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Mohanbir Sawhney
Northwestern University
129Publications
27H-index
5,360Citations
Publications 129
Newest
Published in Public Management Review3.16
Jiyao Chen9
Estimated H-index: 9
(OSU: Oregon State University),
Richard M. Walker42
Estimated H-index: 42
(CityU: City University of Hong Kong),
Mohanbir Sawhney27
Estimated H-index: 27
(NU: Northwestern University)
Li Wang (NU: Northwestern University), Jiyao Chen9
Estimated H-index: 9
(OSU: Oregon State University)
+ -3 AuthorsQingpu Zhang (HIT: Harbin Institute of Technology)
Published on Jan 20, 2017in Kellogg School of Management Cases
Mohanbir Sawhney27
Estimated H-index: 27
Jacob Matthews, chief strategy officer for Career Central Corp. (CEC), was faced with the challenge of growing the client base for CEC's database of job seekers. While CEC had gained traction in signing up potential recruits, the number of employers using the site was still low, and if the trend continued, the recruits might soon start leaving the site. To grow dramatically, Matthews was exploring the possibility of partnering with executive recruiters, search firms, and other online search firm...
Published on Jan 20, 2017in Kellogg School of Management Cases
Mohanbir Sawhney27
Estimated H-index: 27
,
Michael Biddlecom + 4 AuthorsBrian Poger
Rockwell Automation's Allen-Bradley division was considering how to deal with the threat posed by national distributors in the maintenance, repair, and overhaul (MRO) business for its industrial automation products. National distributors were consolidating the MRO distribution channel, offering national account customers an integrated multichannel solution for their MRO needs. Allen-Bradley had traditionally served its customers through high-touch, high-value-added local distributors, but this c...
Published on Jan 20, 2017in Kellogg School of Management Cases
Mohanbir Sawhney27
Estimated H-index: 27
Todd Wilson, manager of partner development at Educational Technology Corp., needed to determine the targeting, positioning, and selling strategy for its innovative Interactive Mathematics software for the college market. This required determining what types of colleges to target and which stakeholders to focus on within institutions. His task was complicated by the unclear objectives of nonprofit institutions and the differing motivations of teachers, students, and college administrators in ado...
Published on Jan 20, 2017in Kellogg School of Management Cases
Mohanbir Sawhney27
Estimated H-index: 27
,
Sean Alexis + 4 AuthorsAndrew Malkin
A year into the launch of TiVo—the “revolutionary new personal TV service that lets you watch what you want, when you want”—John Tebona, VP of business development, was faced with important decisions about TiVo's revenue model and strategic alliances. With television's move from a network-based model to an interactive one, he had to decide what role TiVo would play in the emerging industry landscape. Would TiVo be just a set-top box or would it live up to the vision of revolutionizing the televi...
Published on Jan 20, 2017in Kellogg School of Management Cases
Mohanbir Sawhney27
Estimated H-index: 27
,
Benjamin Hill + 4 AuthorsSeverine Borut-Zaslavoglou
Jan Bakke, founder and chairman of Norway-based MRT, was planning the U.S. market entry strategy for CardioScope–its electrocardiograph system. How could MRT get a foothold in the U.S. market against competitors who had been around for 50 years? How could he ensure that MRT would be able to defend itself once it entered the market? What segments should it target, and how should it position itself? To introduce the development of a strategic target marketing plan in a business-to-business setting...
Published on Jan 20, 2017in Kellogg School of Management Cases
Mohanbir Sawhney27
Estimated H-index: 27
,
Kent Grayson16
Estimated H-index: 16
+ 5 AuthorsKari Wilson
Ontela, a technology start-up company, has introduced an innovative service called PicDeck that improves the mobile imaging experience for wireless subscribers. Ontela sells PicDeck to wireless carriers, who in turn private-label the service to their subscribers. Ontela must decide which customer segments it should target for the service and how to create a positioning strategy and a marketing communication plan to promote it. It must also consider the value proposition of the PicDeck service fo...
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