Companies should evaluate an outsourced process on several dimensions and then tailor the contract accordingly. Free to subscribers
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By Lauren Keller Johnson
When targeted promotions appeal to non-targeted customers. Free to subscribers
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By Larry Yu
Multinationals are finding it increasingly important to match the strengths of their subsidiaries’ host economics to their strategic needs. Free to subscribers
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By Larry Yu
Whether a manufacturer’s direct sales via the Internet help or hurt its retail partners depends upon the pricing strategy it employs. Free to subscribers
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By Kyle Cattani, Hans Sebastian Heese, Wendell Gilland and Jayashankar Swaminathan
Many of the ups and downs of a company’s revenue stream can be smoothed out. Doing so, though, requires a fundamental change in how the organization prioritizes its sales activities. Free to premium subscribers
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By Robert B. Miller
In volatile and uncertain environments, managers must encourage and enable the spurts of participatory innovation that lead to emergent processes and solutions. Free to premium subscribers
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By Ann Majchrzak, Dave Logan, Ron McCurdy and Mathias Kirchmer
Achieving a state of clarity is a necessary but not sufficient condition for making good decisions. Free to premium subscribers
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By Luda Kopeikina
The marketing implications of litigation are often not factored into the decision to take legal action — but they should be. Free to premium subscribers
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By Betsy D. Gelb and Darren Bush
Advances in development tools have tremendous potential for increasing productivity, cost savings and innovation. To reap the full benefits of such technologies, though, companies need to avoid some common pitfalls. Free to premium subscribers
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By Stefan H. Thomke
By sharing insights and perspectives with a group of noncompeting peers from other regions, managers can stay abreast of industry trends and combat complacency. Free to premium subscribers
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By Stoyan V. Sgourev and Ezra W. Zuckerman
Although IT portfolio management has been a best practice for some time now, many companies are still getting returns from IT investments that are below their potential. New studies show that a measurable premium can be gained by implementing a set of interlocking business practices and processes, collectively called “IT savvy.” Free to premium subscribers
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By Peter Weill and Sinan Aral
A market research technique called conjoint analysis can help managers predict what kind of affinity marketing program is likely to offer the best return on investment for their brand. Free to premium subscribers
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By Paul N. Bloom, Steve Hoeffler, Kevin Lane Keller and Carlos E. Basurto Meza
Many companies make incremental improvements to their service offerings, but few succeed in creating service innovations that generate new markets or reshape existing ones. To move in that direction, executives must understand the different types of market-creating service innovations as well as the nine factors that enable these innovations. Free to premium subscribers
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By Leonard L. Berry, Venkatesh Shankar, Janet Turner Parish, Susan Cadwallader and Thomas Dotzel
To avoid costly product failures, companies can integrate customers into the innovation process and ask for their commitment to purchase early on. Free to premium subscribers
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By Susumu Ogawa and Frank T. Piller
Using net promoter score, a metric that, in most industries, correlates well with a company’s growth rate, managers can evaluate how investments aimed at improving the customer experience actually affect the bottom line. Free to premium subscribers
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By Fred Reichheld
For many companies, incremental growth is not sufficient. The changing business landscape is forcing corporate leaders to learn how to reposition their businesses more fundamentally. Free to premium subscribers
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By Paul Strebel and Anne-Valérie Ohlsson
Before investing in China, venture capitalists and private equity investors need to take the time to understand the differences between Eastern and Western business practices. Free to premium subscribers
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By Ajit Kambil, Victor Wei-Teh Long and Clarence Kwan
The frequent failure of strategy might lie in its very definition. Free to subscribers
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By Cristian Mitreanu
