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C-Power: Harnessing the Power of the Ocean
Wilcox, Ronald T.Case DARDEN-M-1034-EMarketingDespite the predictability and power of wave energy, by 2022, there was not a single industry-standard technology for converting wave energy to electricity. A new company, C-Power, had developed a product designed to generate levels of power from wave energy that could compete with solar, wind, and fossil-fuel power sources. In 2016, it began a contract with the US government to develop a reliable wave-based power source for deep-sea fiber-optic ...Starting at €8.20
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J. C. Penney: The "Think Big" Strategy
Farris, Paul W.; Thompson, Sylvie; Wilcox, Ronald T.Case DARDEN-M-0841-EMarketingThis case is used in Darden's required EMBA first-year Marketing course. It can also be used in course modules covering Pricing or Brand Management. In the case. a financial analyst considers a presentation by an investor in J. C. Penney and the implications of the company’s turnaround strategy. This case provides an alternative approach to the market positioning discussion in the two-part case, “J. C. Penney: Reinventing Fair and Square Deals (...Starting at €8.20
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J. C. Penney: Reinventing Fair and Square Deals (A)
Farris, Paul W.; Wilcox, Ronald T.; Thompson, SylvieCase DARDEN-M-0835-EMarketingThe new CEO and the new president of the J. C. Penney Company, Inc. (JCP), invigorate the company with a new pricing strategy based on “Everyday Fair Prices.” Is the initial market reaction an indication of likely success? This first part of a two-part case contextualizes the initiative and provides a means of exploring differentiation in an evolving market.Starting at €8.20
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Parsons Brinckerhoff: The Second Avenue Subway (C)
Wilcox, Ronald T.; Santos, Carlos MichaelCase DARDEN-M-0795-EMarketingCan a company base a major proposal on its good reputation, history with the client, and a perspective that differs from that client’s own? Emphasizing both its engineering capability and 80 years’ experience, Parsons Brinckerhoff spends one year and $1 million preparing a proposal to build a $17 billion subway line. Competition from four equally qualified firms is stiff, but PB is sure its history and top-level Metropolitan Transit Authority con...Starting at €5.74
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Retail Relay (C)
Wilcox, Ronald T.; Venkatesan, RajkumarCase DARDEN-M-0868-EMarketingThis short case serves as an epilogue to the A and B cases. Specializing in local organic meat and produce, Retail Relay has developed a new business model for online grocery shopping and delivery. Relay could tell from its customer-level purchase data that many of its existing customers were purchasing some grocery products from other vendors. Relay therefore developed a heuristic to categorize customers as active or churned. It could then explo...Starting at €5.74
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J. C. Penney: Reinventing Fair and Square Deals (B)
Farris, Paul W.; Wilcox, Ronald T.; Thompson, SylvieCase DARDEN-M-0836-EMarketingIn this second part of a two-part case, the results of an innovative new pricing strategy for a venerated department store are reviewed and its positioning going forward is explored.Starting at €5.74
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Andrew Sullivan and Faraway Ltd (C): Anthony Pierce of John Lewis
Cespedes, Frank V.; Godden, AlexCase HBS-813106-EEntrepreneurshipSupplement for case 813104Starting at €5.74
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Putting Sales at the Center of Strategy
Cespedes, Frank V.Article HBS-F1410A-EStudies show that only a fraction--perhaps less than 10%--of companies' strategic plans are effectively executed. One reason is that C-suite strategists, years removed from customer contact, may have an obsolete vision of the company-customer interface. The author's research reveals four steps companies can take to improve the alignment between strategy and sales.Starting at €8.20
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Andrew Sullivan and Faraway Ltd., Teaching Note
Cespedes, Frank V.Teaching Note HBS-814101-EEntrepreneurshipTeaching Note for 813104. Andrew Sullivan is an entrepreneur with an innovative product and impending sales calls on two important retail buyers. The (A) case provides information about Sullivan, his business, and the economics of his business model. The (B) and (C) cases provide information about each buyer. Sullivan has no previous sales experience and is eager but nervous: "his impending sales calls... could make or break the nascent company."Starting at €0.00
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Parsons Brinckerhoff: The Second Avenue Subway (A)
Wilcox, Ronald T.; Santos, Carlos MichaelCase DARDEN-M-0793-EMarketingCan a company base a major proposal on its good reputation, history with the client, and a perspective that differs from the client’s own? Emphasizing both its engineering capability and 80 years’ experience, Parsons Brinckerhoff spends one year and $1 million preparing a proposal to build a $17 billion subway line. Competition from four equally qualified firms is stiff, but PB is sure its history and top-level MTA connections make it a shoe-in. ...Starting at €8.20