Publications

November 2011 (Revised February 2012)
Supplement

Foxconn Technology Group (B)

By: Robert G. Eccles, George Serafeim and Beiting Cheng

The (B) case presents Foxconn’s plan to replace manual labor with robots and move some of its employees to more interesting and sophisticated jobs. View Details

Keywords: Multinational; Labor Market; Electronic Manufacturing Services; Health ＆ Wellness; Robots; Automation; Social Responsibility; Employee Relationship Management; Safety; Corporate Social Responsibility and Impact; Technology Industry; China

December 1999 (Revised November 2003)
Background Note

Pricing: A Value-Based Approach

By: Robert J. Dolan

Presents a framework for determining prices for products and services in concert with the value provided to customers. Discusses methodologies for estimating customer value. View Details

Keywords: Price; Customers

11 Feb 2021
Video

Race in the Classroom and Beyond: Courtney McCluney

2018
Flash Talks

Exploring the Leadership Aspirations and Learning Experiences of Diverse Women Progressing Toward Top Leadership

2019
Presentation

On Power, Ambiguity, and Mentoring in the Workplace

2019
Presentation

Shar Matin (C)

By: David A. Thomas and Elisa Farri

The head of the subsidiary of a US company faced the decision to present an aggressive growth plan despite his CFO's lack of support. View Details

Keywords: Business Subsidiaries; Decisions; Growth and Development Strategy; Planning

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October 2000 (Revised August 2001)
Case

Avon Products (B)

By: Lynn S. Paine and Greg Rogers

Presents the results of the decision taken in the (A) case. Describes the subsequent challenges faced by Avon Products in promulgating its globalization worldwide. View Details

Keywords: Organizational Culture; Gender; Cross-Cultural and Cross-Border Issues; Beauty and Cosmetics Industry

July 1982
Supplement

General Electric: Strategic Planning, Corporate Goals, and the Job of the Chief Executive, Video

By: Richard G. Hamermesh and Francis Aguilar

Introduces Reginald Jones, former CEO of General Electric. Presents a question and answer session with Jones and Advanced Management Program participants. View Details

Keywords: Managerial Roles; Corporate Strategy; Strategic Planning; Goals and Objectives

2014
Other Teaching and Training Material

Marketing Reading: Brand Positioning

By: Jill Avery and Sunil Gupta

This Reading addresses the principles of brand positioning and demonstrates how companies can strategically craft powerful, resonant, and unique brand positions to help products stand out amidst the cacophony of the marketplace. Strategic brand positioning provides... View Details

Keywords: Brand Positioning; Branding; Consumer Research; Defensive Strategies; Market Positioning; Marketing; Product Differentiation; Product Positioning; Strategic Positioning; Value Proposition; Customer Relationship Management; Organizational Structure; Customer Satisfaction; Brands and Branding

April 1997
Background Note

Note on Value Drivers

By: Benjamin C. Esty

Presents a framework for analyzing strategic decisions. Takes as given the practice of value-based management whereby managers use value as a primary criterion when making financial, strategic, or investment decisions. Through a simple valuation model, it shows how... View Details

Keywords: Decisions; Equity; Financial Strategy; Investment; Profit; Framework; Growth Management; Value Creation

John Beshears is the Albert J. Weatherhead Jr. Professor of Business Administration in the Negotiation, Organizations & Markets Unit, teaching the second-year MBA course "Negotiation." He is also a research associate at the National Bureau of Economic Research.... View Details

December 2012
Article

How Much Is Sweat Equity Worth?

By: Christopher Marquis and Joshua D. Margolis

The article presents a case study of a business decision related to the valuing of sweat equity in a start-up business. One man starts a premium vodka business, bringing in his cousin at an early stage, but with no initial discussion of the eventual split of equity or... View Details

Keywords: Valuation; Ownership Stake; Business Startups

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Read Now

July 2012
Case

Performance Management at Vitality Health Enterprises, Inc.

By: John Bingham and Michael Beer

Vitality Health Enterprises, a medium-sized firm that manufactures health and personal care products, has experienced six straight quarters of strong revenue growth. James Hoffman, the new Senior Vice President of Human Resources, fears that the chain of success is... View Details

Keywords: Performance Evaluation; Motivation and Incentives; Compensation and Benefits; Talent and Talent Management; Health Industry; Consumer Products Industry; Manufacturing Industry; United States

04 Feb 2019
Blog Post

Presenting…an Alternative to Company Presentations: Evercore Grabs Attention with Interactive Events

When it’s on-campus recruiting time, employers feel compelled to create presentations to talk about their mission and purpose. To talk about challenges and opportunities. To talk about functions and roles. For Joanna Walker, Evercore’s... View Details

October 1999
Case

Royal Dutch/Shell in Transition (B)

By: Lynn S. Paine

This case describes the decisions made by Shell in response to the situation presented in the (A) case. View Details

Keywords: Governance; Corporate Accountability; Organizational Change and Adaptation; Corporate Social Responsibility and Impact; Social Issues; Public Opinion; Moral Sensibility; Values and Beliefs; Transformation; Energy Industry

February 1985
Background Note

Note on How to Approach POM Cases

Presents a general approach to diagnosing and solving problems in management, especially in production situations with ambiguous problems. View Details

Keywords: Strategy; Production; Crisis Management