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Dunia Finance LLC (A), (B), and (C) - Teaching Note
Venkatesan, Rajkumar; Bodily, Samuel E.; Yemen, Gerry; Gibbs, SheaNota del Instructor DARDEN-M-0842TN-EMarketingTeaching note for product M-0842Desde 0,00 €
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Lincoln Financial Group (C)
Godes, David B.; Lane, DavidCaso HBS-508030-EMarketingLFG reorganizes its business in order to improve customer intimacy. However, to implement the strategy, they need to effect significant changes in the skills of their salespeople. This case series straddles human resource management, corporate strategy, and sales management by exploring the link between a shift in the firm's overall strategy (customer intimacy), the structural implementation of this strategy in the form of the creation of a new d...Desde 5,74 €
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Terumo (C)
Godes, David B.; Egawa, Masako; Yamazaki, MayukaCaso HBS-508070-EMarketingTo maximize their effectiveness, color cases should be printed in color. This case provides a further update on the firm's decision regarding its U.S. sales strategy for its catheter products and the progress of Solution Pack. It also discusses the expansion of the firm's "Medical Pranex," a unique facility offering training and meeting space for doctors and nurses.Desde 5,74 €
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Carlyle Japan (C)
Godes, David B.; Egawa, Masako; Yamazaki, MayukaCaso HBS-508094-EMarketingThis is a supplement to the (A) and (B) cases. It documents the shift in Carlyle's networking strategy. The firm decreased its focus on building contacts in commercial banking an increased instead the focus on building more contacts with industry directly.Desde 5,74 €
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K2: Brotherhood of the Rope (C)
Clawson, James G.; Yemen, GerryCaso DARDEN-OB-0963-ELiderazgo y Dirección de personasChris Warner led a team of experienced mountain climbers on an expedition to reach the summit of K2—the second-highest in the world. After failing to succeed on their first few attempts, Warner and his team brought together other teams hoping to reach the summit, and representing eight different countries, to work together for success. Their story is a narrative full of examples, where in some instances, a leadership point of view was taken, and ...Desde 5,74 €
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EFI, Inc. (C)
Godes, David B.; Barley, LaurenCaso HBS-508046-EMarketingThis is a follow-on case to EFI, Inc. (A) and (B). It reports on the sales force's response to the new plan and provides some data as to their performance in the quarters immediately following the implementation of the new plan.Desde 5,74 €
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An Entrepreneur in the Educational World (C): Epilogue
Yemen, Gerry; Quinn, Ryan W.Caso DARDEN-OB-1008-ELiderazgo y Dirección de personasThe C case brings superintendent and principal together for the epilogue. Moran prepared her central office staff for the decision Landahl made. He decided to go into voluntary choice because he was convinced he had identified the problems and offering supplemental services was not going to make the difference. And at the end of year two, the 2008–09 school year, Greer did pass the AYPs. The unique approach of providing students with two views of...Desde 5,74 €
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Upli: Financial Health Appiness (C)
Cian, Luca; Yemen, GerryCaso DARDEN-M-1028-EMarketingThis field-based case set uses qualitative and quantitative research during the early stages of app development to unfold circumstances that allow for an analysis of the problems people have around financial health, consumer insights, and the largest market opportunity. The material provides the opportunity to explore data gathered through focus groups, quantitative survey research, and factor analysis for segment inputs. This further enables exp...Desde 5,74 €
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Coastal Power Corpus Christi: Ramping Down (C)
Isabella, Lynn A.; Yemen, GerryCaso DARDEN-OB-0895-ELiderazgo y Dirección de personasCan a company diminish employees’ mistrust and distress when downsizing? Is there such a thing as an “effective” workforce reduction process? In this disguised, yet actual case, Peter Morris, manager of Coastal Power Corpus Christi Plant (Bayland) in Texas, tells his team leaders that they had to cut their workforce 10%. Throughout the (A) case a close approximation of how the dialogue went in that meeting offers several ideas for the reduction t...Desde 5,74 €
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Avaya (C): Implementing Demand Generation in Brazil
Godes, David B.Caso HBS-508050-EMarketingAvaya's top management wants to improve demand generation. This requires an improvement in the relationship between Sales and Marketing. This case series (Avaya (A)-(D)) walks the student through each phase of this process. The (A) case begins with background on the firm and asks the student to come up with a strategy to improve the way in which Sales and Marketing work together. In the (B) case, we see their strategy in the form of a "unified fu...Desde 5,74 €