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  • August 2002 (Revised February 2003)
  • Case

Siebel Systems: Anatomy of a Sale, Part 2

By: John A. Deighton and Das Narayandas
How does a $2 million software sale happen? This case traces efforts by Siebel Systems to sell lead management software to discount broker Quick & Reilly. The buying process is mapped out over four years. Covers in detail the last six months--from Siebel's initial... View Details
Keywords: Business Cycles; Leadership; Management Analysis, Tools, and Techniques; Marketing Strategy; Consumer Behavior; Organizational Structure; Behavior; Competition; Applications and Software; Technology Industry
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Deighton, John A., and Das Narayandas. "Siebel Systems: Anatomy of a Sale, Part 2." Harvard Business School Case 503-022, August 2002. (Revised February 2003.)

    Jan W. Rivkin

    Jan W. Rivkin is a Professor in the Strategy Unit at Harvard Business School. In the past, he has served as Faculty Chair of the MBA Program, Senior Associate Dean for Research, and head of the Strategy Unit. His research, course development, and teaching focus on... View Details

    Keywords: airline; computer; internet; music; transportation

      Maxim Alekseev

      Maxim Alekseev is a doctoral student in Business Economics at Harvard Business School. His research interests include international trade and financial intermediation.

      Before coming to HBS, Maxim received his B.A. summa cum laude in Economics from... View Details

      • 2008
      • Working Paper

      Bank Accounting Standards in Mexico. A Layman's Guide to Changes 10 Years after the 1995 Bank Crisis

      By: Gustavo A. Del Angel, Stephen Haber and Aldo Musacchio
      After the 1995 crisis, the Mexican banking system experienced significant changes in bank accounting standards. Most of these changes took place between 1996 and 2001, and had a significant impact in the structure and interpretation of financial information of banks.... View Details
      Keywords: Globalized Firms and Management; Accounting; Standards; Financial Crisis; Banks and Banking; Banking Industry; Mexico
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      Del Angel, Gustavo A., Stephen Haber, and Aldo Musacchio. "Bank Accounting Standards in Mexico. A Layman's Guide to Changes 10 Years after the 1995 Bank Crisis." Harvard Business School Working Paper, No. 08-090, April 2008.
      • August 2006
      • Case

      Dreyer's Slow Churned(TM) Ice Cream

      By: Noel H. Watson, Steven C. Wheelwright and Brian DeLacey
      Examines capacity forecasting and planning in a complex new product introduction scenario. The introduction at Dreyer's, a large dairy snack manufacturer, involves not only a new product but a new manufacturing process and product package, thus implying a significant... View Details
      Keywords: Advertising; Forecasting and Prediction; Growth and Development Strategy; Brands and Branding; Product Launch; Product Development; Planning; Food and Beverage Industry; United States
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      Watson, Noel H., Steven C. Wheelwright, and Brian DeLacey. "Dreyer's Slow Churned(TM) Ice Cream." Harvard Business School Case 607-018, August 2006.
      • January 2011 (Revised June 2011)
      • Supplement

      Fixed Income Arbitrage in a Financial Crisis (C): TED Spread and Swap Spread in November 2008

      Investment manager Albert Mills confronts an apparent arbitrage opportunity during the global financial crisis of 2008 when he notices an unusually low-- and briefly negative-- thirty-year U.S. dollar fixed-floating swap spread. Mills must decide if there is an... View Details
      Keywords: Bonds; Financial Management; Investment Return; Financial Crisis; Financial Services Industry; United States
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      Taliaferro, Ryan D., and Stephen Blyth. "Fixed Income Arbitrage in a Financial Crisis (C): TED Spread and Swap Spread in November 2008." Harvard Business School Supplement 211-051, January 2011. (Revised June 2011.)
      • Web

      About - Business & Environment

      University seeking to learn about business management, industrial environmental management, and environmental policy. Soon after graduating Yale with an MBA and a Master’s degree from its environmental school, Toffel became the director... View Details
      • January 2016
      • Case

      Haiti Hope: Innovating the Mango Value Chain

      By: Amy C. Edmondson and Jean-François Harvey
      This case study examines a market-based approach to economic development through the eyes of NGO TechnoServe's project manager, implementing a US$9.5 million five-year public-private partnership between Coca-Cola, IDB, and USAID. The case ends at the beginning of the... View Details
      Keywords: Sustainability; Economic Development; Corporate Social Responsibility; Emerging Country; Teaming; Public-private Partnership; Inter-organizational Relationships; Collaboration; Strategy Implementation; Agricultural Commodity; Plant-Based Agribusiness; Public Sector; Supply Chain Management; Customer Value and Value Chain; Corporate Social Responsibility and Impact; Learning; Partners and Partnerships; Private Sector; Developing Countries and Economies; Social Enterprise; Food and Beverage Industry; Food and Beverage Industry; Haiti
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      Edmondson, Amy C., and Jean-François Harvey. "Haiti Hope: Innovating the Mango Value Chain." Harvard Business School Case 616-040, January 2016.
      • 12 Nov 2001
      • Research & Ideas

      The Three Components of Family Governance

      of statement. The rare family in business may have a more elaborate family governance structure, with a separate meeting for family-owner-managers or a separate council for family shareholders or periodic meetings between shareholders, the board, and management. I... View Details
      • October 2019
      • Case

      GRIT Fitness

      By: Lynda M. Applegate and Olivia Hull
      In December 2018, GRIT Fitness was a growing chain of boutique fitness studios offering a variety of workout classes, including weightlifting, high intensity interval training, and cardio dance. With 400 members and three Dallas studios, CEO Brittani Rettig believed... View Details
      Keywords: Entrepreneurship; Business Startups; Mission and Purpose; Corporate Strategy; Customer Focus and Relationships; Forecasting and Prediction; Business Plan; Trends; Experience and Expertise; Talent and Talent Management; Training; Health; Selection and Staffing; Leadership Style; Leadership Development; Management Style; Management Teams; Brands and Branding; Organizational Culture; Organizational Structure; Motivation and Incentives; Sports; Competition; Diversification; Expansion; Value Creation; Health Industry; Health Industry; Texas
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      Applegate, Lynda M., and Olivia Hull. "GRIT Fitness." Harvard Business School Case 820-016, October 2019.

        Michael L. Tushman

        Michael Tushman holds degrees from Northeastern University (B.S.E.E.), Cornell University (M.S.), and the Sloan School of Management at M.I.T. (Ph.D.). Tushman was on the faculty of the Graduate School of Business, Columbia University, from 1976 to 1998 where he was... View Details

        • January 2025
        • Supplement

        Negotiating with Data: Analytics FC (B)

        By: Jillian Jordan and Livia Alfonsi
        Analytics FC was a UK-based sports consultancy that focused on international football (soccer), leveraging cutting-edge data-analytic techniques to support clubs, federations, and players. In 2022, Alex Greenwood, an elite female defender, approached the company for... View Details
        Keywords: Negotiation Preparation; Gender; Analytics and Data Science; Reputation; Value Creation; Consulting Industry; Consulting Industry; Europe; United Kingdom
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        Jordan, Jillian, and Livia Alfonsi. "Negotiating with Data: Analytics FC (B)." Harvard Business School Supplement 925-015, January 2025.
        • June 2012
        • Article

        Collective Memory Meets Organizational Identity: Remembering to Forget in a Firm's Rhetorical History

        By: Michel Anteby and Virag Molnar
        Much organizational identity research has grappled with the question of identity emergence or change. Yet the question of identity endurance is equally puzzling. Relying primarily on the analysis of 309 internal bulletins produced at a French aeronautics firm over... View Details
        Keywords: Organizations; Identity; History; Aerospace Industry; France
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        Anteby, Michel, and Virag Molnar. "Collective Memory Meets Organizational Identity: Remembering to Forget in a Firm's Rhetorical History." Academy of Management Journal 55, no. 3 (June 2012): 515–540.
        • March 2007 (Revised March 2009)
        • Case

        Cherrypicks

        By: William R. Kerr
        Cherrypicks is a Hong Kong communications start-up approaching a large Korean mobile operator for a partnership to take the operator's products to markets outside of Korea. SK Telecom's (SKT) Ring Back Tones (RBT) product is a spectacular success in South Korea, but... View Details
        Keywords: Business Model; Business Startups; Communication Strategy; Entrepreneurship; Partners and Partnerships; Communications Industry; China; Hong Kong; South Korea
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        Kerr, William R. "Cherrypicks." Harvard Business School Case 807-106, March 2007. (Revised March 2009.)

          Frank Nagle

          Frank Nagle is an assistant professor in the Strategy Unit at Harvard Business School. Professor Nagle studies how competitors can collaborate on the creation of core technologies, while still competing on the products and services built on top of them - especially... View Details

          • 29 Sep 2015
          • First Look

          September 29, 2015

          innovations from industry outsiders who saw economic opportunities where others didn’t—and how these mainstream firms had no choice but to innovate themselves. New models were tried: some succeeded, some failed. Commercial markets turned... View Details
          Keywords: Sean Silverthorne
          • Article

          Turbulent Stability of Emergent Roles: The Dualistic Nature of Self-Organizing Knowledge Co-Production

          By: Ofer Arazy, Johaness Daxenberg, Hila Lifshitz - Assaf, Oded Nov and Irene Gurevych
          Increasingly, new forms of organizing for knowledge production are built around self-organizing co-production community models with ambiguous role definitions. Current theories struggle to explain how high-quality knowledge is developed in these settings and how... View Details
          Keywords: Wikipedia; Knowledge Production; Organizational Structure; Knowledge; Information Publishing
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          Arazy, Ofer, Johaness Daxenberg, Hila Lifshitz - Assaf, Oded Nov, and Irene Gurevych. "Turbulent Stability of Emergent Roles: The Dualistic Nature of Self-Organizing Knowledge Co-Production." Information Systems Research 27, no. 4 (December 2016): 792–812.
          • February 2007
          • Case

          IBM Culture in Its Architecture

          By: A. Eugene Kohn and Kerry Herman
          In 1992, Lou Gerstner was the CEO of IBM during a period where the firm was losing money and a turnaround was desperately needed. In a bold decision, Gerstner chose to build a new headquarters in Armonk, NY that had strict limits on expandability. His idea was to use... View Details
          Keywords: Design; Leadership; Job Design and Levels; Organizational Structure; Buildings and Facilities; Business Headquarters; Decisions; Organizational Culture; Corporate Strategy; Expansion; Information Technology Industry; New York (state, US)
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          Kohn, A. Eugene, and Kerry Herman. "IBM Culture in Its Architecture." Harvard Business School Case 207-026, February 2007.
          • 08 Mar 2012
          • Working Paper Summaries

          Customer-Driven Misconduct: How Competition Corrupts Business Practices

          Keywords: by Victor Manuel Bennett, Lamar Pierce, Jason A. Snyder & Michael W. Toffel; Auto
          • 2019
          • Article

          The Social Desirability of Offshoring: A Swiss Consensus (1945–1975)

          By: Sabine Pitteloud
          This article focuses on the evolution of the rhetoric and practice of corporate offshoring in Switzerland from the post-war economic boom to the industrial crisis in the mid-seventies. The virtue of a historical perspective on the issue of offshoring is to show how... View Details
          Keywords: Multinationals; Offshoring And Outsourcing; Relocation; Labor Relations; Multinational Firms and Management; Labor and Management Relations; Job Cuts and Outsourcing; Switzerland
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          Pitteloud, Sabine. "The Social Desirability of Offshoring: A Swiss Consensus (1945–1975)." Zeitschrift für Unternehmensgeschichte 64, no. 2 (2019).
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