Publications

January 2002
Teaching Note

Elsie Y. Cross Associates, Inc. and CoreStates Financial Corp. TN

By: Rosabeth M. Kanter

Teaching Note for (9-897-065). View Details

Keywords: Financial Services Industry; Financial Services Industry

December 2000 (Revised July 2001)
Case

Ventro: Builder of B2B Businesses (Condensed)

By: Lynda M. Applegate and Meredith Collura

Enables a condensed analysis of Ventro (formerly known as Chemdex), which builds and operates multiple B2B marketplace companies. Part of the Building-E-Business Online series. View Details

Keywords: Business Model; Corporate Entrepreneurship; Technological Innovation; Management; Strategy; Business Strategy; Consulting Industry; Consulting Industry

September 2000 (Revised August 2011)
Teaching Note

AGENCY.COM (A) and (B) TN

By: Ashish Nanda and Thomas J. DeLong

Teaching Note for (9-800-061) and (9-800-062). View Details

Keywords: Internet and the Web; Entrepreneurship; Business Startups; Corporate Finance; Growth and Development; Web Services Industry; Web Services Industry; San Francisco

14 Apr 2009
First Look

structures. SWFs seem to engage in a form of trend chasing, since they are more likely to invest at home when domestic equity prices are higher, and invest abroad when foreign prices are higher. Funds see the industry P/E ratios of their... View Details

Keywords: Martha Lagace

07 Feb 2011
Lessons from the Classroom

Creating the Founders’ Dilemmas Course

how viable the dream. “We tackle the problems that are faced by almost any founder no matter what industry they are in, no matter what country they are in, and no matter what time frame they are in-boom or bust.” "We tackle the... View Details

Keywords: by Carmen Nobel; Education

01 May 2000
What Do You Think?

Can You Hard-Wire Performance?

idea was that maybe it was alright for GE, but could a smaller, less well financed organization employ it? And how safe should an organization play it when employing such a strategy? Several of you offered other examples of performance hard-wiring. David Hawkins cited... View Details

Keywords: by James Heskett

13 May 2008
First Look

First Look: May 13, 2008

dairy industry by 2010, the Inner Mongolia Yili Group had ambitious plans. As one of China's biggest national dairy companies, its main challenge was competing as a local company against joint-venture rivals who benefited from perks... View Details

Keywords: Martha Lagace

14 Dec 2010
First Look

First Look: Dec. 14

industry and the firm. A collaborative research paper called "Computer in Your Pocket" was recently published by four of her colleagues, but she was not consulted or asked to contribute. As clients... View Details

Keywords: Sean Silverthorne

April 2025
Case

Giving Up on a Passion: Elizabeth Rowe at the Boston Symphony Orchestra

By: Jon M. Jachimowicz, Maisie Wiltshire-Gordon and Alexis Lefort

For 20 years, Elizabeth Rowe was a world-renowned principal flutist with the Boston Symphony Orchestra. But in 2024, Rowe decided to leave her position to pursue a new full-time career as a leadership coach. At 50, Rowe was well under the typical retirement age, and,... View Details

April 2000 (Revised November 2000)
Case

Computer Power Group: Designing Brand Architecture

Computer Power Group (CPG), an Australian-based consulting, education, and staffing placement firm in the IT industry, is contemplating a brand architecture capable of structuring its eight branded business units. CEO Peter James is particularly curious about whether a... View Details

Keywords: Brands and Branding; Employment Industry; Employment Industry; Employment Industry; Australia

19 Feb 2013
First Look

First Look: Feb. 19

have become quite influential and controversial in the technology industries they touch. The goal of this paper is to shed light on the role and efficiency tradeoffs of these new patent intermediaries. Finally, we offer a provisional... View Details

Keywords: Sean Silverthorne

18 Apr 2018
First Look

First Look at New Research and Ideas, April 18, 2018

forthcoming Academy of Management Journal Ideological Misfit? Political Affiliation and Employee Departure in the Private-Equity Industry By: Bermiss, Y. Sekou, and Rory McDonald Abstract—Though organizations are increasingly active... View Details

Keywords: Sean Silverthorne

March 2023
Supplement

Deepa Bachu (B): Insights and Experiments at Pensaar Design

By: Thomas Graeber, Joshua Schwartzstein and Amram Migdal

In this case, set in June 2019 in Bangalore, Karnataka, India, Deepa Bachu of Pensaar Design and her team work with client ITC Ltd. to use design thinking and behavioral experiments to improve workplace safety and strive toward the company’s zero-accident goal. The... View Details

October 2024
Supplement

Hakluyt: from Corporate Intelligence to Trusted Advisors (B)

By: Joseph B. Fuller and Lena Duchene

This case is a continuation of an earlier study chronicling Hakluyt & Company (Hakluyt)’s transformation from an obscure boutique to a global corporate advisory firm with an outsized reputation. In August 2024, the firm faced a pivotal moment as managing partner Varun... View Details

March 2020 (Revised January 2023)
Case

Nadine Vogel: Transforming the Marketplace, Workplace, and Workforce for People with Disabilities

By: Lakshmi Ramarajan, Hannah Riley-Bowles and Michael Norris

In 2019, Nadine Vogel, founder and CEO of Springboard Consulting, a firm that worked with Fortune 500 companies on issues related to disability and their workforce, faced the decision of the best path forward to grow her small company. Should she build more and better... View Details

Keywords: Diversity; Entrepreneurship; Personal Development and Career; Decision Choices and Conditions; Growth and Development Strategy; Product Development; Market Entry and Exit; Consulting Industry; United States; Florida; New York (state, US)

August 2017
Supplement

Wake Up Call (B)

By: David G. Fubini and Christine Snively

(B) case View Details

Keywords: Decision Making; Judgments; Leadership Style; Consulting Industry; United States

January 2017
Teaching Note

Transition at DataCo?

By: Frank V. Cespedes

The founder of a data analytics company has several issues with his key business developer, an early hire who has been instrumental in building the firm. The DataCo case study illustrates a common situation in entrepreneurial ventures: an early sales hire does well but... View Details

Keywords: Sales Management; Selling; Entrepreneurial Ventures; Performance Management; Professional Services; Salesforce Management; Sales; Marketing; Performance; Consulting Industry; United States; France

January 2010 (Revised March 2013)
Case

HubSpot: Lower Churn through Greater CHI

By: F. Asis Martinez Jerez, Thomas Steenburgh, Jill Avery and Lisa Brem

HubSpot, a web marketing startup is under pressure from VCs to rapidly acquire new customers and to maintain a low level of customer churn. In the case, students explore the drivers of customer churn and uncover opportunities to increase customer retention across the... View Details

Keywords: Business Startups; Customer Relationship Management; Customer Satisfaction; Customer Value and Value Chain; Forecasting and Prediction; Consumer Behavior; Happiness; Consulting Industry