Publications

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November 2002
Case

Siemens ShareNet: Building a Knowledge Network

By: Alan D. MacCormack, Sven Volpel and Kerry Herman

Describes the development of ShareNet, an innovative knowledge management system used by a division of Siemens. ShareNet attempts to capture the knowledge and experience of Siemen's many dispersed sales and marketing units around the globe, making it available to all.... View Details

Keywords: Cost Management; Investment Return; Revenue; Knowledge Acquisition; Knowledge Management; Sales

July 2002 (Revised December 2002)
Case

Mercer Management Consulting (A)

By: Thomas J. DeLong and Michael Echenberg

Insurance giant Marsh & McLennan acquires management consulting firms Temple, Barker & Sloane (TBS) in 1987 and Strategic Planning Associates (SPA) in 1990 and sets out to merge the two. The merger proceeds slowly and painfully. Following the February 1990 merger,... View Details

Keywords: Mergers and Acquisitions; Business Model; Decision Making; Organizational Culture; Personal Development and Career; Horizontal Integration; Consulting Industry

2002
Chapter

Bridging Knowledge Gaps: Learning in Geographically Dispersed Cross-Functional Development Teams

By: D. Sole and A. Edmondson

Keywords: Knowledge Sharing; Knowledge Acquisition; Learning; Groups and Teams; Geographic Location; Organizational Structure

December 2001
Case

Qwest Communications International Inc.

By: Thomas R. Eisenmann and Christopher Hackett

Describes the evolution of Qwest from a small fiber-optic construction firm in 1996 to a global telecommunications giant in 2001. Focuses on Qwest's pivotal acquisition of "Baby Bell" US West, a regional Bell operating company many times Qwest's size. Discusses the... View Details

Keywords: Mergers and Acquisitions; Asset Pricing; Business History; Knowledge Use and Leverage; Organizational Culture; Partners and Partnerships; Vertical Integration; Telecommunications Industry

September 2000
Background Note

Professional Services Module Five: Serving Clients Effectively

By: Thomas J. DeLong, Ashish Nanda and Scot H. Landry

It is imperative for the internal systems and processes to be connected to the external processes of client management, competitive adaptation, and service delivery. View Details

Keywords: Competency and Skills; Customer Relationship Management; Knowledge Acquisition; Service Delivery; Performance Effectiveness; Adaptation; Competitive Strategy

March 2000
Case

Heartport, Inc.

By: Gary P. Pisano and Shoshana Dobrow

Heartport, an entrepreneurial medical device maker, has introduced several innovative systems for conducting less-invasive cardiac surgery. Despite initially high expectations, the company has struggled to get its technology adopted by cardiac surgeons. The company's... View Details

Keywords: History; Product Positioning; Knowledge Acquisition; Corporate Entrepreneurship; Technology Adoption; Health Care and Treatment

September 1998 (Revised May 2011)
Background Note

Note on Private Equity Information Sources

By: Josh Lerner and Ann Leamon

Provides an overview of key information sources about venture capital and private equity. View Details

Keywords: Venture Capital; Private Equity; Investment; Knowledge Acquisition

1998
Chapter

Changing Formal and Informal Structure to Enhance Organizational Knowledge

By: T. Thompson and Kathleen L. Valley

Keywords: Organizational Change and Adaptation; Organizational Structure; Knowledge Acquisition

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February 1998
Teaching Note

Aladdin Knowledge Systems TN

By: Das Narayandas

Teaching Note for (9-598-018). View Details

Keywords: Mergers and Acquisitions; Competition; Marketing; Sales; Distribution; Safety; Globalization; Integration; Information Technology Industry; Europe; United States

August–September 1997
Article

Mining Knowledge Assets for Innovation

By: D. A. Leonard

Keywords: Knowledge Acquisition; Innovation and Invention

July 1997 (Revised February 1998)
Case

Aladdin Knowledge Systems

By: John A. Quelch

The founder, president, and CEO of a leading software security company has just announced the $5.1 million cash acquisition of a key competitor. As a result, his company becomes the market share leader in Europe and number two in the United States. But now, he and the... View Details

Keywords: Distribution; Marketing; Applications and Software; Globalization; Acquisition; Sales; Information Technology Industry; United States; Europe

November 1995 (Revised October 1996)
Background Note

Expectations and Stereotypes: How Do They Affect the Deal?

By: Kathleen L. McGinn

Designed to provide students with a basic insight into recognizing the productive and destructive aspects of expectations and stereotypes, and their consequent effects on negotiation. View Details

Keywords: Knowledge Acquisition; Management; Negotiation Deal; Performance Expectations; Prejudice and Bias

1995
Chapter

Discovering the Unknowable, Managing the Unmanageable

By: T. M. Amabile

Keywords: Knowledge Acquisition; Management

1993
Chapter

Marketing Practice: Source of Problems and Insights for Advancing Marketing Knowledge

By: S. A. Greyser

Keywords: Marketing; Practice; Knowledge Acquisition; Knowledge Dissemination; Problems and Challenges

1979
Chapter

Research Methods and Data Analysis: The Challenge of Knowing How to Do What About Why

By: T. M. Amabile and W. DeJong

Keywords: Mathematical Methods; Knowledge Acquisition; Knowledge Management; Knowledge Use and Leverage