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Blue Ocean Strategy
Competitive strategy Magazine ArticleCompeting in overcrowded industries is no way to sustain high performance. The real opportunity is to create blue oceans of uncontested market space. -
The Hard Side of Change Management
Leadership & Managing People Magazine ArticleEveryone agrees that managing change is tough, but few can agree on how to do it. Most experts are obsessed with "soft" issues, such as culture and motivation,... -
Ending the War Between Sales and Marketing
Business communication Magazine ArticleIn many companies, sales forces and marketers feud like Capulets and Montagues—with disastrous results. Here’s how to get them to lay down their swords. -
What Makes a Good Salesman
Sales team management Magazine ArticleBefore they have received even a day of training, the best salespeople already have two seemingly incompatible qualities in abundance: empathy with customers and a need to overcome their hesitation to buy. -
The Half-Truth of First-Mover Advantage
Technology and analytics Magazine ArticleFirst-mover advantage is more than a myth but far less than a sure thing. Here’s how to tell when it’s likely to occur—and when it’s not. -
Making the Major Sale
Marketing Magazine ArticleAn eight-step process to help companies learn to cope creatively with large and complex selling tasks—and have lasting results. -
Coming Up Short on Nonfinancial Performance Measurement
Decision making and problem solving Magazine ArticleTracking things like customer satisfaction and employee turnover can powerfully supplement traditional bookkeeping. Unfortunately, most companies botch the job. -
Time-and-Motion Regained
Labor Magazine ArticleWith workers defining their own job standards, quality and productivity at the Fremont plant went from worst to best. -
The CEO of Canada Goose on Creating a Homegrown Luxury Brand
Marketing Magazine ArticleWorldwide, the company is a champion for “Made in Canada.” -
The Greening of the Balance Sheet
Budgets and budgeting Magazine ArticleGreen initiatives can, by reducing costs, enhance a company’s bottom line. Actions that harm the environment can have the opposite effect. Now, thanks to a burgeoning market in greenhouse gas emission credits put into effect by the Kyoto Protocol, environmental considerations will increasingly affect not only companies’ income statements but also their balance sheets. A […] -
Platforms and Blockchain Will Transform Logistics
Technology & Operations Digital ArticleExamples from Maersk, IBM, and TRIP. -
Curveball: Strategies to Fool the Competition
Strategic planning Magazine ArticleA couple of years ago, I coauthored with Rob Lachenauer an article called “Hardball: Five Killer Strategies for Trouncing the Competition.” The piece, along with a subsequent book, was misunderstood by many people. Critics said that hardball meant playing dirty or mean, neither of which is true. What is true is that hardball—let’s face it, […] -
The Customer Has Escaped
Customer experience Magazine ArticleTraditional go-to-market strategies don’t work because they assume customers will stay in the channels that were designed for them. Time for a fresh look at how shoppers really behave. -
The Great GM Mystery
Organizational restructuring Magazine ArticleAlfred P. Sloan, Jr.’s best-seller, My Years With General Motors, is being read by many businessmen as bible and blueprint rather than biography. Those who think they have found a ready-made answer to their own management problems, says Harold Wolff, will find that imitating GM is not that simple. The real secret of GM’s success […] -
Don’t Just Do Something, Stand There!
Innovation Magazine ArticleSony’s $1,500 pet robot is virtually useless—which explains why it’s such a big hit. -
Where Oil-Rich Nations Are Placing Their Bets
Global Business Magazine ArticleThe combination of the gigantic American trade deficit and the price of oil at more than $125 per barrel (at press time) has created an attendant pool... -
From Complacency to Competitiveness: An Interview with Vitro’s Ernesto Martens
Emerging markets Magazine ArticleIn Mexico, business, family, and politics are often intermingled. -
Learning the Ropes: My Life As a Product Champion
Innovation Magazine ArticleDuring 40 years of making new products happen, I’ve taken my lumps and learned from them. I started out as an R&D engineer, trained in metallurgy, green and restless. I ached to see my research move the world. I thought that if only I worked hard on some dazzling new technology—and my work led to […] -
What Executives Should Remember
Innovation Magazine ArticleNo management thinker was as prolific or as profound as Peter Drucker. Here is some of the savviest advice he offered executives. -
Eager Sellers and Stony Buyers: Understanding the Psychology of New-Product Adoption
Organizational culture Magazine ArticleMany innovations fail because consumers irrationally overvalue the old and companies irrationally overvalue the new.
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Amarnath Gupta and Sons: The Family Business
Leadership & Managing People Case Study8.95View Details Amarnath Gupta and Sons was a distributor of lubricants and owner of a petrol pump based in Alwar, Rajasthan, India. The business was originally set up... -
Building Sustainability and Circularity at JSW Steel
Strategy & Execution Case Study8.95View Details In April 2021, the chair and managing director of India's JSW Steel Limited (JSW Steel) was facing questions about how to encourage sustainability in... -
A123 Systems: Power. Safety. Life.
Strategy & Execution Case Study8.95View Details A123 Systems, the largest manufacturer of lithium ion batteries in North America, is producing and selling batteries for electric vehicles in China and... -
Corning Glass Works International (D), Spanish Version
Organizational Development Case Study5.00View Details Supplements the (A) case. -
Graphic Packaging: Project Cowboy (A)
Management Case Study8.95View Details In July 2019, Graphic Packaging CEO Michael Doss was proposing a $600 million investment in a new machine to produce coated recycled board (CRB), a type... -
Dalian Talent: Strategic Business Co-Operation and Collaboration
Strategy & Execution Case Study8.95View Details In December 2020, Daytoy Group, a leading global furniture and home furnishings retailer, asked the small Chinese candle supplier Dalian Talent Co. Ltd.... -
Collision Course: Carlos Ghosn and the Culture Wars That Upended an Auto Empire
30.00View Details In Japan it's called the "Ghosn Shock"--the stunning arrest of Carlos Ghosn, the jet-setting CEO who saved Nissan and made it part of a global automotive... -
Should Business Influence the Science and Politics of Global Environmental Change? (A): The Oil Industry and Climate Change
Strategy & Execution Case Study8.95View Details Case A: Presents three strategic options considered by a fictitious international oil and gas corporation to address the issue of climate change: fight... -
Impact Kommons: New World Development's Accelerator Program to Achieve Sustainable Development Goals
Management Case Study8.95View Details Impact Kommons was initiated by New World Development (NWD) as the first start-up accelerator in Hong Kong targeted at achieving the United Nations Sustainable... -
Schiit Audio: Does it Make Sense to Sell on Amazon?
Sales & Marketing Case Study8.95View Details Schiit Audio was a manufacturer of audio equipment in the Los Angeles, California area. The company, which mainly sold its products directly to consumers,... -
Corning Glass Works: The Electronic Products Division (A), Japanese Version
Organizational Development Case Study8.95View Details Describes a division of Corning Glass Works that finds itself with deep financial and organizational problems. Severe conflict and lack of coordination... -
Glassdoor: The Fundraising Journey (A)
Innovation & Entrepreneurship Case Study8.95View Details From his time as a young engineer at Microsoft in 1993, to the challenge of building Glassdoor from the ground up until it reached a valuation of over... -
Germagic: Six Sigma Quality in the Making
Technology & Operations Case Study8.95View Details This case provides students an opportunity to learn about major concepts of statistical process control, particularly the process control charts, process... -
Oilcorp's Marketing Campaign: Mixed Reactions to a CSR Initiative, Spanish Version
Leadership & Managing People Case Study8.95View Details In January 2010, the head of the Colombian Red Cross approached Oilcorp, owner of the largest regional chain of service stations in the country, requesting... -
Saint-Gobain Pakistan
Finance & Accounting Case Study8.95View Details The case presents a capital budgeting scenario in which students will have the opportunity to calculate the Net Present Value of a proposal to establish... -
FableStreet: My Style, Your Fit
Leadership & Managing People Case Study8.95View Details With an increasing number of women joining the workforce in India, the women's office-wear segment was gaining traction in the clothing industry and a... -
BuildAir: To the Sky and Beyond, Spanish Version
Innovation & Entrepreneurship Case Study8.95View Details This case explains how a researcher, Javier Marcipar, became an entrepreneur by developing a business idea on the outcome of a research project and founded... -
The Global Electric Car Industry in 2009: Developments in the U.S., China, and the Rest of the World
Innovation & Entrepreneurship Case Study8.95View Details The case covers and analyzes the major players in the Electric Car Industry, with a focus on the United States and China. The case looks at start-ups... -
Amyris Biotechnologies: Commercializing Biofuel
Technology & Operations Case Study8.95View Details In 2009, Amyris Biotechnologies was building a plant in Brazil that used synthetic biology to convert sugarcane into both renewable fuels and renewable... -
Asahi Glass Co.: Diversification Strategy, Japanese Version
Strategy & Execution Case Study8.95View Details Describes the history and diversification strategy of the Japanese manufacturer Asahi Glass Co. The company has diversified through internal growth, acquisition,...
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Blue Ocean Strategy
Competitive strategy Magazine ArticleCompeting in overcrowded industries is no way to sustain high performance. The real opportunity is to create blue oceans of uncontested market space. -
The Hard Side of Change Management
Leadership & Managing People Magazine ArticleEveryone agrees that managing change is tough, but few can agree on how to do it. Most experts are obsessed with "soft" issues, such as culture and motivation,... -
Ending the War Between Sales and Marketing
Business communication Magazine ArticleIn many companies, sales forces and marketers feud like Capulets and Montagues—with disastrous results. Here’s how to get them to lay down their swords. -
What Makes a Good Salesman
Sales team management Magazine ArticleBefore they have received even a day of training, the best salespeople already have two seemingly incompatible qualities in abundance: empathy with customers and a need to overcome their hesitation to buy. -
The Half-Truth of First-Mover Advantage
Technology and analytics Magazine ArticleFirst-mover advantage is more than a myth but far less than a sure thing. Here’s how to tell when it’s likely to occur—and when it’s not. -
Amarnath Gupta and Sons: The Family Business
Leadership & Managing People Case Study8.95View Details Amarnath Gupta and Sons was a distributor of lubricants and owner of a petrol pump based in Alwar, Rajasthan, India. The business was originally set up... -
Building Sustainability and Circularity at JSW Steel
Strategy & Execution Case Study8.95View Details In April 2021, the chair and managing director of India's JSW Steel Limited (JSW Steel) was facing questions about how to encourage sustainability in... -
A123 Systems: Power. Safety. Life.
Strategy & Execution Case Study8.95View Details A123 Systems, the largest manufacturer of lithium ion batteries in North America, is producing and selling batteries for electric vehicles in China and... -
Corning Glass Works International (D), Spanish Version
Organizational Development Case Study5.00View Details Supplements the (A) case. -
Making the Major Sale
Marketing Magazine ArticleAn eight-step process to help companies learn to cope creatively with large and complex selling tasks—and have lasting results.