Publications

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07 Jun 2021
Book

9 Tips from an Expert Fundraiser: Help Donors 'Invest in Their Passion'

and Beyond F. Warren McFarlan Making the Ask One of the hardest questions to address is do you ask a prospective donor for a specific dollar number and if so, how high should that number be? (For the record, professional fundraisers say... View Details

Keywords: by Danielle Kost

08 Dec 2020
Research & Ideas

Why Companies Hunt for Talent on Digital Platforms, Not in Resume Piles

colleagues also find that companies are becoming more sophisticated about identifying talent. By analyzing the skills that US firms want from prospective human resource workers, the researchers discovered that companies are increasingly... View Details

Keywords: by Michael Blanding; Employment

June 1991 (Revised June 1993)
Supplement

Becton Dickinson (D1): Strategic Human Resource Management Profiling, Update

By: Michael Beer

Describes reactions to the strategic human resource management process and allows an evaluation of prospects for the future. View Details

Keywords: Human Resources

June 2013 (Revised July 2017)
Case

Angus Cartwright IV

By: Kenneth J. Hatten, William J. Poorvu, Howard H. Stevenson, Arthur I Segel and John H. Vogel, Jr.

Judy and John DeRight, looking to diversify their investment portfolios, have retained Angus Cartwright, Jr. to identify prospective real estate acquisitions. Mr. Cartwright has four potential properties that he feels merit an in-depth financial analysis. The case... View Details

Keywords: Acquisition; Cash Flow; Investment Return; Investment Portfolio; Taxation; Balanced Scorecard; Valuation

February 2008 (Revised September 2009)
Case

Lance Johnstone: Developing 3000 North Broad

The case focuses on Lance Johnstone, a former NFL player, who has dabbled in real estate development during his playing career, and now, as a retired player, is trying to pursue the development of a 10-unit rental apartment building in a depressed area of Philadelphia,... View Details

Keywords: Budgets and Budgeting; Development Economics; Construction; Entrepreneurship; Financing and Loans; Investment Return; Urban Development; Real Estate Industry; Philadelphia

November 2001
Case

Lakeside

By: Michael A. Wheeler

This case presents an ethical choice: How should a prospective buyer respond when a homeowner quotes a price that the buyer knows is significantly below market value? The case describes a private transaction in which the prospective seller is fully competent mentally... View Details

Keywords: Ethics; Price; Negotiation Process; Property; Risk and Uncertainty; Real Estate Industry

25 Mar 2014
Research & Ideas

China’s Economic System has Difficult Road Overcoming its Political System

One need only look as far as the bookshelf to see the optimism attached to China's ascension as a world economic and political power. Titles like The Dragon Awakes; The Rise of China; and When China Rules the World predict an inevitable, if not entirely welcome, rise... View Details

Keywords: by Michael Blanding

February 2018 (Revised October 2019)
Case

HubSpot and Motion AI: Chatbot-Enabled CRM

By: Jill Avery and Thomas Steenburgh

HubSpot, an inbound marketing, sales, and customer relationship management (CRM) software provider, announced that it had acquired Motion AI, a software platform that enabled companies to easily build and deploy chatbots, fueled by artificial intelligence, to interact... View Details

09 Jul 2018
Research & Ideas

Overcoming the Challenges of Selling Brand New Technology (Hey, Need a 3-D Printer?)

SeventyFour Few phrases in business are more seductive than the one attributed to Ralph Waldo Emerson in the 19th century: “Build a better mousetrap and the world will beat a path to your door.” Unless, of course, what you are selling is something totally new, like 3-D... View Details

Keywords: by Michael Blanding; Technology; Consumer Products; Electronics; Industrial Products; Information Technology; Manufacturing; Medical Devices & Supplies; Retail

June 1975 (Revised September 2004)
Case

Angus Cartwright III

By: Kenneth J. Hatten, William J. Poorvu, Howard H. Stevenson, Arthur I. Segel and John H. Vogel, Jr.

Judy and John DeRight, looking to diversify their investment portfolios, have retained Angus Cartwright, Jr. to identify prospective real estate acquisitions. Mr. Cartwright has four potential properties that he feels merit an in-depth financial analysis. The case... View Details

Keywords: Acquisition; Cash Flow; Investment Return; Investment Portfolio; Taxation; Balanced Scorecard; Valuation

August 2007 (Revised February 2008)
Case

Pinnacle Ventures

By: Michael J. Roberts, William A. Sahlman and Elizabeth Kind

Describes a prospective "venture debt" loan to a new venture from the perspective of Patrick Lee, a principal at Pinnacle Ventures. Forces students to grapple with the nature of financial risk in the start-up firm and assess the prospective risks and returns to a... View Details

Keywords: Risk and Uncertainty; Venture Capital; Investment Return; Business Startups; Financial Services Industry

February 2018
Article

Development and Feasibility of Bundled Payments for the Multidisciplinary Treatment of Head and Neck Cancer: A Pilot Program

By: Tracy Spinks, Alexis Guzman, Beth M. Beadle, Seohyun Lee, Ron Walters, Jim Incalcaterra, Ehab Hanna, Amy Hessel, Randal Weber, Sandra Denney, Lee Newcomer and Thomas W. Feeley

Purpose: Despite growing interest in bundled payments to reduce the costs of care, this payment method remains largely untested in cancer. This 3-year pilot tested the feasibility of a 1-year bundled payment for the multidisciplinary treatment of head and neck... View Details

Keywords: Health Care and Treatment; Cost Management

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February 1986 (Revised March 1990)
Supplement

Copeland Corp.: Evolution of a Manufacturing Strategy--1975-82 (D)

By: David A. Garvin

Summarizes Copeland's focused factory approach, and updates the company's efforts at the Sidney, Hartselle, Shelby, and Richville plants. Concludes with a brief discussion of future prospects for Copeland's manufacturing strategy. View Details

Keywords: Strategy; Production; Factories, Labs, and Plants; Manufacturing Industry; Ohio

February 2016 (Revised April 2020)
Case

In the Name of Democracy? The Rise and Decline of India's Congress Party

By: Akshay Mangla and Jonathan Schlefer

In 1950 it looked highly doubtful that Indian democracy would hold—typical family income was $6 a month, only about 15% of the population was literate, there were deep religious and ethnic differences, and more than a dozen national languages were spoken. But after a... View Details

Keywords: Congress Party; Economic Development; Democratization; Economic Reform; Economic Systems; Government and Politics; Developing Countries and Economies; Development Economics; India

22 Sep 2020
Working Paper Summaries

Older People Are Less Pessimistic about the Health Risks of COVID-19

Keywords: by Pedro Bordalo, Katherine B. Coffman, Nicola Gennaioli, and Andrei Shleifer

May 2009 (Revised January 2011)
Case

HubSpot: Inbound Marketing and Web 2.0

By: Thomas J. Steenburgh, Jill Avery and Naseem Ashraf Dahod

This case introduces the concept of inbound marketing, pulling customer prospects toward a business through the use of Web 2.0 tools and applications like blogging, search engine optimization, and social media. Students follow the growth of HubSpot, an entrepreneurial... View Details

Keywords: Customer Relationship Management; Entrepreneurship; Price; Growth and Development Strategy; Marketing Communications; Social and Collaborative Networks; Segmentation; Web

2021
White Paper

Hidden Workers: Untapped Talent

By: Joseph B. Fuller, Manjari Raman, Eva Sage-Gavin and Kristen Hines

Companies are increasingly desperate for workers. As they continue to struggle to find people with the skills they need, their competitiveness and growth prospects are put at risk.

At the same time, an enormous and growing group of people are unemployed or... View Details

Keywords: Hiring; Talent; Skills Gap; Selection and Staffing; Diversity; Talent and Talent Management; Competency and Skills

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11 Aug 2016
Cold Call Podcast

Why College Rankings Keep Deans Awake at Night

Brian Kenny: In September of 2013, President Obama sent shock waves through American higher education by announcing plans to create a federal rating system that would allow parents and students to easily compare colleges. He said he would urge Congress to pass... View Details

Keywords: Re: William C. Kirby; Education

December 1973 (Revised June 1982)
Case

MRC, Inc. (A)

MRC must place a value on an acquisition prospect and also decide whether a deal makes sense from strategic and organizational perspectives. An updated version of and earlier case by W.E. Fruhan, Jr. and J.H. McArthur. View Details

Keywords: Strategic Planning; Valuation; Acquisition