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Qualtrics (A), (B), and (C), Teaching Note
Chung, Doug J.Teaching Note HBS-520059-EMarketingTeaching note for cases 518082, 518083, and 518084.Starting at €0.00
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Outotec (B): Action Plan
Dolan, Robert J.; Chung, Doug J.Case HBS-514065-EMarketingOutotec was a market leader in providing mining solutions to large mining companies. The company's specialization and proprietary technology created value for its customers and helped the firm differentiate from its competitors. Yet, Outotec was not pricing or marketing its solutions in a way that took advantage of its distinct capabilities and value-add. Outotec used a cost-based (inside/out) pricing policy, which was the industry norm. As a res...Starting at €5.74
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Outotec (A) and (B): Project Capture, Teaching Note
Chung, Doug J.Teaching Note HBS-514120-EMarketingTeaching Note for 514064.Starting at €0.00
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Halftime for Heidelberg
Spar, Debora L.Case HBS-720021-EStrategyThe case follows President Rob Huntington as he seeks to find a viable way forward for Heidelberg University. Located in Tiffin, Ohio, Heidelberg is a small, private, four-year university. As with many similar institutions of higher education, it currently faces a daunting and mounting set of challenges, most of which stem from financial and demographic changes that are far beyond its control. During Huntington's eleven-year tenure, the universi...Starting at €8.20
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How Leaders Can Drive Sales
Capon, Noel; Senn, Christoph; Chung, Doug J.; Cespedes, Frank V.Article HBS-R2102B-EMarketing"When CEOs Make Sales Calls," "How to Shift from Selling Products to Selling Services," and "Selling After the Crisis."Starting at €8.20