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The Evolution of Selling
Cross, TomNota técnica DARDEN-M-0811-EMarketingAppropriate for marketing classes. This note follows the evolution of selling starting with the skills set forth by Dale Carnigie in the 1950s through the 1970s followed by consultive selling in the 1980s and 1990s and the value-added selling of the 21st century.Desde 8,20 €
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Finding the Right Path
Capron, Laurence; Mitchell, WillArtículo HBS-R1007J-EDirección estratégicaExecuting a new strategy nearly always requires new resources and capabilities-and most firms seek them out the wrong way. In a 10-year study of 162 telecom companies, the authors found that organizations deploying all the methods available to them outperform those that stick with a narrow approach. Yet most firms doggedly pursue one chief method, whether it's developing what they've already got internally, entering into contracts with providers,...Desde 8,20 €
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Introduction: Two Funerals and a Wedding--Why Growth Efforts Fail, and How to Do Them Right
Capron, Laurence; Mitchell, WillCapítulo de Libro HBS-9496BC-EThe introduction to "Build, Borrow, or Buy: Solving the Growth Dilemma" explains that firms' growth efforts often fail because their leaders make the wrong choices about how to obtain the necessary new resources. It presents the build-borrow-buy "resource pathways framework" as a solution and includes a glossary of key terms used throughout the book. *About the book:* How should you grow your organization? It's one of the most challenging questio...Desde 8,20 €
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When to Build: Internal Development Versus External Sourcing--Obtaining Targeted Resources for Business Growth
Capron, Laurence; Mitchell, WillCapítulo de Libro HBS-9498BC-EChapter 2 of "Build, Borrow, or Buy: Solving the Growth Dilemma" helps you choose whether to develop new resources internally, within your own organization, or obtain them externally. The chapter includes an assessment that will help you determine how relevant your present internal resources are to the capability your company needs to build, and whether your choice of a pathway is consistent with the nature of these present resources. *About the ...Desde 8,20 €
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Realigning Your Resource Portfolio: Staying Competitive with the Resource Pathways Framework
Capron, Laurence; Mitchell, WillCapítulo de Libro HBS-9506BC-EChapter 6 of "Build, Borrow, or Buy: Solving the Growth Dilemma" shows you how to use the "resource pathways framework" to continuously realign your organization's portfolio, shifting some resources into more value-creating activities, revitalizing others by combining them with new resources, and completely divesting those that no longer add value. Using the framework as an ongoing portfolio management activity can help keep your firm focused and...Desde 8,20 €
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When to Buy: Acquisition Versus Alternatives--Obtaining Targeted Resources for Business Growth
Capron, Laurence; Mitchell, WillCapítulo de Libro HBS-9505BC-EChapter 5 of "Build, Borrow, or Buy: Solving the Growth Dilemma" helps you determine if a full-scale acquisition is an appropriate way to obtain new resources for your organization. The chapter includes an example from Johnson & Johnson that shows how acquisitions can be successfully integrated with internal development. It concludes with an assessment tool that guides you through key questions about governance and integration of the target firm-...Desde 8,20 €
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The Resource Pathways Framework: Solving the "Build, Borrow, or Buy" Growth Dilemma
Capron, Laurence; Mitchell, WillCapítulo de Libro HBS-9497BC-EConocimiento y comunicaciónChapter 1 of "Build, Borrow, or Buy: Solving the Growth Dilemma" lays out a "resource pathways framework" that helps leaders decide whether to build (innovate internally), borrow (enter into contracts, alliances, or joint ventures), or buy (merge or acquire) when they need to obtain new resources for growth. In addition to contrasting two strategies--one successful, one not--used by Compaq and HP, the authors reveal how the framework applies to d...Desde 8,20 €
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When to Borrow via Contract: Basic Contract Versus Alliance--Obtaining Targeted Resources for Business Growth
Capron, Laurence; Mitchell, WillCapítulo de Libro HBS-9499BC-EChapter 3 of "Build, Borrow, or Buy: Solving the Growth Dilemma" explores whether you should obtain targeted resources via basic contracts or consider more complex arrangements, such as alliances and acquisitions. An example from pharmaceutical giant Merck illustrates the use of licenses as a means of developing products beyond a firm's existing technical base. An assessment tool at the end of the chapter will help ensure that you are looking for...Desde 8,20 €
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Developing Your Enterprise Selection Capability: Balancing Build, Borrow, and Buy Decisions Across Your Organization
Capron, Laurence; Mitchell, WillCapítulo de Libro HBS-9507BC-EChapter 7 of "Build, Borrow, or Buy: Solving the Growth Dilemma" explains how to create an organizational capability around the decision to build, borrow, or buy the resources your firm needs in order to grow. The chapter lays out a process for managing your organization's resources by bringing the topics discussed in the rest of the book together into a repeatable framework that can be applied across your organization indefinitely. The authors u...Desde 8,20 €
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When to Borrow via Alliance: Alliance Versus Acquisition--Obtaining Targeted Resources for Business Growth
Capron, Laurence; Mitchell, WillCapítulo de Libro HBS-9500BC-EChapter 4 of "Build, Borrow, or Buy: Solving the Growth Dilemma" helps you choose whether to obtain new resources for your organization through an alliance or a full-scale acquisition. The chapter includes an example from Japan's Honda Motor Company and its Indian partner, Hero, that highlights the benefits and pain points of a structured alliance. An assessment tool at the end of the chapter helps you determine whether the scope of the planned c...Desde 8,20 €