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26 Feb 2019
First Look

New Research and Ideas, February 26, 2019

forthcoming Management Science Frenemies in Platform Markets: Heterogeneous Profit Foci as Drivers of Compatibility Decisions By: Adner, Ron, Jianqing Chen, and Feng Zhu Abstract— We study compatibility... View Details

Keywords: Dina Gerdeman

01 Apr 2001
News

The Small Business Difference: How Smaller Companies Manage with Less

Management Déjà Vu,” by asking his audience about their concerns, as owners and operators of small businesses. A number of issues were voiced: sales and marketing; cash flow;... View Details

Keywords: Garry Emmons; Business Schools & Computer & Management Training; Business Schools & Computer & Management Training

Program

Aligning Strategy and Sales

strategy and sales activities and discover how to synchronize your strategic priorities, go-to-market initiatives, and sales team to boost revenue View Details

December 2007
Background Note

Tools and Tactics for Transformation: Three "Whats" and Three "Hows"

By: James K. Sebenius and Stephen Friedman

Important transformation at Goldman Sachs, where one of the authors was Chairman, required analysis, political leadership, and management in order to fundamentally shift the strategy, people, and culture on a sustainable basis. After describing the actions needed to... View Details

Keywords: Negotiation Tactics; Business Strategy; Organizational Culture; Transition; Strategic Planning; Core Relationships; Multinational Firms and Management; Leadership Style; Organizational Change and Adaptation; Private Equity

March 2009 (Revised November 2009)
Case

WL Ross and Plascar

By: C. Fritz Foley and Linnea Meyer

How can distressed investors take advantage of the procedures governing an international bankruptcy? Wilbur L. Ross, chairman and CEO of the private equity firm WL Ross & Co., LLC, has the opportunity to bid for debt and equity claims on Plascar Industria e Comercio... View Details

Keywords: Borrowing and Debt; Private Equity; Insolvency and Bankruptcy; Investment; Cross-Cultural and Cross-Border Issues; Globalized Firms and Management; Globalized Markets and Industries

14 Nov 2011
Working Paper Summaries

The Impact of Corporate Sustainability on Organizational Process and Performance

Keywords: by Robert G. Eccles, Ioannis Ioannou & George Serafeim; Accounting

07 Nov 2017
First Look

New Research and Ideas: November 7, 2017

Bennett, Victor Manuel, Megan Lawrence, and Raffaella Sadun Abstract—We investigate the management practices adopted by firms where the founders are also the CEOs using data... View Details

Keywords: Carmen Nobel

24 Apr 2020
Op-Ed

Lessons from the NFL: Virtual Hiring, Leadership, Building Teams and COVID-19

percent of explained variance) accounted for more than three times the variance compared to owners (11.12 percent). Coaches accounted for 29.08 percent of explained variance, and general managers accounted... View Details

Keywords: by Sarah Abbott , Boris Groysberg, Tali Groysberg, and Abhijit Naik; Sports

September 2017 (Revised June 2019)
Case

Dianrong: Marketplace Lending, Blockchain, and 'The New Finance' in China

By: Christopher J. Malloy, Lauren H. Cohen and Anthony K. Woo

This case examines the strategic positioning of Dianrong, one of the largest online peer-to-peer (P2P) lending platforms in China, in its attempt to become a foundational player in the expansion of the FinTech sector in Asia. Dianrong had recently announced the... View Details

Keywords: Financing and Loans; Internet and the Web; Supply Chain; Finance; Innovation and Invention; Competition; Product Positioning; Strategy; Financial Services Industry; China

August 2016 (Revised June 2017)
Case

Oversight Systems

By: Frank V. Cespedes and Amram Migdal

The case, set in May 2016, discusses sales strategy and managing sales and service at Oversight Systems, an Atlanta, Georgia–based software firm that developed analytics for organizations to monitor their data for errors, fraud, and operational inefficiencies. Included... View Details

Keywords: Sales; Sales Strategy; Entrepreneurial Sales; Entrepreneurial Sales And Marketing; Software Sales; Marketing; Marketing Management; Pricing; Salesforce Management; Distribution Channels; Marketing Strategy; Technology Industry; North America; United States; Atlanta; Georgia (state, US)

August 2014
Background Note

The Structure and Functioning of Art Markets

By: Mukti Khaire and Eleanor Kenyon

The production, valuation, and consumption of contemporary art are guided by cultural and economic forces that play out in primary and secondary markets. Artists seek the attention of art dealers, who, along with auction houses, play a large role in determining what is... View Details

Keywords: Art Dealer; Art Market; Arts; New York (city, NY)

30 Jul 2009
Working Paper Summaries

Fluid Teams and Fluid Tasks: The Impact of Team Familiarity and Variation in Experience

Keywords: by Robert S. Huckman & Bradley R. Staats; Video Game; Web Services

20 Mar 2014
Working Paper Summaries

Waste, Recycling and Entrepreneurship in Central and Northern Europe, 1870-1940

Keywords: by Geoffrey Jones & Andrew Spadafora

Program

Private Equity and Venture Capital

portfolio companies and choose appropriate exit strategies Scale your firm by managing deals and integrating operations across multiple locations... View Details

Keywords: Finance; Finance

2021
Working Paper

Supply- and Demand-Side Effects in Performance Appraisals: The Role of Gender and Race

By: Iris Bohnet, Oliver P. Hauser and Ariella Kristal

Performance reviews in firms are common but controversial. Managers’ subjective appraisals of their employees’ performance and employees’ self-evaluations might be affected by demographic characteristics, interact with each other as self-evaluations are typically... View Details

Keywords: Performance Appraisals; Gender; Race; Performance Evaluation

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August 2005 (Revised January 2012)
Case

McKinsey and the Globalization of Consultancy

By: Geoffrey G. Jones and Alexis Lefort

Considers McKinsey's strategy during the first stage of the globalization of the management consultancy industry between the 1950s and 1973. Briefly reviews the history of management consulting before considering the factors that led McKinsey to open its first... View Details

Keywords: History; Demand and Consumers; Strategy; Globalized Firms and Management; Service Operations; Consulting Industry