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      • August 2000 (Revised February 2001)
      • Background Note

      Revenue Recognition

      By: Paul M. Healy
      This case discusses revenue recognition in straightforward situations and then considers revenue transactions that may be more complex to record. Revenue recognition criteria can be implemented for the following situations: 1) Customers pay prior to delivery; 2)... View Details
      Keywords: Business Earnings; Revenue Recognition; Decision Making; Financial Statements
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      Healy, Paul M. "Revenue Recognition." Harvard Business School Background Note 101-017, August 2000. (Revised February 2001.)
      • July 2000
      • Case

      Aerospace Technologies, Inc.

      By: Paul M. Healy and Jacob Cohen
      Ben Galil's privately held engineering consulting firm represents aerospace products manufacturers in Israeli government biddings. The company incurs expenses for years before getting paid. This case deals with the alternative methods for booking revenues and expenses... View Details
      Keywords: Accrual Accounting; Accounting; Revenue; Cost; Business or Company Management; Profit; Engineering; Bids and Bidding; Government and Politics; Private Ownership; Consulting Industry; Israel
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      Healy, Paul M., and Jacob Cohen. "Aerospace Technologies, Inc." Harvard Business School Case 101-003, July 2000.
      • May 2000
      • Case

      To Trim or Not to Trim: That Is the Question

      By: Srikant M. Datar
      Should Novartis drop 20% of its global pharmaceutical product brands that account for only 3% of its pharmaceutical revenues? View Details
      Keywords: Business Earnings; Cost vs Benefits; Business Strategy; Investment Return; Problems and Challenges; Pharmaceutical Industry
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      Datar, Srikant M. "To Trim or Not to Trim: That Is the Question." Harvard Business School Case 100-105, May 2000.
      • April 2000
      • Article

      The Fable of Fisher Body

      By: Ramon Casadesus-Masanell and Daniel F. Spulber
      General Motors' (GM) acquisition of Fisher Body is the classic example of market failure in the literature on contracts and the theory of the firm. According to the standard account, GM merged vertically with Fisher Body in 1926, a maker of auto bodies, because of... View Details
      Keywords: Mergers and Acquisitions; Failure; Contracts; Vertical Integration; Market Transactions; Investment; Trust; Production; Assets; Supply Chain; Opportunities; Technology; Auto Industry
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      Casadesus-Masanell, Ramon, and Daniel F. Spulber. "The Fable of Fisher Body." Journal of Law & Economics 43, no. 1 (April 2000): 67–104.
      • March 2000 (Revised February 2005)
      • Case

      Hewlett Packard--Computer Systems Organization: Selling to Enterprise Customers

      By: Das Narayandas and Robert C. Dudley
      In late 1996, Manuel Diaz, head of Worldwide Sales for Hewlett-Packard's (HP) Computer Systems Organization (CSO), is reviewing the results of an audit of HP's enterprise customer management approach with the objective of identifying market and organizational... View Details
      Keywords: Accounting Audits; Transformation; Customer Relationship Management; Cost vs Benefits; Marketing Strategy; Sales; Computer Industry
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      Narayandas, Das, and Robert C. Dudley. "Hewlett Packard--Computer Systems Organization: Selling to Enterprise Customers." Harvard Business School Case 500-064, March 2000. (Revised February 2005.)
      • March 2000
      • Background Note

      Transfer Pricing

      By: Robert S. Kaplan
      Discusses use of market prices, negotiated prices, variable costs, dual rate, and full costs for transfer prices. View Details
      Keywords: Fair Value Accounting; Cost Accounting; Price; Price Bubble; Negotiation; Cost Management; Cost of Capital; Financial Markets; Strategic Planning; Accounting Industry
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      Kaplan, Robert S. "Transfer Pricing." Harvard Business School Background Note 100-099, March 2000.
      • March 2000 (Revised November 2000)
      • Case

      IBM Corporation Turnaround

      By: Robert D. Austin and Richard L. Nolan
      Describes the details of IBM's dramatic corporate turnaround in the early 1990s led by CEO Louis V. Gerstner. Accounts of events are from interviews with IBM executives. Covers the factors that led to the company's decline and actions taken to recover. View Details
      Keywords: Transformation; Restructuring; Management Teams; Management Practices and Processes; Leading Change; Organizational Change and Adaptation; Computer Industry; Information Technology Industry
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      Austin, Robert D., and Richard L. Nolan. "IBM Corporation Turnaround." Harvard Business School Case 600-098, March 2000. (Revised November 2000.)
      • February 2000 (Revised March 2000)
      • Case

      Owens & Minor, Inc. (B)

      By: V.G. Narayanan and Lisa Brem
      After a manager at Owens & Minor, a national medical and surgical distribution company, proposes and develops a formalized activity-based pricing and activity-based management approach to sales and service provision, this case explore the outcome. View Details
      Keywords: Activity Based Costing and Management; Logistics; Distribution; Price; Supply Chain Management; Sales; Outcome or Result; Management Style; Medical Devices and Supplies Industry; Distribution Industry
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      Narayanan, V.G., and Lisa Brem. "Owens & Minor, Inc. (B)." Harvard Business School Case 100-079, February 2000. (Revised March 2000.)
      • February 2000 (Revised February 2002)
      • Case

      Owens & Minor, Inc. (A)

      By: V.G. Narayanan and Lisa Brem
      A forward-thinking manager at Owens & Minor (O&M), a large national medical and surgical distribution company, enlisted the help of both logistics and cost managers to develop an innovative pricing schedule based on the customer's activities instead of the price of the... View Details
      Keywords: Activity Based Costing and Management; Logistics; Distribution; Price; Supply Chain Management; Customer Relationship Management; Medical Devices and Supplies Industry; Distribution Industry
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      Narayanan, V.G., and Lisa Brem. "Owens & Minor, Inc. (A)." Harvard Business School Case 100-055, February 2000. (Revised February 2002.)
      • February 2000 (Revised April 2001)
      • Case

      CNET 2000

      By: Thomas R. Eisenmann and Pauline M Fischer
      CNET's managers explain the strategic analysis that led to their decision to increase their annual marketing budget from $1 million to $100 million. CNET is an online information intermediary that helps consumers make purchase decisions about PC hardware and software,... View Details
      Keywords: Entrepreneurship; Corporate Strategy; Budgets and Budgeting; Financial Strategy; Decisions; Growth and Development; Customer Focus and Relationships; Business Divisions; Marketing Strategy; Distribution Channels; Consumer Behavior; Online Technology; Information Technology Industry
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      Eisenmann, Thomas R., and Pauline M Fischer. "CNET 2000." Harvard Business School Case 800-284, February 2000. (Revised April 2001.)
      • January 2000
      • Case

      Cross Country Group, The: A Piece of the Rock (B)

      By: Robert L. Simons and Indra Reinbergs
      Supplements the (A) case. View Details
      Keywords: Accounting Industry; Accounting Industry
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      Simons, Robert L., and Indra Reinbergs. "Cross Country Group, The: A Piece of the Rock (B)." Harvard Business School Case 100-044, January 2000.
      • January 2000
      • Case

      Measurement and Management at CitySoft

      By: V.G. Narayanan and Sanjay Pothen
      CitySoft is a very small software developer that is grappling with issues of cost measurement and management. View Details
      Keywords: Cost Accounting; Cost Management; Applications and Software; Problems and Challenges; Information Technology Industry
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      Narayanan, V.G., and Sanjay Pothen. "Measurement and Management at CitySoft." Harvard Business School Case 100-056, January 2000.
      • January 2000 (Revised October 2002)
      • Case

      Cambridge Hospital Community Health Network - The Primary Care Unit

      By: V.G. Narayanan, Lisa Brem and Ryan Moore
      The Cambridge Hospital Community Health Network needed to gain a better understanding of its unit-of-service costs, which had been rising at a rate of 10% per year. The network's step-down costing system gave only aggregate costing information, and there was some... View Details
      Keywords: Activity Based Costing and Management; Health Care and Treatment; Cost Accounting; Cost; Network Effects; Health Industry; Service Industry; Massachusetts
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      Narayanan, V.G., Lisa Brem, and Ryan Moore. "Cambridge Hospital Community Health Network - The Primary Care Unit." Harvard Business School Case 100-054, January 2000. (Revised October 2002.)
      • winter 2000
      • Article

      Assessing the Impact of Venture Capital to Innovation

      By: Samuel Kortum and Josh Lerner
      We examine the influence of venture capital on patented inventions in the United States across twenty industries over three decades. We address concerns about causality in several ways, including exploiting a 1979 policy shift that spurred venture capital fundraising.... View Details
      Keywords: Venture Capital; Innovation and Invention
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      Kortum, Samuel, and Josh Lerner. "Assessing the Impact of Venture Capital to Innovation." RAND Journal of Economics 31, no. 4 (winter 2000): 674–692. (Supplemental appendix.)
      • 2000
      • Chapter

      Relationship Marketing and Key Account Management

      By: Joseph P. Cannon and N. Narayandas
      Keywords: Customer Relationship Management
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      Cannon, Joseph P., and N. Narayandas. "Relationship Marketing and Key Account Management." In Conceptual Foundations in Relationship Marketing, edited by Jagdish N. Sheth and Atul Parvatiyar, 407–430. Thousand Oaks, CA: Sage Publications, 2000.
      • 2000
      • Other Unpublished Work

      The Federal Budget and the States: Fiscal Year 1999

      By: Dutch Leonard and Jay H. Walder
      Keywords: Sovereign Finance; Budgets and Budgeting; Government and Politics; United States
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      Leonard, Dutch, and Jay H. Walder. "The Federal Budget and the States: Fiscal Year 1999." Taubman Center for State and Local Government, Washington, D.C., January 2000.
      • December 1999
      • Case

      Agrochemicals at Ciba-Geigy AG (A)

      By: Michael L. Tushman, Wendy Smith and Daniel Radov
      After spending five years to develop a revolutionary product, the director of Ciba-Geigy's fungicide research department is handed an unfavorable market study. The case details the R&D process for the new product, including information on corporate partnerships,... View Details
      Keywords: Agribusiness; Plant-Based Agribusiness; Research and Development; Innovation and Invention; Innovation Strategy; Product Launch; Marketing Channels; Change Management; Product Development; Business Processes; Organizational Structure; Corporate Accountability; Agriculture and Agribusiness Industry; Pharmaceutical Industry
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      Tushman, Michael L., Wendy Smith, and Daniel Radov. "Agrochemicals at Ciba-Geigy AG (A)." Harvard Business School Case 400-022, December 1999.
      • November 1999 (Revised July 2001)
      • Case

      New Profit Inc.: Governing the Nonprofit Enterprise

      By: Robert S. Kaplan
      New Profit, Inc. (NPI) is an innovative venture philanthropy fund. Founded by social entrepreneur Venessa Kirsch, NPI intends to raise large donations from individuals who wish to invest in nonprofit enterprises that could have a significant social impact and the... View Details
      Keywords: Balanced Scorecard; Nonprofit Organizations; Venture Capital; Social Entrepreneurship; Corporate Governance; Performance Evaluation; Financial Statements; Philanthropy and Charitable Giving; Service Industry
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      Kaplan, Robert S. "New Profit Inc.: Governing the Nonprofit Enterprise." Harvard Business School Case 100-052, November 1999. (Revised July 2001.)
      • November 1999 (Revised February 2000)
      • Case

      Granny's Goodies, Inc.

      By: Das Narayandas and Katherine B. Korman
      The young entrepreneurs of Granny's Goodies, Inc., a corporate gift package specialist, face the challenge of finding ways to create consistent revenue streams and reduce sales costs. Outside of a few long-term contracts, the two founders have had to work very hard for... View Details
      Keywords: Budgets and Budgeting; Customer Relationship Management; Entrepreneurship; Cost Management; Marketing Strategy; Product Design; Problems and Challenges; Sales; Segmentation; Service Industry
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      Narayandas, Das, and Katherine B. Korman. "Granny's Goodies, Inc." Harvard Business School Case 500-049, November 1999. (Revised February 2000.)
      • November 1999
      • Case

      Seminis Inc.

      By: Ray A. Goldberg, Jonathan West, Carin-Isabel Knoop and David Benedict Pearcy
      Seminis became the world leader in vegetable seeds through a series of acquisitions. This case describes the Seminis strategy toward capturing value, biotechnology, and international operations. View Details
      Keywords: Business Earnings; Acquisition; Profit; Global Strategy; Corporate Strategy; Valuation; Value Creation; Biotechnology Industry
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      Goldberg, Ray A., Jonathan West, Carin-Isabel Knoop, and David Benedict Pearcy. "Seminis Inc." Harvard Business School Case 600-030, November 1999.
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