Publications

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01 Nov 2016
First Look

First Look - November 1, 2016

conversely, the flaunting of a busy life and a dearth of leisure time. In addition, people’s relative interest in buying luxury experiences versus luxury products is increasing. Technology has introduced new business models, such as... View Details

Keywords: Sean Silverthorne

21 Dec 2009
Research & Ideas

Good Banks, Bad Banks, and Government’s Role as Fixer

for bailing out a financial institution. First is to protect the system for processing payments, like checks, because that system is critical to the operation of the U.S. economy. Second is to avoid a situation where the failure of one... View Details

Keywords: by Roger Thompson; Banking; Financial Services

07 Mar 2018
Research & Ideas

Electronic Health Records Were Supposed to Cut Medical Costs. They Haven't.

twice the administrative overhead found in Canada and is significantly higher than most other high-resource countries. Adoption of certified EHR systems was seen as a potential antidote. By digitizing patient records and adding billing workflows around them, the... View Details

Keywords: by Roberta Holland; Health

10 Apr 2008
Working Paper Summaries

Where Does it Go? Spending by the Financially Constrained

Keywords: by Shawn A. Cole, John Thompson & Peter Tufano; Financial Services

March 1999 (Revised November 2001)
Case

Honda-Rover (A): Crafting an Alliance

By: Ashish Nanda, James K. Sebenius and Ron Fortgang

Faced with vexing financial challenges in 1993, British Aerospace (BAe) is determined to shed its loss-making automaker, Rover. It offers to sell its stake in Rover to Honda, Rover's partner since 1979, but Honda is reluctant to raise its stake in Rover. Meanwhile, BMW... View Details

Keywords: Business Exit or Shutdown; Joint Ventures; Alliances; Knowledge Sharing; Strategy; Contracts; Negotiation Process; Change Management; Negotiation Tactics; Cross-Cultural and Cross-Border Issues; Auto Industry; United Kingdom

11 Aug 2011
Lessons from the Classroom

Perfecting the Project Pitch

new venture. Getting other people interested enough to either invest their money or buy the product is the really difficult part, and it's often the spot where even the most experienced executives and entrepreneurs stumble. “An idea isn't... View Details

Keywords: by Dennis Fisher

06 Nov 2013
What Do You Think?

Is Top-Down Resource Allocation on the Rise?

Summing Up Is Business Agility a Product of Top-Down or Bottom-Up Resource Allocation? Respondents to this month's column provided possible explanations for greater reliance on top-down resource allocation processes (RAPs) while reminding... View Details

Keywords: by James Heskett

23 Jun 2008
Research & Ideas

Innovative Ways to Encourage Personal Savings

levers are simple changes in what I call the plumbing, making the process of savings easier. Others involve providing various incentives, be they financial or sociological. The most interesting ideas—indeed the oldest—try to make savings... View Details

Keywords: by Martha Lagace; Financial Services

15 Feb 2011
First Look

First Look: Feb. 15

cycles in turn can arise when a subset of firms adopt the strategy of vertically permeable boundaries. Such firms are vertically integrated in the sense of participating in multiple stages of the value chains, but their internal upstream units also sell into and... View Details

Keywords: Sean Silverthorne

March 2013
Case

An Entrepreneur's New Product Development Journey

By: Elie Ofek

This case tracks the new product development process undertaken by Gauri Nanda, the founder and CEO of Nanda Home, as she ventures to innovate beyond her initial product launches. Having achieved commercial success with her first product Clocky, a roll away alarm clock... View Details

Keywords: Entrepreneurship; Decision Making; Product Development; Manufacturing Industry; Consumer Products Industry

Research Summary

Overview

Navid has worked with different organizations across various industries, from the Federal Reserve to medical device manufacturers, heavy construction equipment sellers, and B2B software providers, to assemble proprietary datasets in studying organizational buying.... View Details

February 1992 (Revised April 1993)
Case

Acid Rain: The Southern Co. (A)

By: Forest L. Reinhardt

The Southern Co., an electric utility, is planning its compliance with the 1990 amendments to the Clean Air Act. The Act established a system of tradeable permits for sulfur dioxide emissions. The company must decide whether to install pollution control equipment and... View Details

Keywords: Energy Generation; Business Strategy; Environmental Sustainability; Cost vs Benefits; Financial Management; Strategic Planning; Investment Return; Government Legislation; Wastes and Waste Processing; Utilities Industry; Energy Industry; United States

17 Apr 2012
First Look

First Look: April 17

creative muse while sleeping. Task reactivation during sleep can actively trigger creativity-related processes during sleep and thereby boost the beneficial effect of sleep on creativity. Read the paper:... View Details

Keywords: Carmen Nobel

March 1985 (Revised November 1988)
Case

Precision Parts, Inc. (A)

By: William A. Sahlman

Contains a description of a decision confronting two entrepreneurs in mid-1981. They are considering purchasing a small manufacturer of precision electromechanical parts. Among the issues in the case are the following: 1) Should Taylor and Grayson buy Precision Parts,... View Details

Keywords: Leveraged Buyouts; Venture Capital; Financing and Loans; Cost vs Benefits; Investment Return; Strategy; Management Practices and Processes; Risk and Uncertainty; Outcome or Result; Manufacturing Industry

July–August 2013
Article

A Joint Model of Usage and Churn in Contractual Settings

By: Eva Ascarza and Bruce G.S. Hardie

As firms become more customer-centric, concepts such as customer equity come to the fore. Any serious attempt to quantify customer equity requires modeling techniques that can provide accurate multiperiod forecasts of customer behavior. Although a number of researchers... View Details

Keywords: Churn; Retention; Contractual Settings; Access Services; Hidden Markov Models; RFM; Latent Variable Models; Customer Value and Value Chain; Consumer Behavior

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Program

Mergers and Acquisitions

your company is private or public, or looking to buy or to sell, you will emerge with new ability to broker powerful deals and create shareholder value. Key Benefits Completing a successful merger or acquisition is a multifaceted project... View Details

Program

Strategic Marketing for Driving Growth

forward-thinking approach. Details Drive integrated, customer-centric marketing strategies Effectively analyze markets, customer needs, and buying behaviors Determine strengths and weaknesses of competitors and substitutes Recognize... View Details

25 Feb 2019
Research & Ideas

How Gender Stereotypes Kill a Woman’s Self-Confidence

What she found, in essence, is that gender stereotypes distort our views of both ourselves and others—and that may be especially troubling for women, since buying into those stereotypes could be creating a bleak self-image that is setting... View Details

Keywords: by Dina Gerdeman

September 2002 (Revised May 2003)
Case

X-IT and Kidde (A)

By: Constance E. Bagley and David Lane

Involves a start-up, X-IT Products LLC, whose founders had designed an innovative, lightweight, and easy-to-use--yet strong--escape ladder. After X-IT had filed a patent application for the ladder in the United States, X-IT was approached by Kidde PLC, one of the... View Details

Keywords: Patents; Negotiation Process; Agreements and Arrangements; Ethics; Lawsuits and Litigation; Business Startups; Consumer Products Industry