Publications

March 2011 (Revised June 2011)
Supplement

Arck Systems (D)

By: Ian Larkin

The Arck Systems series of cases describes the dilemmas faced by a senior sales manager in determining a sales compensation plan at an enterprise software company. The existing compensation plan is aggressive and highly rewards "star" performers. The cases track a... View Details

Keywords: Motivation and Incentives; Salesforce Management; Compensation and Benefits

January 2019 (Revised February 2020)
Case

Roush Performance: How to Design a Sales Force Compensation Plan

By: Doug J. Chung

Roush Performance manufactured and marketed factory-modified performance vehicles and high-end aftermarket automotive performance parts. Since its inception, Roush Performance had focused on building its engineering technology competency and diversifying its product... View Details

Keywords: Sales Force Management; Motivation; Compensation; Salary; Commissions; Bonuses; Quotas; Salesforce Management; Compensation and Benefits; Motivation and Incentives

September 2014 (Revised February 2017)
Case

Belk: Towards Exceptional Scheduling

By: Ethan Bernstein, Saravanan Kesavan, Bradley Staats and Luke Hassall

With 24,000 staff and over 300 stores, Belk Inc. sought to replace its entirely manual labor scheduling system with an automated software solution from Reflexis. Belk hoped the upgrade would simplify scheduling, reduce time employees spent in non-customer-facing roles,... View Details

Web

Actively Addressing Unconscious Bias in Recruiting - Recruiting

look like them, that act like them, and talk like them.” Why Addressing Unconscious Bias Benefits Your Organization Making choices that are unconsciously rooted in bias is detrimental to individuals and the organization as a whole because... View Details

Web

CSV Explained - Institute For Strategy And Competitiveness

powerful force for positive change. There are numerous ways in which addressing societal concerns can yield productivity benefits to a firm. Consider, for example, what happens when a firm invests in a wellness program. Society View Details

September 2017 (Revised February 2018)
Case

Becton Dickinson: Global Health Strategy

By: Mark R. Kramer and Sarah Mehta

Becton, Dickinson and Company (BD) was a medical technology firm headquartered in Franklin Lakes, New Jersey, with 43,000 employees and 2016 revenues of $12.5 billion. For several years, the company had pursued developing products that created shared value, defined as... View Details

Keywords: Shared Value; Creating Shared Value; Odon Device; Medical Technology; Value Creation; Values and Beliefs; Philanthropy and Charitable Giving; Health; Health Care and Treatment; Health Testing and Trials; Emerging Markets; Social Issues; Competitive Strategy; Medical Devices and Supplies Industry; Africa; Asia; Middle East

13 Aug 2007
Research & Ideas

The Dark Side of Trust

we wanted to see if trust posed an even higher barrier for minority groups. This is in fact the case. It is particularly difficult for African Americans to break into trusting buyer-supplier relationships. Q: What can suppliers who currently View Details

Keywords: by Sean Silverthorne; Service

05 Apr 2021
Blog Post

The MBA Response: A Calling to Leadership & Service

graduates recognized that many struggling organizations could benefit from those with MBA skills -- marketing, finance, strategy, etc. -- to navigate unprecedented challenges. As they spoke to friends about this, they found hundreds of... View Details

September 1992 (Revised March 2007)
Case

Kaiser Steel Corporation, 1987

By: Timothy A. Luehrman

Kaiser Steel entered Chapter 11 bankruptcy proceedings in early 1987. Nine months later it still faces several difficult obstacles to reorganization, including litigation, environmental liabilities, and pension and medical benefits for retired employees. Students are... View Details

Keywords: Business Plan; Insolvency and Bankruptcy; Employee Relationship Management; Resource Allocation; Opportunities; Conflict and Resolution; Steel Industry; United States