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Darden University of Virginia (USA)
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Uber Pricing Strategies and Marketing Communications
Farris, Paul W.; Yemen, Gerry; Weiler, Virginia; Ailawadi, KusumCase DARDEN-M-0871-EMarketingBy late March 2014, the ridesharing company Uber was on a roll, rapidly expanding service to untapped markets and gaining new, enthusiastic customers, as well as a few vocal and visible detractors. Uber’s innovative organization of the supply-demand matching process produced eager customers who recruited others. Buzz marketing and aggressive recruitment of drivers augmented growth. This case presents Uber as an example of a middleman adding real ...Starting at €8.20
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Titan Products, Inc.: Acquisition of Franz Schuler GMBH (A)
Bourgeois, L. J. III; Watson, DanCase DARDEN-BP-0546-ECorporate GovernanceThis case allows two integration teams of different companies to construct a joint postacquisition integration plan. Some of the issues addressed in this role-play case include: (1) organization of Schuler, (2) staffing of management positions, (3) joint-distribution channels, (4) resolution of culture conflicts, (5) focus of strategic and operational decisions, and (6) performance metrics for assessing the success of the acquisition.Starting at €8.20
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Titan Products, Inc.: Acquisition of Franz Schuler GMBH (B-1)
Bourgeois, L. J. III; Watson, DanCase DARDEN-BP-0547-ECorporate GovernanceThe confidential background about one of the companies involved in the construction of a joint postacquisition integration plan is provided in this case for one of the integration teams.Starting at €8.20
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The Multichannel Challenge at Natura in Beauty and Personal Care (A), (B), and (C) - Teaching note
Farris, Paul W.; Guissoni, Leandro; Boccia, Murillo; Ailawadi, KusumTeaching Note DARDEN-M-0943TNMarketingTeaching note for products M-0943, M-1022 and M-1023Starting at €0.00
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The Multichannel Challenge at Natura in Beauty and Personal Care (A)
Farris, Paul W.; Guissoni, Leandro; Ailawadi, Kusum; Boccia, MurilloCase DARDEN-M-0943MarketingFaced with declining market share and sales between 2014 and 2016, Natura, at the time Brazil’s second-largest brand in the cosmetics, fragrances, and toiletries market, was expanding its customer reach by moving from a direct-sales company to a multichanStarting at €8.20
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Titan Products, Inc.: Acquisition of Franz Schuler GMBH (B-2)
Bourgeois, L. J. III; Watson, DanCase DARDEN-BP-0548-ECorporate GovernanceThe confidential background about one of the companies involved in the construction of a joint postacquisitionintegration plan is provided in this case for the other of the integration teams.Starting at €8.20
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Titan Products, Inc.: Acquisition of Franz Schuler GMBH (C)
Bourgeois, L. J. III; Watson, DanCase DARDEN-BP-0560-ECorporate GovernanceThe C case is a memo from the head of Titan Products to Franz Schuler managment stating it is imperative that the R&D portion of Franz Schuler be kept separate from Titan and remain under the leadership of Hermann Schuler.Starting at €5.74
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The Multichannel Challenge at Natura in Beauty and Personal Care
Farris, Paul W.; Guissoni, Leandro; Ailawadi, Kusum; Boccia, MurilloCase DARDEN-M-0943-EMarketingFaced with declining market share and sales, Natura, Brazil’s second-largest brand in the cosmetics, fragrances, and toiletries market, expanded its customer reach by moving from a direct-sales company to a multichannel company. In 2014, Natura added online catalogs, physical stores, and drugstores to its well-established direct-selling model, but the results were disappointing. Between 2014 and 2016, three different Natura CEOs attempted to lead...Starting at €8.20
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The Multichannel Challenge at Natura in Beauty and Personal Care (A), (B), and (C) - Teaching note
Farris, Paul W.; Guissoni, Leandro; Boccia, Murillo; Ailawadi, KusumTeaching Note DARDEN-M-0943TN-EMarketingTeaching note for product M-0943Starting at €0.00