Publications

July 2007 (Revised September 2009)
Supplement

CEMEX (B): Cementing Relationships (2004-2007)

By: Rosabeth M. Kanter, Pamela Yatsko and Ryan Raffaelli

Keywords: Relationships

1993
Chapter

Customer Relationships in the 1990s

By: D. B. Crane

Keywords: Customer Focus and Relationships

Consumers have always had relationships with brands, but sophisticated tools for analyzing customer data are finally allowing marketing organizations to personalize and manage those relationships. With this new power comes a new challenge: People now expect companies... View Details

May–June 1972
Article

Ironing Out the New Relationships

By: Louis T Wells Jr and J. M. Stopford

Keywords: Relationships

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September 1996 (Revised March 1999)
Background Note

Sustaining Superior Profits: Customer and Supplier Relationships

Explains relationships between asset specificity, holdup, and vertical integration. In particular, it emphasizes solutions to the holdup problem through vertical integration and contracting. View Details

Keywords: Competition; Vertical Integration

Article

Valuing the Cause Marketing Relationship

By: John T. Gourville and V. Kasturi Rangan

Keywords: Marketing; Relationships; Value

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October 1975 (Revised June 1983)
Background Note

Understanding Communications in One-To-One Relationships

By: John J. Gabarro

Introduces the concepts of assumptions, perceptions and feelings, and applies these concepts to the problem of understanding the behavior that takes place between people in relationships. The note discusses a particular interaction that takes place between two men in a... View Details

Keywords: Interpersonal Communication; Emotions; Behavior; Attitudes; Perspective; Relationships

20 Jun 2017
News

Bank Relationships and Index Rules

28 Feb 2023
News

The Board Chair-Executive Director Relationship

October 2009
Supplement

Don Soderquist: Negotiating the Wal-Mart-P&G Relationship (B)

By: James K. Sebenius and Ellen Knebel

This case follows the A case and describes the negotiations and strategic choices of Don Soderquist, who as Chief Operating Officer of Wal-Mart, helped to forge a major partnership with P&G in the 1980s and 1990s. The case chronicles the challenging barriers to success... View Details

Keywords: Negotiation Style; Partners and Partnerships; Leadership; Value Creation; Problems and Challenges; Distribution Channels; Distribution Industry

To explore how companies enforce management control systems, we examine whether social relationships influence the severity and consistency of punishments for main perpetrators of corporate economic crimes. We find wide variation in rates of dismissal and... View Details

1987
Chapter

The Development of Working Relationships

By: John J. Gabarro

Keywords: Working Conditions; Relationships

Our recent work investigates dealers' trading behavior and pricing strategy in the corporate bond market to shed new light on the role of the network of existing relationships among dealers in shaping the transmission of risk and influencing market liquidity. We show... View Details

March 1985
Background Note

MNCs and Host Country Relationships

By: Christopher A. Bartlett

Keywords: Multinational Firms and Management

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February 2008 (Revised December 2011)
Case

Weber Shandwick: The Client Relationship Leader Program

By: Robert G. Eccles and Kerry Herman

In 2002 Weber Shandwick, a leading global public relations agency, instituted a Client Relationship Leader (CRL) Program for its top 32 global accounts. The purpose of the program is to ensure that all of the firm's resources across geographies, practice areas, and... View Details

Keywords: Blogs; Competency and Skills; Customer Relationship Management; Organizational Change and Adaptation; Organizational Design; Social and Collaborative Networks; Competitive Advantage; Public Relations Industry

25 Jan 2018
Cold Call Podcast

One Love: Managing a Movement Against Relationship Violence

Keywords: Re: Thomas J. DeLong

March 2003
Background Note

Monitoring the Health of Customer Relationships

By: Das Narayandas

Discusses the role of satisfaction and loyalty measurement in monitoring the health of customer relationships. View Details

Keywords: Customer Relationship Management; Customer Satisfaction; Demand and Consumers; Measurement and Metrics; Business and Stakeholder Relations