Publications

February 2019 (Revised July 2019)
Case

Sales Force Management at Nobel Ilac

By: Doug J. Chung and Gamze Yucaoglu

Nobel Ilac was a Turkish generic pharmaceutical company marketing more than 100 drugs in 20 countries and, as of 2017, had over 2,500 employees worldwide. Nobel had implemented a transformation strategy—more specifically, a customer segmentation plan—whereby the sales... View Details

Keywords: Sales Strategy; Compensation; Employee Retention; Recruiting; Pharmaceuticals; Salesforce Management; Strategy; Organizational Design; Human Resources; Compensation and Benefits; Employees; Retention; Recruitment; Pharmaceutical Industry; Turkey

25 Mar 2018
News

Modernizing Infrastructure Management

assess taxes for all the properties within their county. “An interactive digital mapping brought that capability to them. And that really benefited the communities because everyone knew they were being treated fairly. And we have grown... View Details

13 Feb 2008
Working Paper Summaries

Unconventional Insights for Managing Stakeholder Trust

Keywords: by Michael Pirson & Deepak Malhotra

2013
Book

Managing Startups: Best Blog Posts

By: Tom Eisenmann

Harvard Business School Professor Tom Eisenmann annually compiles the best posts from many blogs on technology startup management, primarily for the benefit of his students. This book makes his latest collection available to the broader entrepreneur community. Divided... View Details

Keywords: Lean Startup; Startup; Prototyping; MVP; Minimum Viable Product; Freemium; SaaS; A/B Testing; Business Model

2010
Simulation

Marketing Simulation: Managing Segments and Customers

By: Das Narayandas

In this single-player simulation, students assume the position of CEO of a medical motor manufacturer and are tasked with executing a successful business-to-business marketing strategy over a period of twelve fiscal quarters. Students determine all aspects of the... View Details

Keywords: Marketing Strategy; Salesforce Management; Distribution Channels; Price; Product Positioning; Customer Relationship Management; Profit; Revenue; Cost vs Benefits; Policy; Manufacturing Industry

2006
Other Unpublished Work

Does Banks' Corporate Control Benefit Firms? Evidence from US Banks' Control over Firms' Voting Rights

By: Joao A.C. Santos and Kristin Wilson

In this paper we examine the importance of banks' corporate control over their borrowers by investigating the loan pricing effect of banks' voting stakes in borrowers. We exploit the fact that banks may hold shares of firms in a fiduciary capacity to identify a clean... View Details

Keywords: Voting; Corporate Governance; Commercial Banking; Banking Industry; United States

SSRN

April 2009
Case

Merck: Managing Vioxx (A)

By: Robert L. Simons, Kathryn Rosenberg and Natalie Kindred

This two-class case series allows students to stand in the shoes of CEO Ray Gilmartin during the unfolding stages of a reputational crisis. Merck's mission statement claims to "put patients first," but the company is widely criticized for putting profit before patient... View Details

Keywords: Ethics; Crisis Management; Reputation; Decision Choices and Conditions; Customers; Business or Company Management; Cost vs Benefits; Corporate Accountability; Business and Shareholder Relations; Business and Stakeholder Relations; Customer Focus and Relationships; Pharmaceutical Industry

2014
Working Paper

The Effect of Management Control Elements on Coordination

By: Sara Bormann, Jan Bouwens and Christian Hofmann

This study examines how control elements of a firm affect coordination among profit centers. The firm operates a network of 59 profit centers. It uses a transfer-pricing system designed to account for interdependencies between profit centers and to induce coordination.... View Details

Keywords: Business or Company Management; Organizational Structure; Performance

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17 Oct 2023
News

New Tech Is Both a Threat and a Benefit for Women’s Access to Work

November 1994 (Revised June 1996)
Case

Dennis Hightower: Walt Disney's Transnational Manager

By: Ashish Nanda

Describes the actions taken by Dennis Hightower as president of Disney Consumer Products in Europe and the Middle East from 1988 to 1994. Focuses on how he has established a regional office and knit local operations closer together, the benefits that the process has... View Details

Keywords: Organizational Change and Adaptation; Leadership; Change Management; Corporate Strategy; Personal Development and Career; Consumer Products Industry; Entertainment and Recreation Industry; Europe

September 2010 (Revised November 2010)
Case

J.P. Morgan Private Bank: Risk Management during the Financial Crisis 2008-2009

By: Anette Mikes, Clayton S. Rose and Aldo Sesia

Mary Erdoes, the CEO of JP Morgan's asset management business, and three colleagues provide insights into risk management issues faced by the firm's private bank during the financial crisis in 2008–2009. The case provides perspective on the philosophy with which they... View Details

Keywords: Judgments; Financial Crisis; Globalized Firms and Management; Management Analysis, Tools, and Techniques; Risk Management; Mathematical Methods; Banking Industry; United States

Article

Quantifying the Benefits from a Care Coordination Program for Tracheostomy Placement in Neonates

By: Christen Caloway, Alisa Yamasaki, Kevin M. Callans, Mahek Shah, Robert S. Kaplan and Christopher Hartnick

Value-based care models are becoming instrumental in structuring clinical care delivery in our healthcare climate. Our objective was to determine the value associated with implementation of a Family-Centered Care Coordination (FCCC) program for neonates undergoing... View Details

Keywords: Family-centered Care; Value-based Healthcare; Time-Driven Activity-Based Costing; Health Care and Treatment; Value; Activity Based Costing and Management

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14 May 2009
Sharpening Your Skills

Sharpening Your Skills: Managing Teams

Organizations stand to benefit when ideas are cross-fertilized and diverse individuals learn to work together. "Outsiders" can introduce valuable ideas. Learning and execution are often at odds: Learning by its nature involves... View Details

Keywords: Re: Multiple Faculty

04 Aug 2014
News

Improving Your Business with Management System Standards

November 2009 (Revised January 2010)
Case

Zara: Managing Stores for Fast Fashion

By: Zeynep Ton, Elena Corsi and Vincent Marie Dessain

Pablo Isla, the CEO of Zara, wanted to improve operational efficiencies in managing its store network. In particular, he wanted to improve labor productivity at the stores. He considered outsourcing certain store operations to third parties, changing the way store... View Details

Keywords: Compensation and Benefits; Employees; Managerial Roles; Service Operations; Business Processes; Organizational Change and Adaptation; Performance Efficiency; Performance Productivity; Retail Industry