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  • Research Summary

Ownership Qutotient: Putting the Service Profit Chain for Unbeatable Competitive Advantage

By: W. Earl Sasser

Professors Jim Heskett and Earl Sasser, in collaboration with Joe Wheeler have been examining cuatomer and employee ownership behaviors which have a profound impact on long term profit and growth. Their findings are published in Ownership Quotient:... View Details

  • August 2016 (Revised July 2018)
  • Case

Accenture Human Capital Strategy

By: Paula A. Price, V.G. Narayanan and James Weber
Accenture is a leading global consulting, technology, and outsourcing company. It has clients and its own operations throughout the world. This case describes the human resources and related activities necessary to deliver its services to clients. It allows students to... View Details
Keywords: Management Consulting; Technology Consulting; Outsourcing; Human Resources; Activity Based Costing and Management; Management Practices and Processes
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  • January 2014 (Revised October 2014)
  • Case

Andreessen Horowitz

By: Thomas R. Eisenmann and Liz Kind
Andreessen Horowitz (a16z), a venture capital firm launched in 2009, has quickly broken into the VC industry's top ranks, in terms of its ability to invest in Silicon Valley's most promising startups. The case recounts the firm's history; describes its co-founders'... View Details
Keywords: Business Model; Venture Capital; Disruption; Entrepreneurship; Industry Structures; Financial Services Industry; California
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  • May 2017
  • Teaching Note

Promontory, Inc. (Brief Case)

By: Frank V. Cespedes and Amy Handlin
Teaching Note for HBS No. 917-535. The Promontory teaching note covers a) how and why buying processes in Promontory’s market generate the array of selling approaches illustrated in the case; b) the impact of incremental sales increases on the firm’s cost structure and... View Details
Keywords: Sales; Salesforce Management; Marketing Strategy
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  • March 2023
  • Case

Interior Collab

By: Lindsay N. Hyde, Thomas R. Eisenmann and Tom Quinn
After venture capital-funded online interior design agency Homepolish collapsed, its former freelance designers met to discuss next steps. The bitter experience led some of them to create a workers’ collaborative called Interior Collab. The founding members needed to... View Details
Keywords: Business Exit or Shutdown; Business Model; Entrepreneurship; Human Capital; Growth and Development Strategy; Cooperative Ownership; Employee Ownership; Trust; Service Industry; Technology Industry; United States; New York (city, NY)
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  • August 2022
  • Case

The Spreadsheet

By: Zoë B. Cullen and Alexander J. MacKay
Compensation is the largest expenditure of almost every venture. Getting compensation packages right affects talent acquisition, retention, and profitability. In this case, and accompanying negotiation exercise, students learn strategies and tactics for setting... View Details
Keywords: Compensation and Benefits; Recruitment; Selection and Staffing
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  • June 2003
  • Case

Peabody Simpson at the Crossroads

By: Rajiv Lal, Nitin Nohria and Leslie Freeman
Three managing directors at Peabody Simpson had just returned from a firm-wide recruiting event at Columbia University, which they had covered together, as all were alumni. They were commiserating about having to submit revised forecasts to their division heads by the... View Details
Keywords: Forecasting and Prediction; Capital Budgeting; Recruitment; Reports; Organizational Design
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  • February 2020
  • Article

Why Prosocial Referral Incentives Work: The Interplay of Reputational Benefits and Action Costs

By: Rachel Gershon, Cynthia Cryder and Leslie K. John
While selfish incentives typically outperform prosocial incentives, in the context of customer referral rewards, prosocial incentives can be more effective. Companies frequently offer “selfish” (i.e., sender-benefiting) referral incentives, offering customers financial... View Details
Keywords: Incentives; Prosocial Behavior; Judgment And Decision-making; Referral Rewards; Motivation and Incentives; Consumer Behavior; Decision Making
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  • Research Summary

Public Health Debate Over Smoking

In research relevant to the current public health debate about smoking, Professor King and co-authors examine the effect of the tobacco settlement on cigarette advertising in magazines, the advertising behavior of cigarette companies in recruiting underage teenagers... View Details
  • October 1998
  • Case

"Pathways to Independence": Welfare-to-Work at Marriott International

By: Rosabeth M. Kanter and Ellen Pruyne
In 1991 Marriott International established a program called Pathways to Independence to recruit and train people from the welfare rolls. The program graduated over 1,000 people in eight years and retained about 20% more of its participants than regular hires. Now the... View Details
Keywords: Recruitment; Retention; Training; Expansion; Quality; Poverty; Programs
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  • August 1999
  • Case

Rob Waldron at SCORE! Educational Centers

Describes Rob Waldron's actions upon assuming leadership of SCORE! Educational Centers, an after-school tutoring enterprise. Examines the issue of acquiring and growing a small, self-owned company into a professional organization. Focuses on the steps Waldron takes to... View Details
Keywords: Organizational Change and Adaptation; Education
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  • March 2024 (Revised August 2024)
  • Case

Darktrace: Scaling Cybersecurity and AI (A)

By: Jeffrey F. Rayport and Alexis Lefort
In 2023, Darktrace CEO Poppy Gustafsson was contemplating her growth strategy at a leading U.K.-based cybersecurity venture, launched in 2013 by a group of anti-terror cyber specialists, University of Cambridge mathematicians, and artificial intelligence (AI) experts.... View Details
Keywords: Technology; Talent; Scaling; Entrepreneurship; Cybersecurity; Leadership; Business Growth and Maturation; Recruitment; Resignation and Termination; AI and Machine Learning; Growth and Development Strategy; Organizational Culture; Going Public; Technology Industry; United Kingdom; Europe; United States
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  • December 2003 (Revised August 2004)
  • Case

Circon (A) (Abridged)

By: Brian J. Hall, Christopher Rose and Guhan Subramanian
In 1996, U.S. Surgical launched a hostile takeover bid against Circon Corp. CEO Richard Auhll recruited an old HBS friend, George Cloutier, to the Circon board to help him defend the company. Circon's primary defenses include a "poison pill" and a staggered board and... View Details
Keywords: Motivation and Incentives; Governing and Advisory Boards; Executive Compensation; Trust; Relationships; Acquisition; Business and Shareholder Relations; Medical Devices and Supplies Industry; United States
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  • April 2022
  • Case

Mastercard: Creating a World Beyond Cash

By: Sunil Gupta, Linda A. Hill, Julia Kelley and Emily Tedards
In late 2021, Mastercard CEO Michael Miebach and Chairman and former CEO Ajaypal “Ajay” Banga considered how Mastercard could best position itself for continued success in the years to come. Since Mastercard’s initial public offering in 2006, the company had grown and... View Details
Keywords: Technological Innovation; Leadership; Leading Change; Organizational Culture; Business Strategy; Change; Change Management; Money; Cash; Credit; Financial Institutions; Banks and Banking; Central Banking; Financial Instruments; Credit Cards; Financial Markets; Globalization; Innovation and Invention; Innovation and Management; Innovation Strategy; Leadership Style; Competitive Advantage; Corporate Strategy; Diversification; Information Technology; Banking Industry; Financial Services Industry; North and Central America; United States; New York (state, US)
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  • January 22, 2012
  • Article

The Power of Mentoring

By: Gerald Chertavian
Starting at around age 13, I had a series of weekend and summer jobs — everything from scooping ice cream, making doughnuts and pumping gas to working at the local golf course, where I had to line up carts for the players by 5 a.m. One of my high school teachers... View Details
Keywords: Personal Development and Career; Power and Influence
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  • February 2021 (Revised July 2022)
  • Case

Sarah Breedlove: Changing the World

By: Robert Simons and Max Saffer
This case describes the rise of Sarah Breedlove, who later called herself Madam C.J. Walker, from the cotton fields of Louisiana to the head of a successful, nationwide beauty company providing opportunity and hair care products to Black women. The case describes how... View Details
Keywords: Brands; African-american Entrepreneurs; Entrepreneurship; Values and Beliefs; Personal Characteristics; Success; Work-Life Balance; Business Startups; Brands and Branding; Marketing; Personal Development and Career; Beauty and Cosmetics Industry; United States
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  • November 1990 (Revised September 1991)
  • Case

First Chicago Corp.: Global Corporate Bank (A)

Presents the human resource challenges associated with First Chicago Corp.'s strategy in the corporate banking market. They want to maintain strong "relationships" with customers, while also developing strong investment banking capabilities. They face three problems:... View Details
Keywords: Organizational Change and Adaptation; Corporate Strategy; Human Resources; Commercial Banking; Banking Industry; United States
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  • 18 Oct 2006
  • Working Paper Summaries

Racial Diversity Initiatives in Professional Service Firms: What Factors Differentiate Successful from Unsuccessful Initiatives?

Keywords: by Modupe Akinola & David A. Thomas; Service
  • October 1998 (Revised May 1999)
  • Case

"Friendly Skies, The": Welfare-to-Work at United Airlines

By: Rosabeth M. Kanter and Ellen Pruyne
In 1997 United CEO Gerald Greenwald was appointed chairman of the national Welfare-to-Work Partnership by President Clinton and committed United to hiring from the welfare rolls. A welfare-to-work recruitment program was rapidly established and soon followed by a... View Details
Keywords: Programs; Selection and Staffing; Retention; Employees; Recruitment; Welfare; Air Transportation Industry
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  • 2007
  • Book

The CEO Within: Why Inside Outsiders Are the Key to Succession Planning

By: Joseph L. Bower
With rising CEO turnover, companies are increasingly looking outside for qualified candidates. Sure, externally recruited CEOs bring fresh perspectives and connections. But they lack the in-depth knowledge of the company's culture and history that they need to succeed.... View Details
Keywords: Recruitment; Knowledge Use and Leverage; Leadership Development; Management Succession
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