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Glossier: Co-Creating a Cult Brand with a Digital Community
Avery, JillCase HBS-519022-EMarketingGlossier's proclaimed strategy was "born from content, fueled by community". The digital-first, direct-to-consumer beauty brand had experienced rapid growth, with sales up 600% in 2017 and a customer portfolio that grew by threefold. But, its founder, Emily Weiss, was not complacent. Instead, she dreamed of creating the world's first socially-driven brand that inserted its community into the buying experience so that the company was merchandising...Starting at €6.75
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James R. Steiner
Spekman, Robert E.; Newton, Derek A.; Ranson, AlexandraCase DARDEN-M-0419-EMarketingA medical supplies sales representative discusses how to identify potential managers and what he considers to be an organization's responsibility for developing its people. This interview offers students an intimate view of how an outstanding salesman thinks and feels about himself, his job, his company, and what motivates him.Starting at €6.75
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I.M.A.G.E. International
Spekman, Robert E.; Newton, Derek A.; Ranson, AlexandraCase DARDEN-M-0417-EMarketingThis case furthers student understanding of and familiarity with nonfinancial incentives. It describes major elements that go into making a high-performance sales force; the practices, policies, and philosophies that are revealed about ways to motivate people provide a basis for student discussion. The case also gives the instructor an opportunity to teach students about the unexciting but necessary side of managing a sales force with its quotas,...Starting at €6.75
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The National Jazz Hall of Fame
deKluyver, Cornelis; Giuliano, Jonathan; Milford, John; Cauther, BruceCase DARDEN-M-0282-EMarketingThis case describes the problems faced by Robert Rutland, Professor of History at the University of Virginia and founder of the National Jazz Hall of Fame, in his attempts to take the organization to a national level. The NJHF has successfully operated at a local level but has not achieved the needed national recognition. Compounding the problem is that there are at least two other organizations attempting to form a "National Jazz Hall of Fame." ...Starting at €6.75
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GlobalGiving - Teaching Note
Anik, Lalin; Steenburgh, Thomas J.Teaching Note DARDEN-M-0938TN-EMarketingTeaching note for product M-0938Starting at €0.00
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Pricing the EpiPen: This is Going to Sting - Teaching Note
Steenburgh, Thomas J.Teaching Note DARDEN-M-0915TN-EMarketingTeaching note for product M-0915Starting at €0.00
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Under Armour’s Willful Digital Moves - Teaching Note
Murray, Meghan; Saghian, MinaTeaching Note DARDEN-M-0910TN-EMarketingTeaching note for product M-0910Starting at €0.00
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The Times of India: Start the Presses - Teaching Note
Venkatesan, Rajkumar; Sriram, S.; Yemen, GerryTeaching Note DARDEN-M-0877TN-EMarketingTeaching note for product M-0877Starting at €0.00
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Pregnancy Pack: Branding with AdWords - Teaching Note
Murray, MeghanTeaching Note DARDEN-M-0875TN-EMarketingTeaching note for product M-0875Starting at €0.00
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nibblr: Subscription Snacking in a Digital Market - Teaching Note
Murray, MeghanTeaching Note DARDEN-M-0874TN-EMarketingTeaching note for product M-0874Starting at €0.00