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      • April 2005
      • Article

      How Strategists Really Think: Tapping the Power of Analogy

      By: G. Gavetti and Jan W. Rivkin
      Keywords: Cognition and Thinking; Power and Influence
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      Gavetti, G., and Jan W. Rivkin. "How Strategists Really Think: Tapping the Power of Analogy." Harvard Business Review 83, no. 4 (April 2005): 54–63.
      • March 2005 (Revised June 2006)
      • Case

      Sun Microsystems, Inc.: Web Services Strategy

      By: Thomas R. Eisenmann and Fernando Suarez
      Microsoft and IBM have excluded Sun Microsystems from the board of the Web Services Interoperability Organization (WS-I), an industry consortium that will shape the evolution of Web services standards. Sun managers must decide whether to join WS-I as a contributing... View Details
      Keywords: Information Technology; Standards; Corporate Governance; Power and Influence; Web Services Industry; Information Technology Industry
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      Eisenmann, Thomas R., and Fernando Suarez. "Sun Microsystems, Inc.: Web Services Strategy." Harvard Business School Case 805-095, March 2005. (Revised June 2006.)
      • January 2005 (Revised June 2005)
      • Case

      Zipcar: Influencing Customer Behavior

      By: Frances X. Frei and Hanna Rodriguez-Farrar
      At Zipcar, customers share the use of cars and, as a result, rely on each other for their service experience. Customers are required to keep the car clean and the gas tank full and to return the car on time. Told from the perspective of two customers: Sal Fishman, who... View Details
      Keywords: Information Technology; Governance Controls; Behavior; Service Delivery; Service Operations; Consumer Behavior; Leasing; Transportation Industry; Service Industry; United States
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      Frei, Frances X., and Hanna Rodriguez-Farrar. "Zipcar: Influencing Customer Behavior." Harvard Business School Case 605-054, January 2005. (Revised June 2005.)
      • March 2009
      • Article

      Customer Experience Creation: Determinants, Dynamics and Management Strategies

      By: Leonard A. Schlesinger, Peter C. Verhoef, Katherine N. Lemon, A. Parasuraman, Anne Roggeveen and Michael Tsiros
      Retailers, such as Starbucks and Victoria's Secret, aim to provide customers a great experience across channels. In this paper we provide an overview of the existing literature on customer experience and expand on it to examine the creation of a customer experience... View Details
      Keywords: Customer Focus and Relationships; Business Strategy; Growth and Development Strategy; Retail Industry
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      Schlesinger, Leonard A., Peter C. Verhoef, Katherine N. Lemon, A. Parasuraman, Anne Roggeveen, and Michael Tsiros. "Customer Experience Creation: Determinants, Dynamics and Management Strategies." Journal of Retailing 85, no. 1 (March 2009).
      • January 2005
      • Article

      Perceived, Relative Power and Its Influence on Negotiations

      By: Rebecca Wolfe and Kathleen L. McGinn
      Keywords: Negotiation; Perception; Power and Influence
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      Wolfe, Rebecca, and Kathleen L. McGinn. "Perceived, Relative Power and Its Influence on Negotiations." Group Decision and Negotiation 14, no. 1 (January 2005): 3–20.
      • December 2004 (Revised December 2009)
      • Module Note

      Module III: Moral Leadership Class Summaries

      By: Sandra J. Sucher
      Presents summaries for the The Moral Leader course. View Details
      Keywords: Moral Sensibility; Leadership; Power and Influence
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      Sucher, Sandra J. "Module III: Moral Leadership Class Summaries." Harvard Business School Module Note 605-052, December 2004. (Revised December 2009.)
      • September 2004 (Revised February 2007)
      • Case

      Roller Coaster Ride, The: The Resignation of a Star

      By: Boris Groysberg, Steve Balog and Jennifer Haimson
      Presents a detailed account of power dynamics that unfold in the firm when one of its best and brightest threatens to leave. Focuses on the dynamics of attracting, retaining, compensating, negotiating, and leveraging a star performer in a professional services firm. A... View Details
      Keywords: Talent and Talent Management; Compensation and Benefits; Resignation and Termination; Retention; Business or Company Management; Negotiation; Power and Influence
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      Groysberg, Boris, Steve Balog, and Jennifer Haimson. "Roller Coaster Ride, The: The Resignation of a Star." Harvard Business School Case 405-031, September 2004. (Revised February 2007.)
      • September 2004 (Revised October 2004)
      • Case

      Pat Anderson

      By: Leslie A. Perlow and Daisy Wademan
      Patten Bank's pending sale jeopardizes Pat Anderson's prospect of receiving an expected year-end bonus. What to do now? This problem follows several earlier conflicts that Anderson has confronted during the past four-and-one-half years spent working as an analyst and... View Details
      Keywords: Change Management; Organizational Culture; Organizational Change and Adaptation; Conflict Management; Power and Influence; Executive Compensation; Banking Industry; Financial Services Industry; United States
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      Perlow, Leslie A., and Daisy Wademan. "Pat Anderson." Harvard Business School Case 405-033, September 2004. (Revised October 2004.)
      • 2004
      • Chapter

      Claiming Authority: Negotiating Challenges for Women Leaders

      By: Hannah R. Bowles and Kathleen L. McGinn
      Keywords: Leadership; Negotiation Participants; Problems and Challenges; Gender; Power and Influence
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      Bowles, Hannah R., and Kathleen L. McGinn. "Claiming Authority: Negotiating Challenges for Women Leaders." Chap. 9 in The Psychology of Leadership: New Perspectives and Approaches, edited by D. Messick and R. Kramer, 191–208. Mahwah, NJ: Lawrence Erlbaum Associates, 2004.
      • April 2004 (Revised May 2010)
      • Case

      Columbia's Final Mission

      By: Richard M.J. Bohmer, Amy C. Edmondson, Michael Roberto, Laura Feldman and Erika Ferlins
      Describes the 16-day final mission of the space shuttle Columbia in January 2003 in which seven astronauts died. Includes background on NASA and the creation of the human space flight program, including the 1970 Apollo 13 crisis and 1986 Challenger disaster. Examines... View Details
      Keywords: Leadership; Crisis Management; Management Skills; Organizational Culture; Groups and Teams; Behavior; Aerospace Industry
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      Bohmer, Richard M.J., Amy C. Edmondson, Michael Roberto, Laura Feldman, and Erika Ferlins. "Columbia's Final Mission." Harvard Business School Case 304-090, April 2004. (Revised May 2010.)
      • February 2004 (Revised June 2004)
      • Case

      Freeport Mine, Irian Jaya, Indonesia, The: "Tailings & Failings" - Stakeholder Analysis

      By: V. Kasturi Rangan and Arthur McCaffrey
      Chronicles the development of Freeport's nearly 30 years of mining operations in Indonesia. Building on a mining concession awarded by the country's government, headed by General Suharto, in 1973, Freeport steadily built its mining output to nearly 200,000 cubic... View Details
      Keywords: History; Situation or Environment; Private Sector; Economic Growth; Power and Influence; Business and Government Relations; Growth and Development Strategy; Mining Industry; Indonesia
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      Rangan, V. Kasturi, and Arthur McCaffrey. Freeport Mine, Irian Jaya, Indonesia, The: "Tailings & Failings" - Stakeholder Analysis. Harvard Business School Case 504-061, February 2004. (Revised June 2004.)
      • Article

      Why Schumpeter Was Right: Innovation, Market Power and Creative Destruction in 1920s America

      By: Tom Nicholas
      Are firms with strong market positions powerful engines of technological progress? Joseph Schumpeter thought so, but his hypothesis has proved difficult to verify empirically. This article highlights Schumpeterian market-power and creative-destruction effects in a... View Details
      Keywords: Innovation and Invention; Power and Influence; Emerging Markets; Rank and Position; Status and Position; Capital Markets; Capital Structure; Information Technology; Patents; Creativity; Economic Systems; Development Economics; United States
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      Nicholas, Tom. "Why Schumpeter Was Right: Innovation, Market Power and Creative Destruction in 1920s America." Journal of Economic History 63, no. 4 (December 2003).
      • October 2003
      • Article

      The Determinants of Board Structure at the Initial Public Offering

      By: Malcolm Baker and Paul Gompers
      This paper describes board size and composition and investigates the role of venture capital in a sample of 1,116 firms' initial public offerings. First, firms backed by venture capital have fewer insider and instrumental directors and more independent... View Details
      Keywords: Governing and Advisory Boards; Venture Capital; Initial Public Offering; Managerial Roles; Power and Influence
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      Baker, Malcolm, and Paul Gompers. "The Determinants of Board Structure at the Initial Public Offering." Journal of Law & Economics 46, no. 2 (October 2003): 569–598.
      • September 2003 (Revised September 2004)
      • Case

      Hearthside Homes

      By: Jason R. Barro, Brian J. Hall and Aaron Zimmerman
      Investigates the "controllability problem" inherent in bonus systems. Ideally, an incentive system accurately measures performance in areas that the individual can control. But most measures are either too broad, including factors outside the influence of the employee,... View Details
      Keywords: Motivation and Incentives; Housing; Performance Evaluation; Construction Industry; Manufacturing Industry; Real Estate Industry
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      Barro, Jason R., Brian J. Hall, and Aaron Zimmerman. "Hearthside Homes." Harvard Business School Case 904-003, September 2003. (Revised September 2004.)
      • 1 Aug 2003 - 6 Aug 2003
      • Conference Presentation

      The Influence of Time Pressure on Creative Thinking in Organizations

      By: Teresa M. Amabile, J. S. Mueller, W. B. Simpson, L. Fleming and C. N. Hadley
      Keywords: Creativity; Cognition and Thinking
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      Amabile, Teresa M., J. S. Mueller, W. B. Simpson, L. Fleming, and C. N. Hadley. "The Influence of Time Pressure on Creative Thinking in Organizations." Paper presented at the Academy of Management Annual Meeting, Seattle, WA, August 01–06, 2003.
      • Article

      Beyond the Carrot and the Stick: New Alternatives for Influencing Customer Behavior

      By: Frances X. Frei
      Keywords: Motivation and Incentives; Customers; Behavior; Power and Influence
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      Frei, Frances X. "Beyond the Carrot and the Stick: New Alternatives for Influencing Customer Behavior." Harvard Management Update 8, no. 3 (March 2003).
      • February 2003 (Revised December 2006)
      • Case

      Toys "R" Us (A)

      By: Michael G. Rukstad, Dennis A. Yao and Cate Reavis
      In 1992, Toys "R" Us, the pioneer of the "category killer" retail format, faced significant competitive threats from mass discounters and warehouse clubs and was losing market share. This case explores the dynamic sustainability of Toys "R" Us's retailing model, its... View Details
      Keywords: Risk Management; Competition; Supply and Industry; Power and Influence; Retail Industry; United States
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      Rukstad, Michael G., Dennis A. Yao, and Cate Reavis. Toys "R" Us (A). Harvard Business School Case 703-445, February 2003. (Revised December 2006.)
      • February 2003 (Revised August 2004)
      • Case

      Flextronics: Deciding on a Shop Floor System for Producing the Microsoft Xbox

      By: Jeffrey T. Polzer and Alison Berkley Wagonfeld
      Jim McCusker must guide a group decision-making process aimed at getting input and buy-in from key people in California, Mexico, and Austria to choose a shop floor IT system for Flextronics. McCusker is Flextronics' account manager for the Microsoft Xbox project.... View Details
      Keywords: Groups and Teams; Decision Making; Power and Influence; Geographic Location; Problems and Challenges; Leadership; California; Mexico; Austria
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      Polzer, Jeffrey T., and Alison Berkley Wagonfeld. "Flextronics: Deciding on a Shop Floor System for Producing the Microsoft Xbox." Harvard Business School Case 403-090, February 2003. (Revised August 2004.)
      • February 2003 (Revised September 2009)
      • Background Note

      Nonverbal Communication in Negotiation

      By: Michael A. Wheeler and Dana Nelson
      This case distills the practical implications of current research on nonverbal communication. The first section sketches different kinds of nonverbal behavior: facial expressions, eye movements, physical gestures, paraverbal cues, posture, and "personal space." The... View Details
      Keywords: Nonverbal Communication; Negotiation Participants; Situation or Environment; Behavior; Power and Influence
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      Wheeler, Michael A., and Dana Nelson. "Nonverbal Communication in Negotiation." Harvard Business School Background Note 903-081, February 2003. (Revised September 2009.)
      • 2003
      • Chapter

      Using Difference to Make a Difference

      By: D. Meyerson and R. Ely
      Keywords: Diversity; Power and Influence
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      Meyerson, D., and R. Ely. "Using Difference to Make a Difference." In The Difference "Difference" Makes: Women and Leadership, edited by Deborah Rhode. Stanford: Stanford University Press, 2003.
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