Relationship Management - Publications - Faculty & Research

30 Jan 2014
Working Paper Summaries

Modularity and Intellectual Property Protection

Keywords: by Carliss Y. Baldwin & Joachim Henkel

December 2017 (Revised January 2018)
Case

Alltech

By: David E. Bell and Natalie Kindred

Alltech was a Lexington, Kentucky–based producer of supplements for animal feed, with revenues of over $2 billion (projected to reach $3 billion in 2018), sales in 120 countries, 5,000 employees, and 100 manufacturing plants worldwide. For nearly four decades, Alltech... View Details

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Succeeding as a Strategic CFO

decision-making skills Review and practice applying frameworks and tools of value-based management Learn about financial policies and practices used by other organizations and determine which ones best suit your organization Formulate... View Details

March 1981 (Revised April 1993)
Case

Sedalia Engine Plant (A)

By: Michael Beer

The new plant manager must deal with the problems and potentials contained in this highly participatory management style plant. View Details

Keywords: Factories, Labs, and Plants; Employee Relationship Management; Management Style; Problems and Challenges; Labor and Management Relations; Technology Industry

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2017
Simulation

Global Collaboration Simulation: Tip of the Iceberg

By: Tsedal Neeley

This online simulation teaches students about the difficulties in cross-cultural communication and managing global teams. Communicating via chat, teams of 4 or 5 students race against the clock to prepare a VC presentation. Students are assigned the role of a native... View Details

Keywords: Cross-Cultural and Cross-Border Issues; Interpersonal Communication; Groups and Teams; Social and Collaborative Networks

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January 2009 (Revised March 2013)
Case

Live Nation Faces the Music

By: Stephen P. Bradley, Frank Cespedes and Kerry Herman

In 2008, concert producer and promoter Live Nation faces a decision about its strategy in light of the tumultuous changes in the music industry and the increasing power of the major artists. As the music business once again recreates itself in response to new... View Details

Keywords: Change Management; Decision Choices and Conditions; Music Entertainment; Five Forces Framework; Business and Stakeholder Relations; Corporate Strategy; Entertainment and Recreation Industry; Music Industry; Service Industry

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Strategic Negotiations

key issues, and develop the best process for each deal—all before the negotiations even start. This program is eligible for the Certificate of Management Excellence. Learn More Key Benefits The advanced skills you develop in this program... View Details

31 Oct 2023
HBS Case

Checking Your Ethics: Would You Speak Up in These 3 Sticky Situations?

McKinsey, serving as managing director of the Boston office and leader of the global merger integration practice during that period. “These dilemmas will happen, and they will happen faster and sooner than you expect.” “There are few... View Details

Keywords: by Michael Blanding; Consulting

February 1995 (Revised June 1999)
Case

Chemical Bank: Implementing the Balanced Scorecard

By: Robert S. Kaplan and Norman Klein

The retail bank division of Chemical Bank faces declining margins and increased competition in its credit and deposit gathering and processing business. It wishes to implement a new strategy to become a preferred financial service provider to target customer groups.... View Details

Keywords: Balanced Scorecard; Adoption; Growth and Development Strategy; Communication Strategy; Customer Relationship Management; Management Systems; Performance Evaluation; Banks and Banking; Measurement and Metrics; Banking Industry

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03 Apr 2008
Working Paper Summaries

Bridge Building in Venture Capital-Backed Acquisitions

Keywords: by Paul A. Gompers & Yuhai Xuan

Nitin Nohria

Nitin Nohria served as the tenth dean of Harvard Business School from 2010-2020. He previously served as co-chair of the Leadership Initiative, Senior Associate Dean of Faculty Development, and Head of the Organizational Behavior unit.

As Dean, building on... View Details

2008
Chapter

Corporate Honesty and Business Education: A Behavioral Model

By: Rakesh Khurana and Herbert Gintis

Since the mid-1970s neoclassical economic theory has dominated business school thinking and teaching in dealing with the nature of human motivation. However valuable in understanding competitive product and financial markets, neoclassical economic theory employs an... View Details

Keywords: Business Education; Ethics; Managerial Roles; Corporate Social Responsibility and Impact; Organizational Culture; Business and Shareholder Relations; Mathematical Methods; Behavior

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Program

Strategy: Building and Sustaining Competitive Advantage

building a lasting competitive advantage to outsmarting competitors, capturing opportunities, and expanding into new markets and geographies. This program is eligible for the Certificate of Management Excellence. Learn More Key Benefits... View Details

August 2007 (Revised February 2008)
Case

Gome Electronics: Evolving the Business Model

By: Regina M. Abrami, William C. Kirby, F. Warren McFarlan, Gao Wang, Fei Li, Tracy Manty and Waishun Lo

After 20 years of expansion, Gome Electronics has become China's largest consumer electronics retailer. It has opened stores in almost every province in China, acquired some of its competitors, and went public in Hong Kong. However, it has begun to experience a... View Details

Keywords: Business Model; Distribution Channels; Growth and Development Strategy; Information Technology; Industry Growth; Marketing Strategy; Business Growth and Maturation; Product; Electronics Industry; Retail Industry; China

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06 Nov 2023
Research & Ideas

Did You Hear What I Said? How to Listen Better

important for managers to remember at a time when many are struggling to retain workers. “There’s so much work showing that when employees are heard at work, they are going to flourish and thrive,” Collins says. “They experience greater... View Details

Keywords: by Michael Blanding

2010
Working Paper

Boundary Spanning in a For-profit Research Lab: An Exploration of the Interface Between Commerce and Academe

By: Christopher C. Liu and Toby E. Stuart

In innovative industries, private-sector companies increasingly are participants in open communities of science and technology. To participate in the system of exchange in such communities, firms often publicly disclose what would otherwise remain private discoveries.... View Details

Keywords: For-Profit Firms; Higher Education; Information Publishing; Innovation and Invention; Science-Based Business; Social and Collaborative Networks; Boundaries; Biotechnology Industry; Pharmaceutical Industry

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25 Feb 2019
Research & Ideas

How Gender Stereotypes Kill a Woman’s Self-Confidence

recognized for their contributions, despite gender stereotypes,” the paper says. It’s also important for managers to be aware of how confidence gaps may impact the workplace, particularly in professions long dominated by men, and to... View Details

Keywords: by Dina Gerdeman

Web

Marketing - Doctoral

Customer profitability analysis Eva Ascarza Das Narayandas Customer relationship management Eva Ascarza Sunil Gupta Das Narayandas V. Kasturi Rangan Decision-making Max H. Bazerman Leslie K. John Edward... View Details

22 Oct 2008
Working Paper Summaries

Variation in Experience and Team Familiarity: Addressing the Knowledge Acquisition-Application Problem

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

Article

Beyond the Target Customer: Social Effects in CRM Campaigns

By: Eva Ascarza, Peter Ebbes, Oded Netzer and Matthew Danielson

Customer relationship management (CRM) campaigns have traditionally focused on maximizing the profitability of the targeted customers. The authors demonstrate that in business settings characterized by network externalities, a CRM campaign that is aimed at changing the... View Details

Keywords: Social Effects; Field Experiment; Mobile; Customer Relationship Management; Network Effects; Consumer Behavior

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