Publications

05 Mar 2013
First Look

First Look: March 5

PublicationsHow to Identify the Best Customers for Your Business Authors:Cespedes, Frank V., James P. Dougherty, and Ben S. Skinner III Publication:MIT Sloan Management Review Abstract How can businesses achieve profitable growth so... View Details

Keywords: Sean Silverthorne

January 2022
Case

Tomorrow.io Goes to Space

By: Joshua Lev Krieger, Abhishek Nagaraj and James Barnett

This case study explores the evolution of Tomorrow.io, a weather forecasting technology company, as it pivoted toward building and launching space-based weather radar satellites. This strategic shift was driven by the company's ambition to overcome data limitations in... View Details

Keywords: Communication; Competency and Skills; Engineering; Globalization; Innovation and Invention; Performance; Information Technology; Aerospace Industry

May 2000 (Revised August 2001)
Case

Telecom Italia Takeover (A)

By: Michael D. Watkins, James K. Sebenius and Ann Leamon

After two months at the helm of Telecom Italia, Franco Bernabe is confronted by a hostile takeover bid from a much smaller rival. He has a few days in which to maneuver. The case describes the background of Italian telecoms and of the bid itself. Also presents the... View Details

Keywords: Negotiation Process; Mergers and Acquisitions; Leadership Style; Telecommunications Industry; Italy

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July 9, 2014
Article

A Great Negotiator's Essential Advice

By: James K. Sebenius

The Program on Negotiation (PON), an active Harvard-MIT-Tufts consortium, honored View Details

Keywords: Negotiation Process; Negotiation Tactics; Personal Development and Career; Negotiation Style; Singapore

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2010 - 2010
Conference Presentation

Teams at the Top: Revisiting the Structure and Effects of Strategic Work in Top Management

By: James R. Dillon

This paper examines the usage and effects of small work groups by top management in the course of guiding an organization's strategy process. Reviewing evidence from research literatures on strategy process, strategic leadership, and small groups, I propose that a... View Details

Keywords: Management Teams; Strategy; Leadership; Practice; Management Analysis, Tools, and Techniques

2023
Working Paper

Leadership and the Value of Persistence

By: James J. Anton, Alan Jaske and Dennis Yao

Consider a leader’s decision whether to persist with an unsuccessful R&D project or to terminate the project in favor of a new project with an uncertain value. How does that decision affect the effort exerted by the manager assigned to the project? To study this... View Details

Keywords: Persistence; Project Evaluation; R＆D Project Management; Projects; Decision Choices and Conditions; Leadership

March 2009 (Revised April 2009)
Case

AFSCME vs. Mozilo...and "Say on Pay" for All! (A) (Abridged)

By: Fabrizio Ferri and James Weber

Richard Ferlauto, director of pensions and benefits policy at the AFSCME, the largest public sector workers union in the U.S., was responsible for protecting the pensions of its members. Because pensions were invested for decades, Ferlauto wanted the companies in which... View Details

Keywords: Voting; Investment; Investment Activism; Corporate Governance; Governing Rules, Regulations, and Reforms; Governing and Advisory Boards; Executive Compensation; Ownership Stake; Business and Shareholder Relations; United States

30 Sep 2014
First Look

First Look: September 30

supply chain factories' adherence to the global labor standards embodied in codes of conduct imposed by multinational buyers. We find that suppliers are more likely to adhere when they are embedded in states that participate actively in... View Details

Keywords: Sean Silverthorne

01 Nov 2011
First Look

First Look: Nov. 1

C. Fritz Foley, and James R. Hines Jr. Publication:National Tax Journal (forthcoming) Abstract Deferral of U.S. taxes on foreign source income is commonly characterized as a subsidy to foreign investment, as reflected in its inclusion... View Details

Keywords: Sean Silverthorne

October 1998 (Revised November 1998)
Case

Newman's Own, Inc.

By: James E. Austin

Describes the creation and evolution of this food marketing corporation. All its after-tax profits are donated to charity by Paul Newman, the distinguished actor and social entrepreneur. The company has grown into a $100 million enterprise and donated cumulatively $89... View Details

Keywords: Social Entrepreneurship; Food; Organizations; Corporate Social Responsibility and Impact; Problems and Challenges; Competitive Advantage; Food and Beverage Industry

spring 1987
Article

Second-Sourcing and the Experience Curve: Price Competition in Defense Procurement

By: James J. Anton and Dennis A. Yao

We examine a dynamic model of price competition in defense procurement that incorporates the experience curve, asymmetric cost information, and the availability of a higher cost alternative system. We model acquisition as a two-stage process in which initial production... View Details

Keywords: Acquisition; Government and Politics; Price; Competition; Mathematical Methods

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January 2023
Case

The Ford Motor Company Green Bond

By: Vikram S Gandhi and James Barnett

In November 2021, Ford Motor Company offered a $2.5 billion green bond to finance investments in electrification. Issuance of green bonds significantly increased into the 2020s, and to date, the Ford Motor Company green bond was the largest such bond offered by a... View Details

Keywords: Finance; Bonds; Green Technology; Financial Services Industry; Auto Industry; United States

September 1997 (Revised May 1999)
Case

Automated Intelligence Corporation

By: James K. Sebenius and David T. Kotchen

Precision Controls is a Minnesota-based manufacturer of electronic control devices. To enhance its product line, Precision would like to establish an artificial intelligence research group, either through internal development or, preferably, by merging with or... View Details

Keywords: Information Technology; Valuation; Research and Development; Stock Shares; Negotiation Process; Negotiation Tactics; Mergers and Acquisitions; Manufacturing Industry; Electronics Industry; Minnesota

18 Jun 2013
First Look

First Look: June 18

Second, pay disparity between managers located in different states decreases relative to that of co-located managers. Third, division productivity falls in dispersed firms, with the effect driven by managers at the low end of the wage... View Details

Keywords: Anna Secino

03 Jul 2012
First Look

First Look: July 3

Understanding Variation across Local Communities Authors:Christian Seelos, Johanna Mair, Julie Battilana, and M. Tina Dacin Publication:In Communities and Organizations. Vol. 33, edited by Christopher Marquis, Michael Lounsbury, and... View Details

Keywords: Sean Silverthorne

13 Feb 2018
First Look

New Research and Ideas, February 13, 2018

2018 Pearson Education Horngren's Cost Accounting: A Managerial Emphasis By: Datar, Srikant M., and Madhav Rajan Abstract—Horngren’s Cost Accounting defines the cost accounting market and continues to innovate today by consistently... View Details

Keywords: Sean Silverthorne

January 2023
Exercise

Identify the Health Care Venture

By: Regina E. Herzlinger and James Wallace

This case enables rapid learning of the key financial characteristics of many types of health care organizations and to diagnose their financial status. It is a surprisingly fun exercise (see the Teaching Note) accomplished by organizing groups of students that compete... View Details

Keywords: Health Care; Health Care Spending; Health Care Financing; Health Care Industry; Health Care Operations; Health Care Delivery; Health Care and Treatment; Financial Condition; Health Industry

2020
Working Paper

Automation and the Plight of Young Workers: Evidence from the Automation of Telephone Operation in the Early 20th Century

By: Daniel P. Gross and James J. Feigenbaum

Telephone operation was one of the most common jobs for young American women in the early 1900s. Between 1920 and 1940, AT&T adopted dial service in over half of U.S. telephone exchanges, automating away a legion of operators. We show that upon a city's adoption of... View Details

Keywords: Employment; Labor; Gender; Technology Adoption; History; Telecommunications Industry; United States

February 2010 (Revised January 2014)
Case

Tennant Company

By: Toby E. Stuart, Lynda M. Applegate and James Weber

Tennant, a leading producer of floor cleaning equipment, must determine how to create, finance, structure, staff, govern, measure, and manage a new venture for developing a fundamentally new product line. In 2005, Tennant Company had developed an innovative,... View Details

Keywords: Business Startups; Change Management; Corporate Entrepreneurship; Disruptive Innovation; Product Development; Organizational Design; Organizational Structure; Research and Development