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      • July 2003 (Revised October 2013)
      • Case

      Model N Inc.

      By: Marco Iansiti and Alison Berkley Wagonfeld
      The CEO of a Silicon Valley start-up needed to make organizational and product changes to deliver a new software solution to a Fortune 500 customer. He was wondering how he should structure the company to best meet the requirements for this particular customer, while... View Details
      Keywords: Business Model; Business Startups; Trends; Communication; Customer Focus and Relationships; Selection and Staffing; Time Management; Organizational Change and Adaptation; Business Strategy; Software; Computer Industry
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      Iansiti, Marco, and Alison Berkley Wagonfeld. "Model N Inc." Harvard Business School Case 604-015, July 2003. (Revised October 2013.)
      • July 2003
      • Article

      The Effects of Monetary Magnitude and Level of Aggregation on the Temporal Framing of Price

      By: John T. Gourville
      Keywords: Price
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      Gourville, John T. "The Effects of Monetary Magnitude and Level of Aggregation on the Temporal Framing of Price." Marketing Letters 14, no. 2 (July 2003): 125–135.
      • June 2003 (Revised September 2003)
      • Background Note

      Acquisitions & Alliances: Introduction to the Course

      By: Carliss Y. Baldwin
      Helps students understand the multiple forms M&A deals can take, while framing the underlying dimensions that managers must consider when designing or assessing a given deal. Begins by introducing students to the ways in which M&A activity creates value, proceeds by... View Details
      Keywords: Alliances; Mergers and Acquisitions
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      Baldwin, Carliss Y. "Acquisitions & Alliances: Introduction to the Course." Harvard Business School Background Note 803-199, June 2003. (Revised September 2003.)
      • Article

      Framing for Learning: Lessons in Successful Technology Implementation

      By: A. Edmondson
      Keywords: Learning; Technology
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      Edmondson, A. "Framing for Learning: Lessons in Successful Technology Implementation." California Management Review 45, no. 2 (Winter 2003): 34–54.
      • 2002
      • Working Paper

      Keynotes and Dominators: Framing Operating and Technology Strategy in a Business Ecosystem

      By: Marco Iansiti and Roy Levien
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      Iansiti, Marco, and Roy Levien. "Keynotes and Dominators: Framing Operating and Technology Strategy in a Business Ecosystem." Harvard Business School Working Paper, No. 03-061, November 2002.
      • August 2002 (Revised December 2002)
      • Case

      AOL Europe vs. Freeserve (A)

      By: David B. Yoffie and Mary Kwak
      AOL Europe must decide how to respond to Freeserve, a free Internet Service Provider (ISP) that has signed up 1.6 million British customers in its first six months. After becoming the leading ISP in the United States, AOL has formed a joint venture with Bertelsmann to... View Details
      Keywords: Competition; Internet; Web Services Industry; Telecommunications Industry; France; Germany; United Kingdom; United States
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      Yoffie, David B., and Mary Kwak. "AOL Europe vs. Freeserve (A)." Harvard Business School Case 703-409, August 2002. (Revised December 2002.)
      • July 2002
      • Supplement

      Discount & Hawkins Openings: Video Highlights

      By: Michael A. Wheeler
      This case shows the interactions between two quite different pairs of negotiators, both engaged in working through the final leasing clause between a mall developer and its anchor tenant. It highlights the importance of openings to frame and shape the entire course of... View Details
      Keywords: Interpersonal Communication; Negotiation; Leasing; Renting or Rental; Competition
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      Wheeler, Michael A. "Discount & Hawkins Openings: Video Highlights." Harvard Business School Video Supplement 903-801, July 2002.
      • 2002
      • Working Paper

      Framing for Learning: Lessons in Successful Technology Implementation

      By: Amy C. Edmondson
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      Edmondson, Amy C. "Framing for Learning: Lessons in Successful Technology Implementation." Harvard Business School Working Paper, No. 02-094, June 2002.
      • November 2001 (Revised December 2002)
      • Case

      Tracking Stocks at Genzyme (A)

      By: Malcolm S. Salter
      Genzyme, a tracking stock pioneer, has used its innovative capital structure as a way to frame and grow its R&D-intensive business. Facing the question of how best to integrate a new acquisition into its tracking stock structure, Genzyme's top management is forced to... View Details
      Keywords: Integration; Value Creation; Motivation and Incentives; Conflict of Interests; Stocks; Capital Structure; Research and Development; Corporate Governance; Biotechnology Industry
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      Salter, Malcolm S. "Tracking Stocks at Genzyme (A)." Harvard Business School Case 902-023, November 2001. (Revised December 2002.)
      • August 1999
      • Article

      A Social Categorization Explanation for Framing Effects in Nested Social Dilemmas

      By: J. Polzer, K. Stewart and J. Simmons
      Keywords: Problems and Challenges
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      Polzer, J., K. Stewart, and J. Simmons. "A Social Categorization Explanation for Framing Effects in Nested Social Dilemmas." Organizational Behavior and Human Decision Processes 79, no. 2 (August 1999): 154–178.
      • May 1998
      • Teaching Note

      Development Relationships TN

      By: David A. Thomas and Emily Heaphy
      The final class of the Career Development module of the Self-Assessment and Career Development course (SACD) uses the topic of mentoring and developmental relationships to encourage students to think beyond the point of finding and accepting a suitable job offer. The... View Details
      Keywords: Decisions; Curriculum and Courses; Job Offer; Personal Development and Career; Relationships; Strategy
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      Thomas, David A., and Emily Heaphy. "Development Relationships TN." Harvard Business School Teaching Note 498-071, May 1998.
      • March 1998
      • Teaching Note

      The Job Search Workshop TN

      By: David A. Thomas and Emily Heaphy
      An effective catalyst for the job search, this note is an opportunity for students to focus on the "next steps" of their job search. Students are introduced to a model of career decision-making, which frames their discussion and sophisticates their understanding of the... View Details
      Keywords: Decision Making; Job Search; Personal Development and Career
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      Thomas, David A., and Emily Heaphy. "The Job Search Workshop TN." Harvard Business School Teaching Note 498-070, March 1998.
      • July 1997
      • Article

      The Presidio Trust legislation: Preservation or Privatization?

      By: Brian Trelstad
      This analysis of the Presidio Trust legislation places the recent developments on the Presidio in the context of a century and a half of environmental planning. By first exploring the Presidio's history, and then tracing the more recent legislative background to the... View Details
      Keywords: Presidio; Presidio Trust; National Parks; Urban Parks; Public-private Management; Natural Environment; Urban Scope; Planning
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      Trelstad, Brian. "The Presidio Trust legislation: Preservation or Privatization?" Urban Ecosystems 1, no. 3 (July 1997): 135–153.
      • 1997
      • Chapter

      Negotiating Rationally: The Power and Impact of the Negotiator's Frame

      By: M. A. Neale and M. H. Bazerman
      Keywords: Negotiation Style; Negotiation Process
      Citation
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      Neale, M. A., and M. H. Bazerman. "Negotiating Rationally: The Power and Impact of the Negotiator's Frame." In Negotiation: Readings, Exercises, and Cases, edited by R. J. Lewicki, J. Minton, and D. M. Saunders. Irwin, 1997.
      • 1995
      • Chapter

      Negotiating Rationally: The Power and Impact of the Negotiator's Frame

      By: M. A. Neale and M. H. Bazerman
      Keywords: Negotiation Style; Power and Influence
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      Neale, M. A., and M. H. Bazerman. "Negotiating Rationally: The Power and Impact of the Negotiator's Frame." In Power and Negotiation in Organizations, edited by S. C. Currall, D. Geddes, S. M. Schmidt, and A. Hichner. Dubuque, IA: Kendall/Hunt Publishing, 1995.
      • May 1994
      • Background Note

      Managing Market Complexity: A Three-Ring Circus

      By: V. Kasturi Rangan
      Proposes models of organization that address the various product-market environments posed by the product life cycle. Frames these changes along the two dimensions of uncertainty and diversity. Offers three sets of organizational characteristics to reflect the three... View Details
      Keywords: Business Processes; Growth and Development Strategy; Complexity; Organizational Structure; Organizational Culture; Product Marketing; Markets; Product
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      Rangan, V. Kasturi. "Managing Market Complexity: A Three-Ring Circus." Harvard Business School Background Note 594-119, May 1994.
      • August 1992
      • Article

      Negotiating Rationally: The Power and Impact of the Negotiator's Frame

      By: M. A. Neale and Max Bazerman
      Keywords: Negotiation; Power and Influence
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      Neale, M. A., and Max Bazerman. "Negotiating Rationally: The Power and Impact of the Negotiator's Frame." Academy of Management Executive 6, no. 3 (August 1992): 42–51.
      • May 1991 (Revised October 1993)
      • Case

      Collision Course in Commercial Aircraft: Boeing-Airbus-McDonnell Douglas--1991 (A)

      By: David B. Yoffie
      Describes the competitive situation that has arisen in the commercial aircraft manufacturing industry since Airbus entered in 1970. Having overtaken McDonnell Douglas for second place, Airbus announces plans to challenge market leader Boeing's last pocket of dominance.... View Details
      Keywords: Transition; Trade; Ethics; Investment; Problems and Challenges; Business and Government Relations; Risk and Uncertainty; Sales; Competitive Strategy; Technology Adoption; Air Transportation Industry; Manufacturing Industry
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      Yoffie, David B. "Collision Course in Commercial Aircraft: Boeing-Airbus-McDonnell Douglas--1991 (A)." Harvard Business School Case 391-106, May 1991. (Revised October 1993.)
      • July–August 1990
      • Article

      Matrix Management: Not a Structure, a Frame of Mind

      By: C. A. Bartlett and S. Ghoshal
      Keywords: Management
      Citation
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      Bartlett, C. A., and S. Ghoshal. "Matrix Management: Not a Structure, a Frame of Mind." Harvard Business Review 68, no. 4 (July–August 1990): 138–145.
      • Article

      Truth Tests and Utility Tests: Private Sector Decision Makers' Frames of Reference for Social Science Research

      By: Rohit Deshpandé
      Citation
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      Deshpandé, Rohit. "Truth Tests and Utility Tests: Private Sector Decision Makers' Frames of Reference for Social Science Research." Social Science Quarterly 67, no. 1 (March 1986): 39–52.
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