suarez-500

Summer 2012
Volume 53, Issue # 4

advertisement
16-Leading-your-team-500

The Human Side of Business*

  • Read Time: 2 min 

As a business executive, you have to think about the big picture. You need to consider issues such as what trends are affecting your company’s markets, how your company’s strategy should evolve and what new technologies or initiatives your organization should adopt.

hinterhuber-500
Free Article

Is It Time to Rethink Your Pricing Strategy?

  • Research Feature
  • Read Time: 22 min 

Companies differ in their approaches to price setting, but most fall into one of three buckets: cost-based, competition-based or customer value-based. Customer value-based pricing uses data on the perceived customer value of the product as the main factor to determine prices.

However, implementing customer value-based pricing is not easy. Developing a customer value-based pricing program is a multiyear project demanding executive attention and requiring substantial changes in corporate processes.

kiron-500

What Managers Really Think About Social Business

  • Research Feature
  • Read Time: 24 min 

Given that technology-based social networking has been transforming social norms for the past decade, will social networking and social software have a similarly transformative effect on business? Are they already doing so? How are enterprises benefiting?

MIT Sloan Management Review and Deloitte asked thousands of managers about how their companies are using social media tools — and how important those tools are becoming to their organizations. Here’s what they said.

Image courtesy of Flickr user KJGarbutt.
Free Article

Finding Value in the Information Explosion

  • Research Highlight
  • Read Time: 10 min 

Today’s companies process more than 60 terabytes of information annually, about 1,000 times more than a decade ago. But how well are companies managing the data and capitalizing on the opportunities it presents?

To answer these questions, seven IT research centers studied data-related activities at 26 corporations and large nonprofit organizations. The research shows that while the IT unit is competent at storing and protecting data, it cannot make decisions that turn data into business value.

karaevli-500

When Is an Outsider CEO a Good Choice?

  • Research Highlight
  • Read Time: 7 min 

On average, CEOs recruited from outside the company perform about the same as those who come up through the ranks, the authors’ research suggests. But there are certain circumstances in which outsider CEOs tend to do better: CEOs recruited from outside the company outperform those who come up through the ranks at companies with a recent history of poor performance.

The author studied CEO succession in 90 single-business organizations over 30 years in the U.S. airline and chemical industries.

advertisement

elsbach-500

Why Showing Your Face at Work Matters

  • Research Highlight
  • Read Time: 8 min 

Working from home or other remote work arrangements can be beneficial to both employees and companies. However, these nontraditional arrangements also have hidden pitfalls. Employees who work remotely may end up getting lower performance evaluations, smaller raises and fewer promotions than their colleagues in the office — even if they work just as hard and just as long. The difference is something called “passive face time” — the simple act of merely being seen in the workplace.

suarez-500

Dethroning an Established Platform

  • Research Feature
  • Read Time: 21 min 

Increasing numbers of companies, whether providing hardware devices, traditional software or software in the cloud, are trying to become platform masters by releasing application programming interfaces that allow others to build software and hardware products or complementary services on top of their offerings.

But what can you do when a competitor has already established a leading platform? Learn from Apple’s iPhone, Google’s Gmail and Facebook — and how they overtook earlier market leaders.

chua-500

Building Effective Business Relationships in China

  • Research Feature
  • Read Time: 23 min 

As China’s growth and integration into the world economy continue, many companies are looking for ways to build effective business relationships with Chinese companies. China’s ways of doing business are becoming more Westernized, but non-Chinese executives must still work hard to build trust in relationships with their Chinese business partners. But developing trust between Chinese and Western executives takes time. This article explores methods for developing cross-cultural trust.

Image courtesy of Novartis.

How to Create Productive Partnerships With Universities

  • Research Feature
  • Read Time: 26 min 

University-business collaborations are an increasingly important source of research and development for many companies. Yet despite their importance, many companies take much less care managing these relationships than they do those with their vendors or customers. As a result, business-academic collaborations often fail to achieve as much as they might. By taking a more structured approach, companies can improve the performance of their academic research partnerships.

mangelsdorf-backpage-500

What It Takes to Be a Serial Innovator

  • Opinion & Analysis
  • Read Time: 4 min 

It’s not easy to develop a breakthrough innovation in an established company and bring it to market successfully — and even more challenging to do so more than once. In their new book, Serial Innovators: How Individuals Create and Deliver Breakthrough Innovations in Mature Firms, authors Abbie Griffin, Raymond L. Price and Bruce A. Vojak describe several years of research they have conducted about a type of employee who can do just that.

advertisement

adjei-500

Enhancing Relationships With Customers Through Online Brand Communities

  • Research Highlight
  • Read Time: 8 min 

Online brand communities can bring customers closer to a brand, generate “buzz” and enhance brand loyalty. Yet, important as online brand communities are to consumer markets, little is known about the role they play in consumer decision-making. Although the popularity of online brand communities as a means of gathering pre- and post-purchase information continues to grow, knowledge about how to effectively manage those conversations remains scant.

Image courtesy of Novo Nordisk A/S.

How to Become a Sustainable Company

  • Research Feature
  • Read Time: 22 min 

Trends suggest that the public is no longer satisfied with corporations that focus solely on short-term profits. A recent study comparing companies that adopted environmental and social policies with companies that didn’t supports this view.

However, few companies are born with a commitment to sustainability. To develop one, companies need leadership commitment, an ability to engage with multiple stakeholders along the value chain, employee engagement and disciplined mechanisms for execution.

kumar-500

The Perils of Social Coupon Campaigns

  • Research Highlight
  • Read Time: 6 min 

Social coupons have become a popular form of marketing promotion. Businesses such as restaurants, car washes and dry cleaners pitch coupon discounts through Internet sites such as Groupon and LivingSocial in hopes of attracting a new crop of customers. But a poorly designed coupon campaign can do serious harm to a business’s profit margin. While the coupons can generate value for customers and the social coupon service providers themselves, they can lead businesses into a thicket of problems.

Image courtesy of Boeing.

The Problem With Digital Design

  • Research Feature
  • Read Time: 18 min 

Traditionally used for computer aided design and manufacturing applications, in recent years digital design has migrated to the front end of the development process, facilitating ideation, conceptual design and globally distributed innovation. Through empirical and case-based research — including a longitudinal study of 145 organizations that are heavy users of digital design — this article explores the challenges and opportunities of employing digital design during these early stages.