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Hewlett-Packard--Computer Systems Organization: Selling to Enterprise Customers
by Das Narayandas Robert C. DudleyIn late 1996, Manuel Diaz, head of Worldwide Sales for Hewlett-Packard's (HP) Computer Systems Organization (CSO), is reviewing the results of an audit of HP's enterprise customer management approach with the objective of identifying market and organizational opportunities that might provide HP the next wave of growth while further reducing sales and support costs. HP's current customer management approach, although successful, had involved structural changes that had forced a deep-rooted overhaul of HP's traditional regional sales approach. The new recommendations would necessitate another round of drastic changes in the way HP manages relationships with its large enterprise customers. Diaz does not want to put the sales organization through another round of changes unless he is sure they are necessary. He has to figure out if the organization is ready for more change, and whether the benefits outweigh the costs of implementation. The case provides a detailed review of the audit process and the findings.
Hewlett-Packard Imaging Systems Division: Sonos 100 C/F Introduction
by Frank V. Cespedes Marie BellThe marketing manager for the Imaging Systems business unit (ISY) at Hewlett-Packard Medical Products Group is considering channel strategy and channel management issues raised by the upcoming introduction of a new cardiac imaging product. Product marketing's plans call for the use of indirect distribution channels to enter a new segment; important managers in ISY's direct sales force disagree.
Hewlett-Packard's Home Products Division in Europe--1996-2000
by Carin-Isabel Knoop David J. ArnoldBy November 2000, Hewlett-Packard's Home Products Division (HPD) had been selling its Pavilion line of personal computers in Europe for almost five years. During that time, HPD had entered and exited Germany, struggled in France and the United Kingdom, and significantly reorganized its European operations twice. Some at HP felt that the European operation had become what HP should be. Others wondered why it had been so hard and whether the model of "operational excellence" adopted by HPD to compete in Europe was adequate for a very fast-changing market.
Hewlett-Packard's Merced Decision
by Matthew C. Verlinden Clayton M. ChristensenDescribes managing the threat of disruptive technology at the high end of the computer industry. Many aspects of the innovator's dilemma can be explored.
Hewlett-Packard's Santa Rosa Systems Division (A): The Trials and Tribulations of a Legacy
by Gregory C. Rogers Michael BeerDescribes the process of transforming a recently formed division of Hewlett-Packard.
Hewlett-Packard's Santa Rosa Systems Division (A): The Trials and Tribulations of a Legacy
by Gregory C. Rogers Michael BeerDescribes the process of transforming a recently formed division of Hewlett-Packard.
Hexion/Apollo's Courtship of Huntsman Corporation (A)
by Lena G. Goldberg Danielle V. HollandIn July 2007, after several failed attempts to acquire Huntsman Corporation, Hexion/Apollo prevailed in a bidding war for the company and signed a definitive merger agreement. Apollo had down bid Huntsman during previous attempts to acquire the company, and Huntsman was suspicious. That suspicion, coupled with Huntsman's leverage that resulted from a competitive bid situation, prompted and enabled Huntsman to negotiate seller friendly terms. For example, there was no financing contingency, and although the merger agreement contained both a material adverse effect (MAE) clause and a reverse termination fee, the potential damages if Hexion/Apollo breached the agreement were uncapped. As the credit markets deteriorated in late 2007 and into 2008 and Huntsman turned in disappointing financial results, the Huntsman deal no longer looked attractive to Hexion/Apollo. Hexion/Apollo wanted out. Would the material adverse change (MAC) clause in the merger agreement permit Hexion/Apollo to simply walk away? Even if the MAE clause were not applicable, could Hexion/Apollo walk away by paying the reverse termination fee? Or were potential damages uncapped?
Hexion/Apollo's Courtship of Huntsman Corporation (B)
by Lena G. Goldberg Danielle V. HollandTo be used with Hexion/Apollo's Courtship of Huntsman Corporation (A) 316-028.
Hey! I'm The Manager... Why Aren't You Listening To Me?: A Field Guide For Managing People
by Steve FarnerManagement expert Steve Farner, Ph. D. , uses his practical knowledge and years of experience to create a thorough guide for managing people in today's work environment. This comprehensive and entertaining guide contains true-life examples from Farner's time with his family's candy and grocery wholesale distribution business. He explains that management is not just about delegation of work, it is about understanding what makes people perform at their highest potential. Contains valuable resource lists and an index.
Hey, Waitress! The USA from the Other Side of the Tray
by Alison OwingsContaining lively, personal portraits of waitresses from many different walks of life, this book is the first of its kind to show the intimate, illuminating, and often shocking behind-the-scenes stories of waitresses' daily shifts and daily lives.
Hey, Whipple, Squeeze This: The Classic Guide to Creating Great Ads (Adweek Magazine Ser. #Vol. 5)
by Luke SullivanThe classic guide to creating great advertising now covers all media: Digital, Social, and Traditional Hey Whipple, Squeeze This has helped generations of young creatives make their mark in the field. From starting out and getting work, to building successful campaigns, you gain a real-world perspective on what it means to be great in a fast-moving, sometimes harsh industry. You'll learn how to tell brand stories and create brand experiences online and in traditional media outlets, and you'll learn more about the value of authenticity, simplicity, storytelling, and conflict. Advertising is in the midst of a massive upheaval, and while creativity is still king, it's not nearly enough. This book is an essential resource for advertising professionals who need up-to-date digital skills to reach the modern consumer. Turn great ideas into successful campaigns Work effectively in all media channels Avoid the kill shots that will sink any campaign Protect your work Succeed without selling out Today's consumer has seen it all, and they're less likely than ever to even notice your masterpiece of art and copy, let alone internalize it. Your job is to craft a piece that rises out of the noise to make an impact. Hey Whipple, Squeeze This provides the knowledge to create impressive, compelling work.
Hey Whipple, Squeeze This: The Classic Guide to Creating Great Advertising
by Luke SullivanThe new edition of the book readers call the bible for advertising The sixth edition of Hey Whipple, Squeeze This offers a new take on the rapidly evolving industry of creative advertising. Creativity—while critical—is no longer enough to succeed. Updating all the classic creativity training from the first five editions, this updated version now provides the necessary tools to navigate the field’s changing technical and social media landscapes. From learning how to tell brand stories to creating content for Instagram, YouTube, and TikTok, Whipple will help sharpen your writing chops, enhance your creativity, and raise the level of your work whether you’re new to the business or a practicing professional. In this fully updated edition, you’ll explore: How to employ the traditional concepting techniques today’s creatives use, as well as new developments in applied creativity and inquiry-based innovation. How to use emerging technologies and the different technical structures of social media platforms to bring brand stories to life. How to go 180˚ against common sense for ideas that have the potential of becoming viral. How to create the kind of portfolio that will get you a job in the industry.
Hey, Whipple, Squeeze This
by Luke Sullivan Sam BennettThe classic (and irreverent) bestselling guide to creating great advertisingHey Whipple, Squeeze This has inspired a generation of ad students, copywriters, and young creatives to make their mark in the industry. But students need new guidance to ply their craft now in the digital world. This new fourth edition explains how to bring brand stories into interactive, dynamic places online, in addition to traditional television, radio, print, and outdoor ads.Creativity is still king, but this new edition contains:Important new chapters and updates that bring Whipple into the new digital worldNew content and examples for how to use social media and other emerging platformsIllustrate what's changing in the new world of advertising--and what isn'tHey Whipple, Squeeze This! will help sharpen your writing chops, unleash your creativity, and help raise the level of your work from hack to master craftsman.
HgCapital and the Visma Transaction (A)
by Karol Misztal Paul A. Gompers Joris Van GoolThis case concerns the negotiations of a deal by HgCapital, a UK-based private equity firm, to buy Visma, ASA, a Norwegian software company. Visma has received an offer from Sage Group, a strategic acquirer. HgCapital must determine if it wants to bid and how to outbid a potential strategic acquirer. The case concerns bidding and negotiations strategies as well as deal structuring issues. In particular, the cross border nature of the investment, a UK firm investing in Norway, leads to a number of financing issues related to raising the debt for the LBO. The case provides an opportunity to role play both the PE fund perspective and the potential target.
HgCapital and the Visma Transaction (B-1): Nic Humphries
by Karol Misztal Paul A. Gompers Joris Van GoolCase
HgCapital and the Visma Transaction (B-2): Oystein Moan
by Karol Misztal Paul A. Gompers Joris Van GoolCase
HGRM: Bringing Back High Touch Hospitality
by Gabriele Piccoli Lynda M. ApplegateThe case centers on the dilemma faced by Carlo Fontana, the owner-operator of a small chain of two four star urban hotels located in Lugano, Switzerland and the other in Milan, Italy. Having developed an extensive customer service and operations information system, called Happy Guests Relationship Management, Fontana is entertaining the possibility of commercializing his innovation. Doing so may provide a welcome new source of income during the greatest economic slowdown in recent history and it would help in keeping the HGRM design and development team motivated to refine and improve the solution. However, commercializing the innovation may also stretch his organization too thin, and bring his team into a business, the software industry, completely foreign to them.
HGRM (B): Launching Hoxell, a New IT Venture
by Gabriele Piccoli Arnold B. Peinado Lynda M. ApplegateSupplement
The Hidden Agenda: A Proven Way to Win Business and Create a Following
by Kevin AllenEach of us pitches ideas every day. Regardless of what idea we're selling--or who we're selling it to--it all boils down to the act of stirring someone to join you, to agree to follow you. Yet we consistently underestimate how critical it is to recognize the role of the decision maker. Decisions are, after all, made by people; and people have needs and agendas, spoken and unspoken. Understanding these needs and agendas are critical to success in business. Kevin Allen's approach is not about persuading, but about creating a connection that assures a mutual win. By unearthing the true motivation or desire of the decision maker, Allen shows how to craft a story or message around it, creating a predictable and repeatable end result. Full of stories and examples, this entertaining book teaches you how to effectively find, connect, and finally speak to the Hidden Agenda to win business unfailingly, every time.
Hidden Agenda: Wenn Führung aus dem Ruder läuft (essentials)
by Hans Joachim HoppeDieses Buch gibt aus der Führungserfahrung des Autors ausgewählte „Klassiker“ zu scheitern in kompakter Form wieder und soll Führungskräften die Möglichkeit geben, aus Fehlern anderer zu lernen. Entscheidungen zu treffen, war noch nie so riskant wie heute und Fehlentscheidungen bzw. Führungsfehler können schnell den Kopf kosten. Kommen dann noch verdeckte Absichten ins Spiel, die „Hidden Agenda“, wird es brandgefährlich. Für die Mitarbeiter ist das, was sich „oben“ abspielt, in der Regel nicht zu durchschauen. Es bleibt ihnen nichts anderes übrig, als dem Management (blind) zu vertrauen. Dieses Buch ersetzt kein Führungstraining, doch für Manager, die sich zumindest regelmäßig reflektieren, soll es Hilfestellung und Anregung sein.
Hidden and Devalued Feminized Labour in the Digital Humanities: On the Index Thomisticus Project 1954-67 (Digital Research in the Arts and Humanities)
by Julianne NyhanHidden and Devalued Feminized Labour in the Digital Humanities examines the data-driven labour that underpinned the Index Thomisticus–a preeminent project of the incunabular digital humanities–and advanced the data-foundations of computing in the Humanities. Through oral history and archival research, Nyhan reveals a hidden history of the entanglements of gender in the intellectual and technical work of the early digital humanities. Setting feminized keypunching in its historical contexts–from the history of concordance making, to the feminization of the office and humanities computing–this book delivers new insight into the categories of work deemed meritorious of acknowledgement and attribution and, thus, how knowledge and expertise was defined in and by this field. Focalizing the overlooked yet significant data-driven labour of lesser-known individuals, this book challenges exclusionary readings of the history of computing in the Humanities. Contributing to ongoing conversations about the need for alternative genealogies of computing, this book is also relevant to current debates about diversity and representation in the Academy and the wider computing sector. Hidden and Devalued Feminized Labour in the Digital Humanities will be of interest to researchers and students studying digital humanities, library and information science, the history of computing, oral history, the history of the humanities, and the sociology of knowledge and science.
The Hidden Barriers and Enablers of Team-Based Ideation (Palgrave Studies in Creativity and Innovation in Organizations)
by Linda Suzanne FolkThis book explores elements of team dynamics and interactions that block or enable effective ideation. The author investigates interpersonal dynamics, inhibitors of collaboration and boosters of ideation efficiency that govern the ability of a team to generate new and valuable ideas.Where it is widely accepted that teams are a necessity in the creative process, this book highlights the inconsistency in terms of quality and reliability of creative output when looking at teams. Why do some teams struggle, and others succeed in innovating? This book offers a valuable resource for those interested in the qualities and interventions that can impact the ideation potential of a team.
Hidden Champions Case Compendium: Leading Global Markets – Case Studies and Texts
by Jan-Philipp Büchler Christina HoonThis textbook provides an in-depth portfolio of case studies of globally operating and market leading medium-sized companies, mostly based in Germany. Students in the field of strategic management, family business management, information technology, and engineering may comprehensively explore the success factors of these hidden champions. Assignments and discussion sections help to dive deeper into the topics of innovation, internationalization, and leadership. Practitioners may gain valuable insights into growth trajectories and strategic decisions for achieving and sustaining market leadership. All case studies have been developed in direct cooperation with the companies and tested in teaching.
Hidden Champions in CEE and Turkey
by Peter Mckiernan Danica PurgThis book presents hidden champions in Central and Eastern Europe (CEE) and Turkey that have been studied as a joint project between CEEMAN and IEDC-Bled School of Management, Slovenia. This is an outcome of extensive research undertaken by over 30 researchers and covers 15 countries from Russia to Albania; covering many contexts, political systems, cultures and infrastructures. The reader is provided with a detailed introduction to the concept of hidden champions and describes the cases studied in this project. This book is an invaluable resource providing a culmination of interdisciplinary, cross-study chapters ranging from leadership to performance drivers; from organization to culture and governance; from innovativeness to sustainability and further to the financial aspects of hidden champions business models. These meta level chapters are followed by 15 country-specific chapters which provide an overview of each country's history, economic indicators and vignettes of the cases involved in this study.
Hidden Champions in Dynamically Changing Societies: Critical Success Factors for Market Leadership
by Danica Purg Alenka Braček LalićHidden champions are highly successful small and medium-sized companies that are global leaders in terms of market share in their respective niches. Presenting the outcomes of an in-depth, multinational study on hidden champions in Central, Eastern, and Southeast Europe, Russia, China, Mongolia and Turkey, this book provides essential insights into the critical drivers of success, market leadership positions, competitive advantage, and core lessons learned on the road to business prosperity. It also addresses development needs in connection with management, financing and the regulatory environment, which can in turn be used to create recommendations for various stakeholders (e.g. governments, financial institutions, management development institutions) in order to support hidden champions in their further growth and business success.