impact. idea. action.ptgmedia.pearsoncmg.com/imprint_downloads/wharton/... · in an increasingly...

CATALOG, 2006

ACTION.IDEA.IMPACT.

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OUR MISSION STATEMENTIn an increasingly turbulent world and fast-changing businessenvironment, businesses and policy makers seek a trusted sourcefor new ideas to grow and manage performance.

Wharton School Publishing cultivates thought-leading authors whoprovide a deep understanding of the changes in our world andtheir implications, who help readers acquire new ways to evaluatebusiness and environmental challenges, and who provide practicalapplications and solutions in finance, management, and strategy.

Because finding and selecting the right books is difficult, we provide readers the guarantee of The Wharton School of theUniversity of Pennsylvania that all books meet the standards forquality set by our Editorial Board. This Wharton seal of approvalassures readers that every topic is timely, relevant, important,conceptually sound or empirically based and implementable.

Wharton School Publishing is an extension of Wharton’s long-standing commitment to excellence in business education,thought leadership, and to the creation and dissemination ofknowledge. People learn in multiple ways—whether it be books,audio or interactive tools. Wharton School Publishing’s variety ofofferings will meet those needs, and, perhaps most important, willcome with the Wharton seal of approval.

TABLE OF CONTENTS

Global Business 4

Leadership 6

Finance & Investing 8

General Business 10

Sales & Marketing 12

Management & Strategy 14

Innovation & Growth 19

Self-Improvement 20

Website Information 22

ChangingWays of

Management

ChangingWays of Thinking

ChangingGlobal

Environment

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THE CHINESE CENTURY: THE RISING CHINESEECONOMY AND ITS IMPACT ONTHE GLOBAL ECONOMY, THEBALANCE OF POWER, ANDYOUR JOB

Oded Shenkar0-13-187731-3 • $16.99 US /$22.99 CAN • paperback0-13-146748-4 • $25.95 US /$36.95 CAN • hardcover

CAPITALISM AT THECROSSROADS: THEUNLIMITED BUSINESSOPPORTUNITIES IN SOLVING THE WORLD’S MOSTDIFFICULT PROBLEMSStuart L. Hart0-13-143987-1 $27.95 US / $38.95 CAN

THE FORTUNE AT THE BOTTOM OF THE PYRAMID: ERADICATINGPOVERTY THROUGH PROFITSC.K. Prahalad0-13-187729-1 • $16.99 US /$21.99 CAN • paperback0-13-146750-6 • $29.99 US /$41.95 CAN • hardcover

The world’s most exciting, fastest-growing newmarket is where you least expect it: at the bottomof the pyramid. Collectively, the world’s billions ofpoor people have immense untapped buyingpower. They represent an enormous opportunity forcompanies who learn how to serve them. Not onlycan it be done, it is being done—very profitably.What’s more, companies aren’t just makingmoney: by serving these markets, they’re helpingmillions of the world’s poorest people escapepoverty. C.K. Prahalad’s global bestseller TheFortune at the Bottom of the Pyramid shows whyyou can’t afford to ignore “Bottom of the Pyramid”(BOP) markets.

“…uncommon insight about consumer needs in poor societies and opportunities for the private sector toserve important public purposes…” –Madeleine K. Albright, Former U.S. Secretary of State

Endorsment for The Chinese Century

“Dr. Oded Shenkar’s fascinating account is an important lesson for all Americans…”–Janet Napolitano, Governor of Arizona

THE NEXT GLOBAL STAGE:CHALLENGES ANDOPPORTUNITIES IN OURBORDERLESS WORLD

Kenichi Ohmae 0-13-147944-X$27.95 US / $38.95 CAN

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GLOBAL BUSINESS

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LEADERSHIP

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“…clear road maps for making and implementing decisions.”—Wilbur L. Ross, Jr., chairman of the board, International Steel Group

Endorsements for Moral Intelligence

“…this book provides a healthy way of thinking of the internal compass that can avoid corporate atrocities.”—Mike McGavick, CEO & Chairman of Safeco Corporation

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WHY GREAT LEADERS DON’T TAKE YESFOR AN ANSWER: MANAGING FORCONFLICT AND CONSENSUS Michael A. Roberto0-13-145439-0 • $26.95 US / $41.95 CAN

Leaders hear ‘yes’ far too often. They don’t hear badnews until it’s too late. They get groupthink, notreality. They think they’ve achieved consensus, thenfind their decisions undermined by colleagues whonever really bought in. They become isolated: evenhigh-risk or illegal actions can go unquestioned. It’san enormous problem for leaders, for teams, andfor the entire organization. But is it inevitable?Absolutely not. In this book, Harvard BusinessSchool Professor Michael Roberto shows you howto stimulate dissent and debate to improve yourdecision making and also shows how to keep thatconflict constructive.

MORAL INTELLIGENCE:ENHANCING BUSINESSPERFORMANCE ANDLEADERSHIP SUCCESS

Doug Lennick / Fred Kiel0-13-149050-8 $25.95 US / $34.95 CAN

NIGHTLY BUSINESS REPORT PRESENTSLASTING LEADERSHIP: YOU CAN LEARN FROMTHE TOP 25 BUSINESS PEOPLE OF OUR TIMES

Mukul Pandya / Robbie Shell/Susan Warner / Sandeep Junnarkar /Jeffrey Brown0-13-187730-5 • $16.99 US / $21.99 CAN • paperback0-13-153118-2 • $26.95 US / $38.95 CAN • hardcover

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WEALTH: GROW IT, PROTECT IT, SPENDIT, AND SHARE ITStuart E. Lucas0-13-236679-7 • $25.99 US / $34.99 CAN

Managing and growing wealth is about much morethan just investing! It is like a jigsaw puzzle. Piecesinclude family relationships, values and culture,the motives of your advisors, spending, philan-thropy, taxes and estate planning. Even if you haveall the pieces, you still need to fit them togetherproperly to build a complete picture. Otherwise, it'sjust a jumble. Stuart E. Lucas describes how tochoose each piece of the puzzle in the context ofall the others and offers eight proven, easy-to-understand principles of integrated wealth man-agement as guideposts along the way.

“ …a perceptive, engaging and valuable guide to wealth management.”–Steven N. Kaplan, Neubauer Family Professor of Entrepreneurship and Finance, University of Chicago GraduateSchool of Business

Endorsement for Understanding Arbitrage

“An easy-to-read, accessible introduction to the concept of arbitrage…”—David Dubofsky, CFA, Virginia Commonwealth University

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CREDIT DERIVATIVES: APRIMER ON CREDIT RISK,MODELING, AND INSTRUMENTS

George Chacko / AndersSjöman / Hideto Motohashi /Vincent Dessain0-13-146744-1$69.99 US / $95.99 CANAvailable June 2006

THE SECRETS OF ECONOMICINDICATORS: HIDDEN CLUES TO FUTURE ECONOMICTRENDS AND INVESTMENTOPPORTUNITIES

Bernard Baumohl0-13-145501-X$27.95 US / $39.95 CAN

UNDERSTANDING ARBITAGE:AN INTUITIVE APPROACH TOFINANCIAL ANALYSIS

Randall Billingsley 0-13-147020-5 $39.99 US / $55.99 CAN

FINANCE & INVESTING


POWERFUL TIMES: RISING TO THE CHALLENGE OF OURUNCERTAIN WORLD

Eamonn Kelly0-13-185520-4 $26.99 US / $37.99 CAN

WILL YOUR NEXT MISTAKE BEFATAL?: AVOIDING THE CHAIN OF MISTAKES THAT CAN DESTROYYOUR ORGANIZATION

Robert Mittelstaedt0-13-191364-6 • $25.95 US / $36.95 CAN

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THE ENTHUSIASTIC EMPLOYEE:HOW COMPANIES PROFIT BY GIVINGWORKERS WHAT THEY WANTDavid Sirota / Louis A. Mischkind / Michael Irwin Meltzer0-13-142330-4 • $26.95 US / $37.95 CAN

Most people are enthusiastic when they’re hired:hopeful, ready to work hard, eager to contribute.What happens? Management, that's what. Theauthors tell you what managers do wrong, andwhat they need to do instead. It's about givingworkers what they want most, summarized in theThree-Factor Theory: to be treated fairly; to feelproud of their work and organizations; and to expe-rience camaraderie. Sounds simple, but everymanager knows how tough it can be. Author DavidSirota and his colleagues detail exactly how to cre-ate an environment where enthusiasm flourishesand businesses grow.

“ This book provides practical insights into the relationship management should have with its employees.”—Bill Taylor, President & CEO, Mercedes-Benz U.S. International

Endorsements for Powerful Times

“ This book is a wake-up call for all who may not recognize the powerful uncertainties that are shaping our future.” —Crawford Beveridge, Senior Vice President of People and Places, Sun Microsystems

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GENERAL BUSINESS


MARKETING IN THE PUBLICSECTOR: A ROADMAP FORIMPROVED PERFORMANCE

Philip Kotler / Nancy Lee0-13-187515-9$34.99 US / $46.99 CANAvailable October 2006

MANAGING CUSTOMERS ASINVESTMENTS: THE STRATEGICVALUE OF CUSTOMERS IN THELONG RUN

Sunil Gupta / Donald Lehmann0-13-142895-0$29.95 US / $39.95 CAN

DON’T JUST RELATE –ADVOCATE!: A BLUEPRINT FOR PROFIT IN THE ERA OFCUSTOMER POWER

Glen Urban0-13-191361-1$27.95 US / $38.95 CAN

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SALES & MARKETING

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MARKETING METRICS: 50+ METRICSEVERY EXECUTIVE SHOULD MASTERPaul W. Farris / Neil T. Bendle / Phillip E. Pfeifer / David J. Reibstein0-13-187370-9 • $39.99 US / $53.99 CAN

In Marketing Metrics, four leading researchers andconsultants systematically introduce today’s mostpowerful marketing metrics. The authors show howto use a “dashboard” of metrics to view marketdynamics from various perspectives, maximizeaccuracy, and “triangulate” to optimal solutions.Their comprehensive coverage includes measurementsof promotional strategy, advertising, and distribution;customer perceptions; market share; competitors’power; margins and profits; products and portfolios;customer profitability; sales forces and channels;pricing strategies; and more. You’ll learn how andwhen to apply each metric, and understand tradeoffsand nuances that are critical to using them suc-cessfully.

“Marketing is being challenged, as never before, to be accountable. This book, by describing metric options andtheir risks, will help address this challenge.” –David Aaker, author of Brand Portfolio Strategy

Endorsement for Don’t Just Relate—Advocate

“Congratulations to Glen Urban for moving ‘best marketing practice’ up a notch.”—Philip Kotler, author of Marketing Management

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MUST-WIN BATTLES: HOW TO WINTHEM, AGAIN AND AGAINPeter Killing / Thomas Malnight /Tracey Keys0-13-199049-7 • $27.99 US / $37.99 CAN

When everything is important, nothing is important,and nothing truly important gets done. Must-WinBattles shows leaders exactly how to identify thethree to five critical challenges most likely to makeor break their businesses and then mobilize peopleand resources to successfully execute on them.This book draws on the authors' exceptional expe-rience as world-class consultants and leading-edgebusiness researchers, and builds on the highlysuccessful executive program they created for IMD,one of the world’s best business schools. Theauthors show leaders how to cut through uncoordi-nated initiatives, create a short list of true “must-wins,”focus relentlessly on them, and infuse their organ-izations with renewed energy and effectiveness.

“Enlightening and thought-provoking...”–Michael D. White, Chairman and Chief Executive Officer, PepsiCo International, New York

Endorsement for Idealized Design

“ Idealized design is a must for any market research toolkit…”–Rachel Dreyfus, Sr. Director, Marketing Research, Time Warner Cable

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BREAK FROM THE PACK: HOW TO COMPETE IN ACOPYCAT ENVIRONMENT

Oren Harari0-13-188863-3$25.99 US / $34.99 CANAvailable September 2006

THE SECOND CYCLE:WINNING THE WAR AGAINSTBUREAUCRACY

Lars Kolind0-13-173629-9$27.99 US / $37.99 CAN

IDEALIZED DESIGN: HOW TO DISSOLVE TOMORROW’SCRISIS…TODAY

Russell L. Ackoff / JasonMagidson / Herbert J. Addison0-13-196363-5$27.99 US / $37.99 CAN

MANAGEMENT & STRATEGY


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MANAGEMENT & STRATEGY

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BUILT FOR GROWTH:EXPANDING YOUR BUSINESSAROUND THE CORNER ORACROSS THE GLOBE

Arthur Rubinfeld / Collins Hemingway0-13-146574-0$25.95 US / $35.95 CAN

MAKING STRATEGY WORK:LEADING EFFECTIVEEXECUTION AND CHANGE

Lawrence G. Hrebiniak0-13-146745-X$27.95 US / $39.95 CAN

SCORE!: A BETTER WAY TODO BUSINE$$: MOVING FROMCONFLICT TO COLLABORATION

Thomas T. Stallkamp0-13-143526-4$26.95 US / $37.95 CAN

Endorsements for Built for Growth

“A valuable primer on all aspects of retail....” —From the Foreword by Jeff Brotman, Chairman, Costco

THE WELL-TIMED STRATEGY:MANAGING THE BUSINESSCYCLE FOR COMPETITIVEADVANTAGE

Peter Navarro0-13-149420-1$27.99 US / $37.99 CAN

THE 86 PERCENT SOLUTION:HOW TO SUCCEED IN THEBIGGEST MARKET OPPORTUNITYOF THE NEXT 50 YEARS

Vijay Mahajan / Kamini Banga0-13-148907-0$26.99 US / $37.95 CAN

BIG WINNERS AND BIGLOSERS: THE 4 SECRETS OFLONG-TERM BUSINESSSUCCESS AND FAILURE

Alfred A. Marcus0-13-145132-4$27.99 US / $38.99 CAN

Endorsement for The Well-Timed Strategy

“ Timing is indeed everything, and this book shows you how to master it for a successful business.”–Bruce Karatz, Chairman and CEO, KB Home


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MANAGEMENT & STRATEGY INNOVATION & GROWTH

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FAILSAFE STRATEGIES: PROFITAND GROW FROM RISK THATOTHERS AVOID

Sayan Chatterjee0-13-101111-1$26.95 US / $38.95 CAN

FINDING FERTILE GROUND:IDENTIFYING EXTRAORDINARYOPPORTUNITIES FOR NEW VENTURES

Scott A. Shane0-13-142398-3$27.95 US / $39.95 CAN

Endorsements for Finding Fertile Ground

"This book deals very bravely with the opportunity of technology entrepreneurship.”—Jerome S. Engel, Executive Director, Lester Center for Entrepreneurship and Innovation, UC-Berkeley

Endorsement for Making Innovation Work

“…an informative and practical overview of the managerial side of innovation…”—Rosabeth Moss Kanter, Harvard Business School, author of Confidence

MAKING INNOVATION WORK:HOW TO MANAGE IT, MEASUREIT, AND PROFIT FROM IT

Tony Davila / Marc J. Epstein / Robert Shelton0-13-149786-3$29.99 US / $41.99 CAN

THE DESIGN OF THINGS TO COME:HOW ORDINARY PEOPLE CREATEEXTRAORDINARY PRODUCTS

Craig M. Vogel/ Jonathan Cagan/ Peter Boatwright0-13-186082-8$26.95 US / $37.95 CAN


THE POWER OF IMPOSSIBLETHINKING: TRANSFORM THEBUSINESS OF YOUR LIFE ANDTHE LIFE OF YOUR BUSINESS

Yoram (Jerry) Wind / Colin Cook0-13-187728-3 • $16.99 US /$22.99 CAN • paperback0-13-142502-1 • $25.99 US /$35.95 CAN • hardcover

WINNERS NEVER CHEAT:EVERYDAY VALUES WE LEARNEDAS CHILDREN (BUT MAY HAVEFORGOTTEN)

Jon M. Huntsman0-13-186366-5$19.95 US / $26.95 CAN

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SELF-IMPROVEMENT

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SUCCESS BUILT TO LAST: CREATING ALIFE THAT MATTERSJerry Porras / Stewart Emery / Mark Thompson0-13-228751-X • $22.99 US / $29.99 CAN Available August 2006

Imagine meeting more than 300 people who’vemade a profound difference: not for weeks ormonths, but for decades. Imagine discovering whatthey’ve got in common, distilling it into a set of simple practices, applying them to build yourbusiness, and using them to transform your life.This book draws on in-person conversations withhundreds of the world’s most remarkable humanbeings. Authored by three legends in leadershipand self-help, including Built to Last co-authorJerry Porras, it challenges conventional wisdom atevery step.

“…practical wisdom drawn from the stories of hundreds of the world’s most remarkable and enduringly successful people…” —From the Foreword by Sen. John McCain

Endorsements for Winners Never Cheat

“A refreshing and candid discussion on basic values that can guide you…”—Chuck Prince, CEO, Citigroup

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