Publications

19 Apr 2004
Research & Ideas

Birth of the American Salesman

Electric, and Carnegie Steel were all founded in the 1880s; in the following decade came Wrigley's Chewing Gum, General Electric, Burroughs, and Pepsico. These companies developed modern sales techniques, created procedures for management... View Details

Keywords: by Laura Linard

08 May 2006
Research & Ideas

The Cost of Cutting in Line

Felix Oberholzer-Gee: Companies can purchase almost every input they need: labor, office space, a great brand. But sometimes, the price system breaks down and there is no market. In my research, I have been... View Details

Keywords: by Sean Silverthorne

January 2011 (Revised April 2012)
Case

BBVA Compass: Marketing Resource Allocation

By: Sunil Gupta and Joseph Davies-Gavin

BBVA Compass, the 15th largest commercial bank in the U.S., is a part of the BBVA Group of Spain, the second largest bank in Spain with $755 billion in assets. In December 2010, Frank Sottosanti, Chief Marketing Officer of BBVA Compass, was reviewing the marketing... View Details

Keywords: Advertising; Resource Allocation; Marketing Channels; Marketing Strategy; Performance Evaluation; Banking Industry; United States

27 Jan 2023
Op-Ed

Have We Lost Sight of Integrity?

founder Charlie Javice, the nation’s largest bank had been “conned” after it acquired her company for $175 million. “To cash in, Javice decided to lie,” JPMorgan’s suit said. FTX under Sam Bankman-Fried used... View Details

Keywords: by Bill George

01 Sep 2017
News

City of Dreams

Mawilmada’s office in Colombo Fort, the city’s central business district. A somewhat hazardous stroll along broken sidewalks, ducking in and out of traffic, took us past the presidential palace, majestic... View Details

Keywords: Julia Hanna; photographed by Alice Carfrae; Sri Lanka; Construction of Buildings; Construction of Buildings; Construction of Buildings; Construction of Buildings

11 Oct 2006
Research & Ideas

The Success of Reverse Leveraged Buyouts

shares in a company or part of a company that had been taken private in an initial leveraged buyout. Usually, buyout specialists will hold their... View Details

Keywords: by Sean Silverthorne; Banking; Banking

October 1986 (Revised August 2015)
Case

Advanced Medical Technology Corporation

By: Thomas R. Piper and Steven Rogers

A loan officer must decide whether to lend $8 million to a rapidly growing high technology company. The company has had a series of relationships with three other banks. Reports from loan officers at these banks are mixed and raise questions as to the ease with which a... View Details

Keywords: Decision Making; Commercial Banking; Financing and Loans; Financial Condition; Technology Industry

Keywords: Julia Hanna; Corporate, Subsidiary, and Regional Managing Offices; Corporate, Subsidiary, and Regional Managing Offices; Corporate, Subsidiary, and Regional Managing Offices; Corporate, Subsidiary, and Regional Managing Offices; Corporate, Subsidiary, and Regional Managing Offices

09 Apr 2018
Sharpening Your Skills

The Dark Side of Performance Bonuses

carefully, can open a box full of unintended consequences that ultimately harm rather than help the organization. The financial crisis of 2008 was partially fueled by origination bonuses paid to View Details

Keywords: by Sean Silverthorne

14 Jan 2015
Research & Ideas

Thriving in the Turbulence of Emerging Markets

that the company survived the "license raj" era through a commitment to legitimacy and strong family values. "You could expand, but a lot of things were required, bribes, and we would never give a bribe, so... View Details

Keywords: by Geoffrey Jones; Manufacturing; Auto

01 Sep 2009
News

Of Value and Values

trillion in assets in 2008. One such member of PRI is Generation Investment Management, a company founded by David Blood (MBA ’85) and former U.S. Vice President Al Gore, with View Details

October 1984 (Revised July 1988)
Case

Mark Twain Bancshares, Inc.

By: Joseph L. Badaracco Jr.

Describes the history, management, and organization of an extremely successful bank holding company. The company has had a very charismatic chairman, has made MBAs bank presidents at very early ages, and has a long record of innovation. Now deregulation and a coming... View Details

Keywords: Management Style; Financial Services Industry