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  • 23 Mar 2010
  • First Look

First Look: March 23

incumbent that faces a low-quality ad-sponsored competitor. In addition to competing through adjustments of tactical variables such as price or the number of ads a product carries, we allow the incumbent to consider changes in its... View Details
Keywords: Martha Lagace
  • 06 Nov 2013
  • What Do You Think?

Is Top-Down Resource Allocation on the Rise?

situation here, but rather a more subtle process change by some companies, especially those in volatile or fast-moving industries. What I see happening among partners I deal with is that they allocate strategically from the top (setting overall budgets for business... View Details
Keywords: by James Heskett
  • October 1988
  • Case

Harris Seafoods Leveraged Buyout

By: William A. Sahlman
Describes set of issues confronting Alison Lassiter, who is trying to help Charlie Harris arrange a leveraged buyout of the shrimp company he runs, a division of a publicly traded company, Katy Industries. Lassiter has prepared a memorandum discussing and analyzing the... View Details
Keywords: Leveraged Buyouts; Venture Capital; Financing and Loans; Equity; Cost vs Benefits; Negotiation Tactics; Negotiation Preparation; Financial Management; Strategy; Management Analysis, Tools, and Techniques; Planning; Food and Beverage Industry; Industrial Products Industry
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  • 05 Feb 2008
  • First Look

First Look: February 5, 2008

of influence. With this in mind, the paper seeks to achieve five objectives: (1) Define the domain of psychological influence as consisting of those tactics which do not require the influencer to change the economic or structural aspects... View Details
Keywords: Martha Lagace
  • 02 Apr 2015
  • Research & Ideas

Digital Initiative Summit: Companies Must Forget—and Borrow

effective business strategies. Companies might ultimately find more power in adopting a nuanced approach that borrows tested traditional tactics and combines them with fresh, new ideas, said Bharat N. Anand, Henry R. Byers Professor of... View Details
Keywords: by Dina Gerdeman; Education; Advertising
  • 03 Oct 2005
  • What Do You Think?

What’s the Future of Globally Organized Labor?

competency and its ability to move up the value chain that will allow it to share the positive gains. If labor tries the old tactic of strikes, management will just outsource the staff from somewhere else ... " Globally organized... View Details
Keywords: by James Heskett
  • April 2006 (Revised December 2006)
  • Case

The Barber of Buenos Aires: Argentina's Debt Renegotiation

By: Noel Maurer and Aldo Musacchio
Tells the story of Argentina's aggressive strategy for renegotiating its sovereign debt from 2003 to 2005. Most creditors accepted the offer to swap their debt for new securities worth 35 cents on the dollar, with no recognition of all past-due interest. Many holdouts,... View Details
Keywords: Private Sector; Borrowing and Debt; Insolvency and Bankruptcy; International Finance; Foreign Direct Investment; Sovereign Finance; Government and Politics; Negotiation Tactics; Outcome or Result; Situation or Environment; Argentina
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  • 20 Mar 2020
  • Research & Ideas

How Small Businesses Can Survive the Coronavirus Outbreak

outstanding bills—now. As economic concerns mount, large companies tend to delay payments to suppliers to conserve cash. Mills recommends that organizations reject that tactic when it applies to small businesses and pay as soon as... View Details
Keywords: by Danielle Kost; Service; Food & Beverage
  • 19 Dec 2011
  • Research & Ideas

Climbing the Great Wall of Trust

culture, that might help," says Chua. While those tactics might be especially vital in doing business in China, Chua continues, they are important to keep in mind in any business situation that mixes partners from different cultures... View Details
Keywords: by Michael Blanding
  • 27 Dec 2015
  • Research & Ideas

The Most Popular Stories and Research Papers of 2015

Strategy, Especially in a Job Interview (25,829) While humblebragging runs rampant on Twitter, it's a lousy self-promotion tactic that usually backfires according to recent research by Ovul Sezer, Francesca Gino, and Michael Norton. How... View Details
  • 13 Mar 2012
  • First Look

First Look: March 13

literatures to organize these factors. We then provide some tactical advice and worksheets for entrepreneurs to consider when selecting the location for their new venture. Purchase this... View Details
Keywords: Sean Silverthorne
  • 02 Jul 2015
  • Op-Ed

The Future of the Greek Economy

out of the brinkmanship of the past weeks, but not after payments to the International Monetary Fund have been missed, and European funding has ended. These tactics have created high and unnecessary uncertainty that has brought the Greek... View Details
Keywords: by Laura Alfaro, Dante Roscini & George Serafeim; Banking
  • 29 Sep 2009
  • First Look

First Look: September 29

Strategies to Fight Ad-sponsored Rivals Authors:Ramon Casadesus-Masanell and Feng Zhu Abstract We analyze the optimal strategy of a high-quality incumbent that faces a low-quality ad-sponsored competitor. In addition to competing through adjustments of View Details
Keywords: Martha Lagace
  • November 2022
  • Supplement

Arcos Dorados’ Quest for the Digitalization of Last-Mile Delivery in Colombia (B)

By: Jorge Tamayo, Jenyfeer Martinez Buitrago and Mariana Cal
In 2020, Francisco Staton, president of Arcos Dorados’ Caribbean Division, and Héctor Orozco, Managing Director of Arcos Dorados Colombia, were looking into Arcos Dorados’ options to consolidate its food delivery service in Colombia. This time the matter at hand hinged... View Details
Keywords: Transformation; Decision Making; Decision Choices and Conditions; Global Strategy; Technological Innovation; Growth and Development Strategy; Agreements and Arrangements; Negotiation Tactics; Logistics; Service Delivery; Organizational Culture; Performance Improvement; Partners and Partnerships; Strategy; Food and Beverage Industry; Latin America; South America; Colombia
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  • June 2020
  • Teaching Plan

Chief

By: Katherine B. Coffman, Jeffrey J. Bussgang, Kathleen L. McGinn, Julia Kelley, Amy Klopfenstein and Katherine Chen
Teaching Plan serves as a supplement to the case for “Chief: Role for Carolyn Childers” (920-019), “Chief: Role for Lindsay Kaplan” (920-020), and “Scaling at Chief” (920-021). View Details
Keywords: Negotiation; Negotiation Tactics; Negotiation Participants; Agreements and Arrangements; Business Ventures; Business Startups; Business Model; Business Growth and Maturation; Demographics; Gender; Ownership; Ownership Stake; Strategy; Business Strategy; Expansion; Competition; Finance; Capital; Venture Capital; Service Industry; Technology Industry; North and Central America; United States; New York (city, NY); New York (state, US)
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  • 17 Mar 2022
  • Research & Ideas

Navigating Tradeoffs: How Purpose Becomes a Company's ‘Lighthouse in the Storm’

priorities. As a business, the company had to see to a commercial logic that pleased customers and did so economically. But as a business with a purpose, its intent was clear: it had to ensure that even highly tactical decisions such as... View Details
Keywords: by Ranjay Gulati
  • 21 Nov 2016
  • Research & Ideas

It Matters That Your CEO Doesn't Know Much About Sales

targets, but a tactical tool that’s rarely part of strategy formulation. Develop the best product, and let the sales department figure out the best way to get it to the customer, they think. And many sales leaders like it that way.... View Details
Keywords: by Michael Blanding
  • 17 Nov 2015
  • First Look

November 17, 2015

economist E.R.A. Seligman supported RPM as a legitimate tactic to protect small businesspeople and enhance non-price competition. The breakdown of legal and economic consensus regarding what constituted “unfair competition” allowed... View Details
Keywords: Sean Silverthorne
  • 15 Jul 2002
  • Research & Ideas

Going Green Makes Good Business Sense

Press in 2000. Reinhardt evaluated current trends and tensions for managers, and outlined tactics that managers use to try to reconcile what at face value seem competing objectives: how to maximize shareholder value while at the same time... View Details
Keywords: by Martha Lagace
  • 22 Feb 2011
  • Research & Ideas

Most Popular Articles, Papers of the Decade

and to Tactics Published: November 24, 2009 Drivers such as globalization, deregulation, or technological change, just to mention a few, are profoundly changing the competitive game. Scholars and practitioners agree that the... View Details
Keywords: by Sean Silverthorne

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