Journal Reviews

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Goals Gone Wild – How Goal Setting Can Lead to DisasterFrom Knowledge@Wharton

In their research paper by the same title, the authors argue that goal setting has its context and place. When used indiscriminately with little attention to the type of task and conflicts that might arise, it leads to irreversible damage, as in the case of Enron or even death as in the case of the Ford Pinto performance.  

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How to be a Good Boss in a Bad Economy From HBR

In the author’s expert opinion, during these tough times of a bad economy, as a Boss one needs to rethink his responsibility and address the four deficit areas of his staff: Predictability, Understanding, Control, and Compassion. The entire article focuses on these four key principles.                                      

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Leadership That Gets ResultsFrom McKinsey

Daniel Goleman, the famous author of the best selling book, Emotional Intelligence, takes the mystery out of leadership in this article. Taking consulting firm Hay/McBer’s research as the basis, he defines 6 distinct leadership styles, each springing from different components of emotional intelligence. Emotional Intelligence is the ability to manage ourselves and our relationships effectively and consists of 4 fundamental capabilities, Self-Awareness, Self-Management, Social Awareness and Social Skill.   

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Seize Advantage in a DownturnFrom HBR

In this well-researched article, the authors (Consultants, the Boston Consulting Group) opine that the most effective ways to seize advantage in a downturn are the stabilization of the current business as well as the identification of the ways to capitalize on the downturn.

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Of Two Minds When Making a DecisionFrom HBR

Authors, Alan G. Sanfey and Luke J.Chang, show how the decisions we make do not happen by a single process, but by both automatic and controlled processes. While these processes usually interact seamlessly, they may compete at times. This has its implications in behavioral economics and hence with real-business scenarios. By implication, this gives us the basics of how to understand customer decision processes.   

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How to Manage Virtual Teams From Sloan

The authors describe the key elements of managing virtual teams to attain the best results, far outweighing those by teams in the same location. While asserting that the benefits far outweigh the disadvantages, they offer dos and don’ts to creating processes, making hiring choices and ways of managing virtual teams. These guidelines apply to teams that are separated by very short distances too.   

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Making the Major SaleFrom HBR

Major sale, which is a non-repetitive or infrequent sale, typically a B2B phenomenon with businesses selling to other businesses, has become numerous and significant. In this article, the authors explain the basic approach to take for a major sale and offer 8 steps to ensure a more successful and long-lasting sale. Further, they provide organizational guidelines to help companies incorporate this approach into their overall activities. It is a good guide to small organizations who are involved in large deals with multi-million or billion dollar companies too.  

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Shoveling Water - Why does it take so long to commercialize new technologies?From Technology Review

Author David Rotman explains the differences between individual technologies and domains while exploring why it takes technology so long to commercialize. This understanding can help enterprises evaluate their product choices, the investments they need to make and the timeline for successful adoption of the new technology. This can show them what to focus on in their development efforts.                                          

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The New Science of Sales Force ProductivityFrom HBR

The authors point out the need for a scientific approach to sales, moving away from rainmakers who rely on gut feel and native sales talent to one that is based on systems – data, analysis, processes and tools. The goal is to narrow the gap between the top 15-20% and the rest of the sales force. Using the new approach, companies find that while the top sellers do better, the lower quartiles of sales reps show dramatic improvement with productivity jumps of 200%. This takes one to the realm where “the future of business is to do things by design, not by chance”. 

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Six Ways To Make Web 2.0 WorkFrom McKinsey

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Business Book Reviews

7 Habits of Highly Effective People

The book and the author are well known.  It is a classic after all.  Many have read it and others will.  This review can act as a precursor to the full reading or a quick repeat of the last read.  In any case, this book covers a lot of ground.  However, as for most knowledge, it is useless unless implemented.  I think these pages are dense, but if implemented they can benefit enormously, unlike many other pages in the world.  Is it the best book in the world?  Some say that, we don't.  It is a book worth reading for sure, but not if you do not plan to follow through.  Fortunately, with an entire gamut of paraphernelia, Dr. Covey makes it easier to implement.

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Facebook in 10 years...... 25th August, 2009 By Nick Vaidya

Has the facebook phenomenon reached maturity and equilibrium or are we to expect change?  It

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Thoughts From A SaleMost readers of this blog know that our company recently sold its Jupiterimages division.  We were in the image business for nearly 6 years.  I will not bore readers with the details of the history or the highs and lows.  However there are a few salient lessons that I learned from the experience.

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