Publications

February 2005 (Revised October 2006)
Teaching Note

Khalil Abdo Group (TN)

By: John A. Davis and Courtney Sampson

Teaching Note to (9-898-011). View Details

Keywords: Family Ownership

March 2004
Teaching Note

Siebel Systems: Anatomy of a Sale, Parts 1, 2, and 3 (TN)

By: John A. Deighton and Das Narayandas

Teaching Note to (9-503-021), (9-503-022), and (9-503-023). View Details

Keywords: Technology Industry

August 2002
Case

Siebel Systems: Anatomy of a Sale, Part 3

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: Sales; Decision Choices and Conditions; Competitive Strategy; Customer Relationship Management; Product Marketing; Information Technology Industry

October 2001 (Revised November 2001)
Case

Blethen Family and the Seattle Times Company (A), The

By: John A. Davis and Cathy Quinn

Frank Blethen, the fourth-generation publisher of The Seattle Times, ponders the challenges facing this family business. This case reviews the long history of this business and family and asks whether family ownership and management are in the interests of both the... View Details

Keywords: History; Management; Business or Company Management; Family Business; Family and Family Relationships; Family Ownership; Problems and Challenges; Journalism and News Industry; Media and Broadcasting Industry

November 2000
Supplement

J. Perez Foods (B)

By: John A. Davis and Kacie LaChapelle

Supplements the (A) case. View Details

Keywords: Food and Beverage Industry

November 2000 (Revised September 2014)
Case

J. Perez Foods (A)

By: John A. Davis and Kacie LaChapelle

Examines the tensions that occur in family shareholder groups and how to prepare for them and manage them. View Details

Keywords: Family Business; Entrepreneurship; Business or Company Management; Management Practices and Processes; Family Ownership; Problems and Challenges; Business and Shareholder Relations; Family and Family Relationships; Strategy; Food and Beverage Industry

March 2000
Case

Spec's Music (B)

By: John A. Davis and Susan Harmeling

Explores the reasoning behind the final decision to sell and the decision-making process that leads to the final question of "if so, to whom?" Four of the bidders are music retailers and the fifth is a Tampa entrepreneur. View Details

Keywords: Decision Making; Decision Choices and Conditions; Entrepreneurship; Bids and Bidding

January 2000 (Revised June 2000)
Case

Alloy.com: Marketing to Generation Y

By: John A. Deighton and Gil McWilliams

A profitable dot com company? Alloy.com retails clothing to teens by catalog. Alloy uses a Web site to convert prospects and build community. The result is a business with the economics of a direct marketer and the market capitalization of an Internet start-up. The... View Details

Keywords: Marketing Strategy; Internet and the Web; Business and Community Relations; Partners and Partnerships; Customer Relationship Management; Decision Choices and Conditions; Business Startups; Information Technology Industry; Consumer Products Industry

August 1981
Case

Wolf Bohan Brewer, Inc.

By: John A. Davis and Renato Tagiuri

Find at Harvard

February 2006
Article

Mixed Motives and Racial Bias: The Impact of Legitimate and Illegitimate Criteria on Decision-making.

By: Michael I. Norton, Samuel R. Sommers, Joseph A. Vandello and John M. Darley

Keywords: Motivation and Incentives; Prejudice and Bias; Decision Making