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      • 2004
      • Book

      Birth of a Salesman: The Transformation of Selling in America

      By: Walter A. Friedman
      This book chronicles the remarkable metamorphosis of the American salesman from itinerant amateur to trained expert. From the mid-nineteenth century to the eve of World War II, the development of sales management transformed an economy populated by peddlers and... View Details
      Keywords: Sales; Employees; Transformation; United States
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      Friedman, Walter A. Birth of a Salesman: The Transformation of Selling in America. Cambridge: Harvard University Press, 2004.
      • April 2004
      • Article

      Success That Lasts, 659X

      By: Laura L. Nash and Howard Stevenson
      Keywords: Success
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      Nash, Laura L., and Howard Stevenson. "Success That Lasts, 659X." HBR OnPoint Enhanced Edition Harvard Business Review (April 2004).
      • March 2004 (Revised September 2005)
      • Case

      Newell Rubbermaid: Strategy in Transition

      By: Cynthia A. Montgomery, Rhonda Kaufman and Carole Winkler
      Describes the transformation of a company's corporate-level strategy. Begins by laying out the strategy that brought the Newell Co. stunning success for nearly three decades. The highly integrated, internally consistent strategy was tailored for manufacturing and... View Details
      Keywords: Change Management; Corporate Strategy; Transformation; Problems and Challenges; Acquisition; Product Development; Brands and Branding; Manufacturing Industry; Retail Industry; United States
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      Montgomery, Cynthia A., Rhonda Kaufman, and Carole Winkler. "Newell Rubbermaid: Strategy in Transition." Harvard Business School Case 704-491, March 2004. (Revised September 2005.)
      • March 8, 2004
      • Article

      Secret to Success: Go for "Just Enough"

      By: Laura Nash and Howard Stevenson
      Keywords: Success
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      Nash, Laura, and Howard Stevenson. Secret to Success: Go for "Just Enough". Harvard Business School Working Knowledge (March 8, 2004).
      • March 2004 (Revised November 2012)
      • Teaching Note

      P&G Japan: The SK-II Globalization Project (TN)

      By: Christopher A. Bartlett
      Traces changes in P&G's international strategy and structure, culminating in Organization 2005, a reorganization that places strategic emphasis on product innovation rather than geographic expansion and shifts power from local subsidiary to global business management.... View Details
      Keywords: Business Subsidiaries; Trade; Globalization; Global Strategy; Innovation Strategy; Business or Company Management; Beauty and Cosmetics Industry; Consumer Products Industry; Hong Kong; Japan; Taiwan; Europe
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      Bartlett, Christopher A. "P&G Japan: The SK-II Globalization Project (TN)." Harvard Business School Teaching Note 304-023, March 2004. (Revised November 2012.)
      • March 2004
      • Article

      How to Negotiate Successfully Online

      By: Michael Wheeler
      Keywords: Negotiation; Internet and the Web; Success
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      Wheeler, Michael. "How to Negotiate Successfully Online." Negotiation 7, no. 3 (March 2004).
      • March 2004
      • Article

      How to Negotiate Successfully Online

      By: Kathleen L. McGinn and Eric Wilson
      Keywords: Negotiation; Success; Online Technology
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      McGinn, Kathleen L., and Eric Wilson. "How to Negotiate Successfully Online." Negotiation 7, no. 3 (March 2004): 7–9.
      • February 2004 (Revised March 2006)
      • Case

      Pratt & Whitney: Engineering Standard Work

      By: H. Kent Bowen and Courtney Purrington
      As the engineering of state-of-the-art jet engines becomes more and more complex, Pratt & Whitney leaders face major competitive problems. Product development projects are not meeting the cost, quality, and lead-time targets. The leadership develops a design,... View Details
      Keywords: Design; Engineering; Cost; Knowledge Management; Time Management; Product Launch; Standards; Product Development; Problems and Challenges; Quality; Creativity; Competitive Strategy; Manufacturing Industry
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      Bowen, H. Kent, and Courtney Purrington. "Pratt & Whitney: Engineering Standard Work." Harvard Business School Case 604-084, February 2004. (Revised March 2006.)
      • February 2004
      • Case

      The Making of Verizon

      By: Rosabeth M. Kanter, Douglas A Raymond and Ryan Raffaelli
      Through a series of mergers, Ivan Seidenberg, Verizon chairman and CEO, successfully shared the co-CEO title twice while building the largest telecom company in the United States. The strong and complementary cultures of the companies that Seidenberg and a key group of... View Details
      Keywords: Mergers and Acquisitions; Change Management; Transition; Leading Change; Organizational Culture; Risk Management; Telecommunications Industry; United States
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      Kanter, Rosabeth M., Douglas A Raymond, and Ryan Raffaelli. "The Making of Verizon." Harvard Business School Case 303-131, February 2004.
      • February 2004 (Revised January 2005)
      • Case

      Hewlett-Packard: Culture in Changing Times

      By: Michael Beer, Rakesh Khurana and James Weber
      HP had been a highly successful and respected company for decades. It was well known for its company culture and management practices--the HP way--which emphasized both profits and people. Changing markets, strong competitors, and the growth of its computer business,... View Details
      Keywords: Acquisition; Decision Choices and Conditions; Human Resources; Leading Change; Managerial Roles; Organizational Change and Adaptation; Organizational Culture; Performance Effectiveness; Adoption; Competition
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      Beer, Michael, Rakesh Khurana, and James Weber. "Hewlett-Packard: Culture in Changing Times." Harvard Business School Case 404-087, February 2004. (Revised January 2005.)
      • 2004
      • Book

      Just Enough: Tools for Creating Success in Your Work and Life

      By: Howard Stevenson and Laura Nash
      Keywords: Success; Labor
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      Stevenson, Howard, and Laura Nash. Just Enough: Tools for Creating Success in Your Work and Life. John Wiley & Sons, 2004.
      • February 2004
      • Article

      Launching a World-Class Joint Venture

      By: James Bamford, David Ernst and David G. Fubini
      More than 5,000 joint ventures, and many more contractual alliances, have been launched worldwide in the past five years. Companies are realizing that JVs and alliances can be lucrative vehicles for developing new products, moving into new markets, and increasing... View Details
      Keywords: Mergers & Acquisitions; Strategic Alliances; Joint Ventures; Alliances; Organizational Structure; Alignment; Mergers and Acquisitions
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      Bamford, James, David Ernst, and David G. Fubini. "Launching a World-Class Joint Venture." Harvard Business Review 82, no. 2 (February 2004): 90–100.
      • February 2004
      • Article

      Success That Lasts

      By: Laura Nash and Howard Stevenson
      Keywords: Success
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      Nash, Laura, and Howard Stevenson. "Success That Lasts." R0402H. Harvard Business Review 82, no. 2 (February 2004): 102–109.
      • January 2004
      • Background Note

      Beyond the IT Monolith

      By: Marco Iansiti and Gregg Rotenberg
      Leading companies are employing a radical new approach to IT--an approach that points the way to a new model of software architecture and deployment. These companies' successes seem to indicate that the problems IT critics have correctly identified are not, in fact,... View Details
      Keywords: Information Technology; Business Processes; Change
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      Iansiti, Marco, and Gregg Rotenberg. "Beyond the IT Monolith." Harvard Business School Background Note 604-070, January 2004.
      • January 2004 (Revised June 2004)
      • Case

      Citigroup 2003: Testing the Limits of Convergence (A)

      By: Lynda M. Applegate
      Examines Citigroup's strategic transition and highlights issues that its newly announced CEO Charles Prince will face as he assumes leadership of this global financial corporation upon the retirement of its charismatic CEO, Sandy Weill. View Details
      Keywords: Business Model; Globalized Firms and Management; Management Succession; Transformation; Banks and Banking; Banking Industry; Financial Services Industry
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      Applegate, Lynda M. "Citigroup 2003: Testing the Limits of Convergence (A)." Harvard Business School Case 804-041, January 2004. (Revised June 2004.)
      • January 2004
      • Case

      Bob Holgrom and the Buyout of the Carlson Division

      By: Thomas R. Piper
      The head of the Carlson Division stands to benefit substantially in financial terms if a private equity firm wins the bid for the division. The division is in the early stages of a performance turnaround, with only three quarters of profit improvement and no audited... View Details
      Keywords: Private Equity; Leveraged Buyouts; Corporate Disclosure; Ethics; Financial Reporting; Laws and Statutes; Performance Improvement
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      Piper, Thomas R. "Bob Holgrom and the Buyout of the Carlson Division." Harvard Business School Case 304-083, January 2004.
      • January 2004
      • Article

      Corporate Venturing: The Origins of Unilever's Pregnancy Test

      By: Geoffrey Jones and Alison Kraft
      The relative ability of different sizes of firm and organisational designs to develop and sustain dynamic capabilities in innovation and create new businesses remains a matter of contention. While Chandler among many others has emphasised the pre-eminent role of large... View Details
      Keywords: Business Ventures; Organizational Design; Technological Innovation; Business Startups; Venture Capital; Brands and Branding; Multinational Firms and Management; Product Development; Product Launch; Corporate Entrepreneurship; Great Britain
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      Jones, Geoffrey, and Alison Kraft. "Corporate Venturing: The Origins of Unilever's Pregnancy Test." Business History 46, no. 1 (January 2004): 100–122.
      • January 2004
      • Supplement

      Jack Welch General Electric-The People Factory at work: Picking My Successor at GE

      By: Joseph L. Bower
      Jack Welch describes the process by which Jeff Immelt was chosen. In doing so, he describes General Electric's People Factory. View Details
      Keywords: Human Resources; Leadership Development; Management; Management Succession
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      Bower, Joseph L. "Jack Welch General Electric-The People Factory at work: Picking My Successor at GE." Harvard Business School Video Supplement 304-808, January 2004.
      • December 2003 (Revised May 2004)
      • Case

      Grove Street Advisors

      By: G. Felda Hardymon, Josh Lerner, Ann Leamon and Frank Angella
      Grove Street Advisors, a manager of customized private equity investment products, has been very successful in its first five years. To grow, the group must decide whether to target smaller organizations, revive its coinvestment efforts, or enter the highly competitive... View Details
      Keywords: Business Organization; Decision Choices and Conditions; Private Equity; Investment; Market Entry and Exit; Competitive Strategy
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      Hardymon, G. Felda, Josh Lerner, Ann Leamon, and Frank Angella. "Grove Street Advisors." Harvard Business School Case 804-050, December 2003. (Revised May 2004.)
      • December 2003 (Revised February 2006)
      • Case

      Jamie Dimon and Bank One (B)

      By: Paul W. Marshall and Todd H Thedinga
      To distribute only after discussion of HBS case 9-804-107. Describes the decisions made by Jamie Dimon as the new CEO in July 2000 and summarizes the progress of his turnaround over the next three years. View Details
      Keywords: Decisions; Management Succession; Banks and Banking; Banking Industry
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      Marshall, Paul W., and Todd H Thedinga. "Jamie Dimon and Bank One (B)." Harvard Business School Case 804-108, December 2003. (Revised February 2006.)
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