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      • April 1999 (Revised August 2000)
      • Case

      Compaq Computer: Focus Groups

      By: David E. Bell and Ann Leamon
      Gives the final report, both results and methodology, of the focus group on Compaq Computer's new consumer notebook. Describes the groups, selection method, and methodology in detail. Should Compaq base its product design on the opinions of 64 people? Must be used with... View Details
      Keywords: Selection and Staffing; Management Analysis, Tools, and Techniques; Product Design; Outcome or Result; Corporate Strategy; Computer Industry
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      Bell, David E., and Ann Leamon. "Compaq Computer: Focus Groups." Harvard Business School Case 599-092, April 1999. (Revised August 2000.)
      • January 1999 (Revised August 1999)
      • Background Note

      Doing Business in Russia: Note on Negotiating in the "Wild East"

      By: James K. Sebenius and Randall A Fine
      Based on an MBA's experience, this anecdotal note explores cross-border negotiations between U.S. executives and Russian counterparts. The first section guides the reader through general aspects of the Russian market. Next follows a characterization of the Russian... View Details
      Keywords: Negotiation Deal; Problems and Challenges; Negotiation Style; Decisions; Cross-Cultural and Cross-Border Issues; Negotiation Participants; Russia; United States
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      Sebenius, James K., and Randall A Fine. Doing Business in Russia: Note on Negotiating in the "Wild East". Harvard Business School Background Note 899-048, January 1999. (Revised August 1999.)
      • December 1998 (Revised January 2001)
      • Case

      Acer, Inc.: Taiwan's Rampaging Dragon

      By: Christopher A. Bartlett and Anthony St. George
      Describes the strategic, organizational, and management changes that led Acer from its 1976 startup to become the world's second-largest computer manufacturer. Outlines the birth of the company, the painful "professionalization" of its management, the plunge into... View Details
      Keywords: Organizational Change and Adaptation; Leadership; Competitive Advantage; Global Strategy; Transformation; Computer Industry; Taiwan
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      Bartlett, Christopher A., and Anthony St. George. "Acer, Inc.: Taiwan's Rampaging Dragon." Harvard Business School Case 399-010, December 1998. (Revised January 2001.)
      • October 1998 (Revised April 2001)
      • Case

      United Way of Massachusetts Bay

      By: David E. Bell and Ann Leamon
      The United Way of Massachusetts Bay held the monopoly on workplace giving for 50 years. In the 1990s it has experienced a dramatic change in the workplace itself and in donor attitudes toward giving and toward the United Way organization. This case investigates the... View Details
      Keywords: Change; Marketing Channels; Marketing Strategy; Monopoly; Relationships; Attitudes; Internet; Massachusetts
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      Bell, David E., and Ann Leamon. "United Way of Massachusetts Bay." Harvard Business School Case 599-042, October 1998. (Revised April 2001.)
      • September 1998 (Revised May 2004)
      • Case

      Becton Dickinson: Ethics and Business Practices (A)

      By: Lynn S. Paine
      Becton Dickinson's Global One-Company Operations Group must decide on the company's global policy on gifts, gratuities, and business entertainment. A central issue is whether the policy should be established centrally and made uniform worldwide or whether it should be... View Details
      Keywords: Policy; Ethics; Law; Organizational Culture; Business Strategy; Philanthropy and Charitable Giving; Global Strategy; Trade; Business or Company Management
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      Paine, Lynn S. "Becton Dickinson: Ethics and Business Practices (A)." Harvard Business School Case 399-055, September 1998. (Revised May 2004.)
      • June 1998
      • Background Note

      The Indian Software Industry

      By: F. Warren McFarlan, Avnish S. Bajaj, Michael V. Kadyan, Devtosh K Khare and Suvir S Sujan
      The increasing focus in the Western World on outsourcing has fueled the growth of the Indian software export industry. This note gives background on this phenomenen. View Details
      Keywords: Job Cuts and Outsourcing; Growth and Development; India
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      McFarlan, F. Warren, Avnish S. Bajaj, Michael V. Kadyan, Devtosh K Khare, and Suvir S Sujan. "The Indian Software Industry." Harvard Business School Background Note 398-164, June 1998.
      • March 1998 (Revised August 1998)
      • Case

      Pepsi Blue

      By: John A. Quelch
      Executives at Pepsico are considering a possible redesign of the Pepsi carbonated beverage packages worldwide to give the brand a modern, up-to-date image and "ownership" of the color blue against Coca-Cola's "ownership" of the color red. View Details
      Keywords: Competition; Advertising; Brands and Branding; Food and Beverage Industry; United States
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      Quelch, John A. "Pepsi Blue." Harvard Business School Case 598-097, March 1998. (Revised August 1998.)
      • January 1998 (Revised January 1999)
      • Background Note

      A Note on Valuation in Entrepreneurial Ventures

      By: Paul A. Gompers
      Discusses various valuation methodologies for analyzing entrepreneurial firms. Gives a description of the methodologies and describes when each method is appropriate. View Details
      Keywords: Valuation; Business Ventures; Entrepreneurship
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      Gompers, Paul A. "A Note on Valuation in Entrepreneurial Ventures." Harvard Business School Background Note 298-082, January 1998. (Revised January 1999.)
      • December 1997
      • Case

      Making the Grade (A)

      By: Robert L. Simons
      Focuses on the dilemma of a young professor at a graduate school of business. He must decide what final grade to give a student who has worked extremely hard, but he is constrained by the school's "forced curve" grading policy. Designed to explore the multiple purposes... View Details
      Keywords: Design; Management Systems; Performance Evaluation; Motivation and Incentives; Education Industry
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      Simons, Robert L. "Making the Grade (A)." Harvard Business School Case 198-083, December 1997.
      • November 1997 (Revised October 2001)
      • Background Note

      A Note on Government Sources of Financing for Small Businesses

      By: Paul A. Gompers and Catherine M. Conneely
      Discusses issues related to government sources of financing for small business in the United States. In addition to presenting motivations for government financing programs, the note gives a detailed presentation of major federal programs to assist small business. View Details
      Keywords: Corporate Finance; Business and Government Relations
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      Gompers, Paul A., and Catherine M. Conneely. "A Note on Government Sources of Financing for Small Businesses." Harvard Business School Background Note 298-015, November 1997. (Revised October 2001.)
      • June 1997 (Revised May 1998)
      • Case

      Mobil USM&R (A1)

      By: Robert S. Kaplan
      First of a two-part case on the development and use of a Balanced Scorecard (BSC) at Mobil's US Marketing and Refining Division. Split from the original (A) case to give students an opportunity to suggest objectives and measures for the division's initial BSC, without... View Details
      Keywords: Balanced Scorecard; Measurement and Metrics; Restructuring; Corporate Strategy; Organizational Change and Adaptation; Growth and Development Strategy; Management Teams; Marketing Strategy; Motivation and Incentives; Mining Industry; Energy Industry; United States
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      Kaplan, Robert S. "Mobil USM&R (A1)." Harvard Business School Case 197-120, June 1997. (Revised May 1998.)
      • March 1997
      • Article

      Transactions Costs and Capital Structure Choice: Evidence from Financially Distressed Firms

      By: S. C. Gilson
      This study provides evidence that transactions costs discourage debt reductions by financially distressed firms when they restructure their debt out of court. As a result, these firms remain highly leveraged and one-in-three subsequently experience financial distress.... View Details
      Keywords: Cost; Capital Structure; Decision Choices and Conditions; Information; Finance; Business Ventures
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      Gilson, S. C. "Transactions Costs and Capital Structure Choice: Evidence from Financially Distressed Firms." Journal of Finance 52, no. 1 (March 1997): 161–196. (Abstracted in Contemporary Finance Digest 1 (autumn 1997))
      • December 1995
      • Case

      Transformation of Pratt & Whitney North Haven (E)

      By: H. Kent Bowen, Linda A. Hill, Andrew P. Burtis, Sylvie Ryckebusch and John Schiavone
      Gives the conclusion of the (C) and (D) cases. View Details
      Keywords: Connecticut
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      Bowen, H. Kent, Linda A. Hill, Andrew P. Burtis, Sylvie Ryckebusch, and John Schiavone. "Transformation of Pratt & Whitney North Haven (E)." Harvard Business School Case 696-070, December 1995.
      • October 1995 (Revised January 2002)
      • Background Note

      Managing Performance

      By: John J. Gabarro and Linda A. Hill
      Encourages managers to think critically about how to prepare for and give a performance appraisal interview. Presents frameworks for evaluating subordinates' work and suggestions for coaching them. View Details
      Keywords: Performance Evaluation; Framework
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      Gabarro, John J., and Linda A. Hill. "Managing Performance." Harvard Business School Background Note 496-022, October 1995. (Revised January 2002.)
      • August 1995 (Revised December 2006)
      • Case

      Stonehaven, Inc.

      By: H. Kent Bowen and Ramchandran Jaikumar
      Stonehaven is a disguised version of a shoe factory located in Central Europe that must respond quickly to mix and volume changes for the U.S.-based company. Shoemaking involves several distinctly different processes, which must be designed and managed in a way to give... View Details
      Keywords: Operations; Business Processes; Performance Capacity; Change Management; Design; Consumer Products Industry; Europe; United States
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      Bowen, H. Kent, and Ramchandran Jaikumar. "Stonehaven, Inc." Harvard Business School Case 696-048, August 1995. (Revised December 2006.)
      • July – August 1985
      • Article

      How Information Gives You Competitive Advantage

      By: Michael E. Porter and Victor A. Millar
      The information revolution is sweeping through our economy. No company can escape its effects. Dramatic reductions in the cost of obtaining, processing, and transmitting information are changing the way we do business. View Details
      Keywords: Information; Competitive Advantage
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      Porter, Michael E., and Victor A. Millar. "How Information Gives You Competitive Advantage." Harvard Business Review 63, no. 4 (July–August 1985): 149–160.
      • June 1994
      • Background Note

      Scope and Challenge of Business-to-Business Marketing

      By: V. Kasturi Rangan
      Identifies six key linkages that distinguish business-to-business marketing; three with respect to the external environment (i.e., derived demand, complex buying process, and concentrated customer base) and three with respect to the internal organization (emphasis on... View Details
      Keywords: Marketing; Customers; Demand and Consumers; Organizational Structure; Order Taking and Fulfillment; Technology
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      Rangan, V. Kasturi. "Scope and Challenge of Business-to-Business Marketing." Harvard Business School Background Note 594-125, June 1994.
      • May 1994 (Revised August 1994)
      • Case

      Motorola-Elma

      By: Shoshana Zuboff and Janis Lee Gogan
      Motorola's old automative electronics plant in Arcade, outside Buffalo, New York, faced the prospect of closure in the mid-1980s, but leading customers persuaded Motorola to give the plant a second chance. The new plant manager, Dennis Fiehn, recognized that existing... View Details
      Keywords: Factories, Labs, and Plants; Business Exit or Shutdown; Customers; Leading Change; Management Analysis, Tools, and Techniques; Organizational Structure; Competitive Strategy; Expansion; Telecommunications Industry; New York (state, US)
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      Zuboff, Shoshana, and Janis Lee Gogan. "Motorola-Elma." Harvard Business School Case 494-136, May 1994. (Revised August 1994.)
      • March 1994 (Revised December 1995)
      • Case

      McArthur/Glen Realty Corp.

      By: William J. Poorvu and John H. Vogel Jr.
      Jonathan Potter is considering an investment in the newly formed McArthur/Glen Real Estate Investment Trust. The case gives some background on real estate investment trusts and their history. Also discusses manufacturers' outlet shopping centers, the type of real... View Details
      Keywords: Investment; Real Estate Industry
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      Poorvu, William J., and John H. Vogel Jr. "McArthur/Glen Realty Corp." Harvard Business School Case 394-166, March 1994. (Revised December 1995.)
      • November 1993 (Revised April 1995)
      • Background Note

      Orientation to the Subarctic Survival Situation

      By: Linda A. Hill
      An orientation to the "Subarctic Survival Situation" (designed by and available from Human Synergistics, Inc., Plymouth, MI, tel. 313-459-1030), an experiental exercise that gives students an opportunity to learn about their personal influence style and their... View Details
      Keywords: Leadership Style; Performance Effectiveness; Performance Evaluation; Decisions; Power and Influence; Groups and Teams; Decision Choices and Conditions
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      Hill, Linda A. "Orientation to the Subarctic Survival Situation." Harvard Business School Background Note 494-073, November 1993. (Revised April 1995.)
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