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Publications
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(5,396)
- Faculty Publications (2,001)
- March 1996 (Revised January 1997)
- Case
Scott Cook and Intuit
By: James L. Heskett
Scott Cook has just learned that Microsoft has withdrawn its $2 billion offer for his company Intuit. Because of his company's prospects, he is elated. But he now must decide the direction in which to take his company while continuing to focus on the formula of... View Details
- February 1996 (Revised November 1996)
- Case
Wainwright Industries (A): Beyond the Baldrige
By: Rosabeth M. Kanter and Norman Klein
Traces the growth of Wainwright, a small automotive supply company, focusing on its commitment to quality in 1981 and the evolution of its quality culture. Breakthrough programs that stress "trust and belief" in the workforce and commitment to customers result in... View Details
- February 1996
- Case
Chadwick, Inc.: The Balanced Scorecard (Abridged)
By: Robert S. Kaplan
The pharmaceutical division of a diversified company has been asked to develop a Balanced Scorecard. Research and development projects take about ten years to bring a new product to the marketplace and the division depends on good relations and active feedback from its... View Details
- January 1996 (Revised September 1997)
- Case
Scott Paper Company
By: Stuart C. Gilson and Jeremy Cott
A professional turnaround manager attempts to implement a massive global downsizing program at the world's largest producer of consumer tissue products. The plan involves laying off almost one third of the company's 34,000 hourly and salaried employees and dramatically... View Details
- January 1996 (Revised December 2005)
- Case
First Community Bank (A)
First Community Bank, a bank-within-a-bank at Bank of Boston, was established in 1990 as a unique venture to serve urban communities. By 1995 it has achieved profitability but must manage relationships with the mainstream at Bank of Boston, serve as a change agent and... View Details
- October 1995
- Teaching Note
Procter & Gamble: Improving Consumer Value Through Process Design TN
Teaching Note for (9-195-126). View Details
- October 1995 (Revised September 2021)
- Case
Cambridge Consulting Group: Bob Anderson
By: Jay W. Lorsch and John J. Gabarro
Describes the situation facing the head of a rapidly growing industry-focused group within a consulting company. Highlights the dilemmas of being a "producing manager" (i.e., a professional who has both individual production as well as management responsibilities).... View Details
- September 1995 (Revised October 1995)
- Case
Loblaw Companies Limited: Differentiation in the 90s and Beyond
By: Ray A. Goldberg, Thomas N. Urban Jr and Jane L. Wertz
Loblaw wants to develop long-term relationships with its customers and is testing a variety of strategies to do this. View Details
- August 1995 (Revised October 1996)
- Case
IDS Financial Services (Condensed)
By: John A. Deighton
Highlights the decision that must be made on balancing customer acquisition and retention and de-emphasizing the structural issues involved in administering the independent contractor sales force. View Details
- July 1995 (Revised April 1996)
- Case
Cambridge Technology Partners (A)
By: Teresa M. Amabile, George P. Baker III and Michael Beer
Cambridge Technology Partners uses a highly innovative product strategy, supported by a human resources strategy, that has been very successful. However, high growth rates jeopardize product quality while tension about relative compensation levels between sales and... View Details
- Article
Marketing and Seduction: Building Exchange Relationships by Managing Social Consensus
By: John A. Deighton and Kent Grayson
- March 1995 (Revised April 1995)
- Case
UAL Corporation
By: Stuart C. Gilson and Jeremy Cott
In the largest attempted employee-buyout in history, a large U.S. commercial airline seeks substantial wage concessions from its employees in return for 53% stake in the airline's commmon stock and guaranteed seats on the board of directors. Management must convince... View Details
- February 1995 (Revised June 1999)
- Case
Chemical Bank: Implementing the Balanced Scorecard
By: Robert S. Kaplan and Norman Klein
The retail bank division of Chemical Bank faces declining margins and increased competition in its credit and deposit gathering and processing business. It wishes to implement a new strategy to become a preferred financial service provider to target customer groups.... View Details
- January 1995 (Revised October 1995)
- Case
Citibank: Global Customer Management
By: Michael Y. Yoshino and Thomas W. Malnight
Describes Citibank's worldwide operations, which include activities in developing and developed markets. The bank's structure also varies across markets and regions, varying from autonomous national affiliates to an industry/product-based structure in its domestic U.S.... View Details
- 1995
- Chapter
Towards a Winning Climate Coalition
- November 1994
- Case
Bain & Company: International Expansion
By: Michael Y. Yoshino and J. Peter Williamson
Bain & Co., a leading strategy consulting firm, faces major strategic and organizational issues regarding global expansion. The Bain partners must choose a course among many exciting and attractive opportunities for growth. Also explores organizational and managerial... View Details
- November 1994
- Case
VideoGuide, Inc. (A)
By: William A. Sahlman and Jason Green
VideoGuide is emerging from a development stage start-up and requires a significant capital infusion to commercialize its product. Various financing options are considered including going public, venture capital, private placement, or a strategic partner. Given the... View Details