Publications

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February 2010 (Revised April 2011)
Case

The Political Economy of Carbon Trading

By: Forest L. Reinhardt, J. Gunnar Trumbull, Mikell Hyman, Patia McGrath and Nazli Zeynep Uludere

Global climate change is an increasingly prominent political and business problem. Design of market-based systems to reduce carbon emissions has proven difficult. More broadly, national attempts to comply with the provisions of the Kyoto Protocol present both... View Details

Keywords: Policy; International Relations; Risk Management; Agreements and Arrangements; Business and Government Relations; Natural Environment; Pollutants; Climate Change; Environmental Sustainability; Public Administration Industry

19 Apr 2004
Research & Ideas

Birth of the American Salesman

Walter A. Friedman's new book Birth of a Salesman chronicles the rise and development of modern sales management from the 18th century to the present day. Its fascinating cast of dynamic business figures and academic leaders includes John... View Details

Keywords: by Laura Linard

Article

We Need Better Carbon Accounting. Here's How to Get There.

By: Robert S. Kaplan and Karthik Ramanna

Any effective system of greenhouse gas (GHG) accounting needs to measure each company’s supply-chain carbon impacts accurately. Such information would provide visibility and incentives for the company to make more climate-friendly product-specification and purchasing... View Details

Keywords: Accounting; Greenhouse Gas Emissions; GHG; Carbon Accounting; Environmental Accounting; Environmental Management; Governing Rules, Regulations, and Reforms; Supply Chain

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Research Summary

New Technologies and the Future of Food and Nutrition

By: Ray A. Goldberg

Ray A. Goldberg has been investigating the impact of new technologies on, and the functioning of, the global agribusiness system in the twenty-first century. He is currently developing a seminar to bring scientists, business leaders, academics, and consumer... View Details

May 2022
Case

Rawbank's Illico Cash: Can 'Fast Money' Overcome Cash Dependency in the DRC?

By: Lauren Cohen and Grace Headinger

Thomas de Dreux-Brézé, the Head of Strategy and Project Management at Rawbank Congo in the Democratic Republic of the Congo (DRC), was perplexed as he reviewed annual adoption rates for the bank’s launch of Illico Cash 2.0. As the bank’s mobile money app, Illico Cash... View Details

16 Feb 2022
News

How Job Applicants Try to Hack Résumé-Reading Software

01 Nov 1999
Research & Ideas

John H. Patterson and the Sales Strategy of the National Cash Register Company, 1884 to 1922

John H. Patterson created an intricate system of management to monitor and train company salesman. He gave them scripts to memorize and assigned them territory to cover. He held conventions and thematic... View Details

Keywords: by Walter A. Friedman

July 1995 (Revised October 1995)
Background Note

Electronic Commerce: Trends and Opportunities

By: Lynda M. Applegate and Janis Lee Gogan

In a 1966 Harvard Business Review article, Felix Kaufman implored general managers to think beyond their own organizational boundaries to the possibilities of interorganizational systems (IOS)--networked computers that enable companies to share information and... View Details

Keywords: Internet and the Web; Trends; Opportunities

20 Dec 2006
Working Paper Summaries

The Demise of Cost and Profit Centers

Keywords: by Robert S. Kaplan

23 Dec 2020
News

A Path to Developing More Insightful Business School Graduates: A Systems-Based, Experimental Approach to Integrating Law, Strategy, and Sustainability

2008
Chapter

Knowledge Work, Craft Work, and Calling

Social critics have often complained that industrial revolution management transfers control of a job away from workers, encourages human exploitation in pursuit of cost minimization, and alienates workers from their labor. But the arrangements of work that have been... View Details

Keywords: Organizational Change and Adaptation; Working Conditions; Production; Knowledge Use and Leverage; Management Practices and Processes; Employees

June 2024
Article

Counterparty Risk and Counterparty Choice in the Credit Default Swap Market

By: Wenxin Du, Salil Gadgil, Michael Gordy and Clara Vega

We investigate how market participants price and manage counterparty credit risk using confidential trade repository data on single-name credit default swap (CDS) transactions. We find that counterparty risk has a modest impact on the pricing of CDS contracts but a... View Details

Keywords: Credit Derivatives and Swaps; Market Participation; Risk and Uncertainty; Price; Financial Markets; Credit

November 1994 (Revised March 2001)
Case

Security Plus, Inc.

By: David F. Hawkins and Norman Bartczak

A company acquires an alarm system company and converts its customers from operating to sale-type leases. View Details

Keywords: Mergers and Acquisitions; Leasing; Growth and Development Strategy; Service Industry

September 1994 (Revised March 1995)
Case

RailTex, Inc. (A)

By: Norman A. Berg and James Weber

By 1992, RailTex, Inc., had acquired and was operating 23 geographically separate short-line railroads (feeder lines for larger railroads) in Mexico, Canada, and primarily in the United States. Founded in 1977 with $500,000 of capital as a railcar leasing company, the... View Details

Keywords: Acquisition; Business Divisions; Cost Management; Growth and Development; Growth and Development Strategy; Management Systems; Product Marketing; Logistics; Risk and Uncertainty; Valuation

12 Jul 2007
Working Paper Summaries

Toward a Theory of Behavioral Operations

Keywords: by Francesca Gino & Gary Pisano

November 2011
Case

Lowell General Physician Hospital Organization

By: Richard M.J. Bohmer and Natalie Kindred

This case focuses on the Alternative Quality Contract (AQC), a novel payment program designed to incentivize providers to deliver less costly, high quality health care. Under the AQC, offered by Blue Cross Blue Shield of Massachusetts, providers received a fixed-dollar... View Details

Keywords: Cost Management; Service Delivery; Health Care and Treatment; Health Industry; Massachusetts

August 2002 (Revised January 2003)
Case

Siebel Systems: Anatomy of a Sale, Part 1

By: John A. Deighton and Das Narayandas

How does a $2 million software sale happen? This case traces efforts by Siebel Systems to sell lead management software to discount broker Quick & Reilly. The buying process is mapped out over four years. Covers in detail the last six months—from Siebel's initial... View Details

Keywords: Leadership; Management Analysis, Tools, and Techniques; Marketing Strategy; Consumer Behavior; Organizational Structure; Behavior; Competition; Applications and Software; Technology Industry

August 2002 (Revised February 2003)
Case

Siebel Systems: Anatomy of a Sale, Part 2

By: John A. Deighton and Das Narayandas

How does a $2 million software sale happen? This case traces efforts by Siebel Systems to sell lead management software to discount broker Quick & Reilly. The buying process is mapped out over four years. Covers in detail the last six months--from Siebel's initial... View Details

Keywords: Business Cycles; Leadership; Management Analysis, Tools, and Techniques; Marketing Strategy; Consumer Behavior; Organizational Structure; Behavior; Competition; Applications and Software; Technology Industry