and Agribusiness Industry; Chile; South America; Latin America; Ukraine

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