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  • Research Summary

Design Driven Innovation

By: Roberto Verganti

Firms, managers and scholars have often balanced between two approaches to innovation: user centered (where incremental innovation is pulled by the market) and technology push (where innovation comes from breakthrough development in technologies). However there is a... View Details

  • November 10, 2022
  • Article

5 Ways Startups Can Prepare for a Recession

By: Lou Shipley
Startups face unique challenges during economic downturns. They typically aren’t yet profitable and so are reliant on outside funding—and therefore are especially exposed when macroeconomic conditions change. To make it through a recession, startup CEOs should hit the... View Details
Keywords: Entrepreneurship; Organizational Culture; Sales; Customer Focus and Relationships; Decisions; Inflation and Deflation; Financial Crisis; Employee Relationship Management; Business Startups; Credit
Related
  • June 2001 (Revised May 2002)
  • Case

Spir-It, Inc. (B): Managing People

When Jack Sindler founded Spir-it, Inc. in 1934, he was the company's sole employee. By 1999, Sindler's firm more than survived its first 55 years. Employment was up to nearly 200, with facilities in two states and work done in three shifts. The product line--which had... View Details
Keywords: Growth Management; Production; Business Growth and Maturation; Interpersonal Communication; Logistics; Human Resources; Diversity Characteristics; Manufacturing Industry
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    The De Beers Group: Exploring the Diamond Reselling Opportunity

    In September 2014, Tom Montgomery (SVP of Strategic Initiatives at the De Beers Group) and his team launched a pilot program in the United States to explore the opportunity to sell pre-owned (recycled) diamonds--current sales were estimated to be approximately $1... View Details

    • 2011
    • Working Paper

    From Single Deals to Negotiation Campaigns

    By: David A Lax and James K. Sebenius
    Negotiation scholars typically take the individual deal, or a few linked deals, as the unit of analysis. While analyzing one deal requires a familiar conceptual framework, doing the same for a broader "negotiation campaign" calls for a different focus and set of... View Details
    Keywords: Negotiation Deal; Framework; Business Subsidiaries; Agreements and Arrangements; Mergers and Acquisitions; Information Management; Finance; Business and Shareholder Relations; Corporate Governance; Business and Government Relations; Governing Rules, Regulations, and Reforms; Cross-Cultural and Cross-Border Issues
    Related
    • October 2024
    • Teaching Plan

    Teamworks: Tackling a Forecasting Fumble

    By: Lou Shipley and Stacy Straaberg
    In late March 2018, Teamworks CEO Zach Maurides learned Q1 2018 sales were at risk for a large forecasting miss. Founded in 2004, Teamworks’s software application assisted support staff in messaging, scheduling, and sharing documents with collegiate and professional... View Details
    Keywords: Acquisition; Business Growth and Maturation; Communication Strategy; Decisions; Forecasting and Prediction; Business Cycles; Technological Innovation; Sports; Growth and Development Strategy; Resource Allocation; Marketing; Sales; Business Strategy; Expansion; Sports Industry; Technology Industry; United States; North Carolina
    Related
    • 03 Mar 2008
    • Research & Ideas

    Marketing Your Way Through a Recession

    furnishings and home entertainment will hold up well, as uncertainty prompts us to stay at home but also stay connected with family and friends. Now may be the time to drop your weaker distributors and upgrade your sales force. 3.... View Details
    Keywords: by John Quelch
    • March 2024
    • Supplement

    Teamworks: Tackling a Forecasting Fumble (B)

    By: N. Louis Shipley, Stacy Straaberg and Tom Quinn
    In late March 2018, Teamworks CEO Zach Maurides learned Q1 2018 sales were at risk for a large forecasting miss. Founded in 2004, Teamworks’s software application assisted support staff in messaging, scheduling, and sharing documents with collegiate and professional... View Details
    Keywords: Acquisition; Business Growth and Maturation; Communication Strategy; Decisions; Forecasting and Prediction; Business Cycles; Technological Innovation; Sports; Growth and Development Strategy; Resource Allocation; Marketing; Sales; Business Strategy; Expansion; Valuation; Sports Industry; Technology Industry; United States; North Carolina
    Related
    • 24 May 2013
    • Working Paper Summaries

    Improving Store Liquidation

    Keywords: by Nathan Craig & Ananth Raman; Retail
    • March 2024
    • Case

    Teamworks: Tackling a Forecasting Fumble (A)

    By: N. Louis Shipley and Stacy Straaberg
    In late March 2018, Teamworks CEO Zach Maurides learned Q1 2018 sales were at risk for a large forecasting miss. Founded in 2004, Teamworks’s software application assisted support staff in messaging, scheduling, and sharing documents with collegiate and professional... View Details
    Keywords: Acquisition; Business Growth and Maturation; Communication Strategy; Decisions; Forecasting and Prediction; Business Cycles; Technological Innovation; Sports; Growth and Development Strategy; Resource Allocation; Marketing; Sales; Business Strategy; Expansion; Sports Industry; Technology Industry; United States; North Carolina
    Related
    • 19 Sep 2017
    • First Look

    First Look at New Research and Ideas, September 19

    increased by 0.75 percentage points, increasing sales dispersion. Calibrating conventional inventory-ordering models, we show that to respond optimally to the observed increase in dispersion, the retailer would need to increase its View Details
    Keywords: Sean Silverthorne
    • 20 Aug 2024
    • Cold Call Podcast

    Angel City Football Club: A New Business Model for Women’s Sports

    Keywords: Re: Jeffrey F. Rayport; Sports; Entertainment & Recreation
    • 20 Aug 2024
    • Interview

    Angel City Football Club: A New Business Model for Women’s Sports

    By: Jeffrey F. Rayport, Brian Kenny and Nicole Tempest Keller
    Angel City Football Club (ACFC) was founded in 2020 by venture capitalist Kara Nortman, entrepreneur Julie Uhrman, and actor and activist Natalie Portman. As outsiders to professional sports, the all-female founding team had rewritten the playbook for how to build a... View Details
    Keywords: Brands and Branding; Gender; Franchise Ownership; Business Model; Sports Industry
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    • Program

    Creating Brand Value

    brand and expand your personal and professional network Extend your network by living and working with executives from various backgrounds and countries across the globe Build relationships with a diverse group of peers who can provide... View Details
    • March 2005 (Revised August 2019)
    • Case

    Cisco Systems: Managing the Go-to-Market Evolution

    By: V. Kasturi Rangan
    With the collapse of the dot-com market and related shrinkage in the high-tech industry, Cisco took a dip in its sales and profits in 2001. Coming back from the recession, Cisco had to manage and evolve its go-to-market strategy and design in keeping with its new... View Details
    Keywords: Change Management; Design; Business Cycles; Growth and Development Strategy; Marketing Channels; Marketing Strategy; Market Entry and Exit; Business Strategy
    Related
    • Program

    Strategic Marketing for Driving Growth

    new DTC (direct-to-consumer) entrants Expand your personal and professional network Extend your network by connecting and working with accomplished executives from various backgrounds, industries, and countries across the globe Build... View Details
    • 06 Jan 2014
    • Working Paper Summaries

    Mechanisms of Technology Re-Emergence and Identity Change in a Mature Field: Swiss Watchmaking, 1970-2008

    Keywords: by Ryan Raffaelli; Consumer Products; Apparel & Accessories; Fashion
    • Program

    The Business of Entertainment, Media, and Sports

    sale of creative goods and services Balance risks and rewards to manage multiple new releases simultaneously Execute strategic marketing decisions that take into account different industry players' roles Make better investments in talent... View Details
    Keywords: Media & Entertainment; Media & Entertainment
    • Program

    Behavioral Economics—Virtual

    value for your customers Improve decision-making and performance across your organization Enhance organizational performance by using "choice architecture" to alter the context in which employees make decisions Facilitate rapid cycles of... View Details
    • 13 May 2014
    • First Look

    First Look: May 13

    "freemium" business model, which is used by some Internet businesses and smartphone application developers to give users free basic features of a digital product and access to premium functionality for a subscription fee. The discussion topics include the... View Details
    Keywords: Sean Silverthorne