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12 Dec 2017
First Look

New Research and Ideas, December 12, 2017

not born but made. In a book dense with epiphanies, the most galvanizing one may be that the power to lead courageously resides in each of us. Publisher's link: https://www.hbs.edu/faculty/Pages/item.aspx?num=53588 forthcoming Journal of Service View Details

Keywords: Sean Silverthorne

06 Jun 2005
Research & Ideas

Microsoft vs. Open Source: Who Will Win?

Casadesus-Masanell decided to dive in. Most research to date into the OSS movement has focused on the organization and management issues surrounding OSS. Ghemawat and Casadesus-Masanell chose to explore the fundamental competitive... View Details

Keywords: by Sean Silverthorne; Technology

10 May 2016
First Look

May 10, 2016

led to the distressed sale of the firm in 1996. This essay offers new source material about the actions at both Encarta and Britannica, and it offers a novel interpretation of events. Britannica’s management... View Details

Keywords: Carmen Nobel

October 1993 (Revised September 1994)
Case

Catalina Marketing Corp.

By: David E. Bell, Walter J. Salmon and Dinny Starr

Catalina Marketing is a very successful marketing service firm. Their current customers include major supermarket retailers and consumer products manufacturers nation-wide. Catalina provides a unique way for these clients to distribute coupons for their products via... View Details

Keywords: Advertising; Information Management; Expansion; Product; Salesforce Management; Information Technology; Growth and Development Strategy; Customer Value and Value Chain; Advertising Industry

10 Jan 2005
Research & Ideas

Motivation and the Cross-Sector Alliance

Such motives spring from the humanitarian values possessed by the organizations or individuals involved. Utilitarian motives, on the other hand, cater to the partners' organizational needs, focusing on issues like risk management or the... View Details

Keywords: by James Austin, Ezequiel Reficco & SEKN research team

16 Jan 2018
First Look

First Look at New Research and Ideas, January 16, 2018

companies offer a direct stake in the company's performance through stock, a share in profits, or both. Companies with employee stock ownership plans report significantly higher sales growth and higher revenue per employee than do... View Details

Keywords: Sean Silverthorne

02 Oct 2019
What Do You Think?

What Grade Would You Give Walmart CEO Doug McMillon?

Andrei Stanescu SUMMING UP Was Walmart’s Leadership Sufficiently Proactive in Meeting Broader Corporate Responsibilities? Several times as many respondents to this month’s column gave CEO Doug McMillon high marks as opposed to low marks for leading Walmart to stop... View Details

Keywords: by James Heskett; Retail

20 Mar 2018
First Look

First Look at New Research and Ideas, March 20, 2018

https://www.hbs.edu/faculty/Pages/item.aspx?num=54214 forthcoming Operations Research Online Network Revenue Management Using Thompson Sampling: Demand Forecasting and Price Optimization By: Ferreira, Kris J., David Simchi-Levi, and He... View Details

Keywords: Sean Silverthorne

November 2016
Case

Pete & Gerry's

By: Jose Alvarez and Natalie Kindred

28 Mar 2016
Working Paper Summaries

Do Incentive Plans for Exemplary Employees Lead to Productive or Counterproductive Outcomes?

Keywords: by Carolyn Deller and Tatiana Sandino; Telecommunications

March 1997 (Revised July 1999)
Case

S1 Corporation

S1 is a fast growing subsidiary of the Samsung Group in South Korea that sells business security products. S1 has implemented a number of marketing initiatives that the company president would like to have evaluated. View Details

Keywords: Marketing Strategy; Price; Salesforce Management; Consumer Products Industry; Service Industry; South Korea

December 1998 (Revised December 1999)
Case

Morgan Stanley Dean Witter Private Client Services

By: Thomas J. DeLong, David M. Darst, Ann K Rusher and Catherine M. Conneely

The 1997 merger of retail giant Dean Witter and investment bank Morgan Stanley was a year old when Bob Sculthorpe was appointed director of Private Client Services (PCS) at Morgan Stanley Dean Witter (MSDW). The firm was still operating under two separate broker-dealer... View Details

Keywords: Mergers and Acquisitions; Business Divisions; Investment Banking; Brands and Branding; Salesforce Management; Competitive Strategy; Retail Industry

30 Oct 2018
First Look

New Research and Ideas, October 30, 2018

and service its own customer relationships and manage the effectiveness and efficiency of its sales funnel. Currently, a team of chat representatives worked with marketing to qualify and prime prospects for... View Details

Keywords: Dina Gerdeman

18 Aug 2011
Lessons from the Classroom

Business Plan Contest: 15 Years of Building Better Entrepreneurs

impact on our trajectory." Last year, with three remaining locations in the Boston area, Finale's original lead investors acquired a majority ownership in the business, folding it into a Rhode Island-based holding company where Conforti now serves as View Details

Keywords: by Julia Hanna; Education

23 Dec 2008
First Look

First Look: December 23, 2008

etc.) to implement the new strategy. Purchase the case: http://harvardbusinessonline.hbsp.harvard.edu/ b01/en/common/item_detail.jhtml?id=109015 BMW's Project Switch (B): Importers vs. National Sales Companies Harvard Business School... View Details

Keywords: Martha Lagace

24 Oct 2017
First Look

First Look at New Research and Ideas, October 24, 2017

Management Journal Discordant vs. Harmonious Selves: The Effects of Identity Conflict and Enhancement on Sales Performance in Employee-Customer Interactions By: Ramarajan, Lakshmi, Nancy Rothbard, and... View Details

Keywords: Sean Silverthorne

18 Oct 2016
Op-Ed

Why Business Should Invest in Community Health

more pressing crisis management activities. Local sales organizations, which are often tasked with local-level implementation of community health activities, prioritize product sales, supply, and... View Details

Keywords: by John Quelch, Howard Koh, and Pamela Yatsko; Health

01 Aug 2012
What Do You Think?

Should CEOs Worry About ‘Too Big to Succeed?’

management of all resources that surround that particular scale of operation." Questions raised by Salli's and other of the comments include the following: Can leaders sense successfully when an entity is functioning at its proper... View Details

Keywords: by James Heskett; Manufacturing; Financial Services

07 Nov 2005
What Do You Think?

Is Less Becoming More?

Amazon stimulates sales by its listing of thousands of books that would otherwise be out of print, given their meager sales through traditional channels. Internet technology and supply chain efficiencies... View Details

Keywords: by James Heskett; Consumer Products

June 2011
Case

Shelley Capital and the Hedge Fund Secondary Market

By: Luis Viceira, Elena Corsi and Ruth Dittrich

An advisory company has to decide how to sell their client's hedge fund holdings in the secondary market, and thinks about their future. Shelley Capital was a a European advisory company operating in the hedge fund secondary market, a market that boosted in 2008 with... View Details

Keywords: Insolvency and Bankruptcy; Investment Funds; Marketing Strategy; Financial Crisis; Sales; Leadership Development; Financial Markets; Crisis Management; Business Processes; Risk and Uncertainty; Globalized Economies and Regions; Financial Services Industry; Service Industry; Europe

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