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El caso HBR: Un ardid grande como un toro
Humphreys, John; Ahmed, Zafar U.; Pryor, MildredArticle HBS-R0905BMarketingCuando Chris Knox, un vendedor especializado en la parte superior Fleet Services, voluntarios para ir tras el negocio de Armadillo Gas & Power, decide probar un nuevo enfoque. Después de todo, nadie más del SFS ha tenido éxito con Dale Landry, director financiero de Armadillo. Knox se presenta en el rancho de Landry, pide a fotografiar su amada toro, presenta la foto como un regalo a la esposa de Landry, y los ingenieros de varios otros encuentro...Starting at €8.20
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Philips' Connected Baby Bottle
Lal, Rajiv; Datar, Srikant M.; Bowler, Caitlin N.Case HBS-519020-EMarketingStarting at €8.20
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World-Class Bull (HBR Case Study)
Humphreys, John; Ahmed, Zafar U.; Pryor, MildredArticle HBS-R0905X-EMarketingWhen Chris Knox, a top salesperson at Specialty Fleet Services, volunteers to go after the business of Armadillo Gas & Power, he decides to try a new approach. After all, no one else from SFS has succeeded with Dale Landry, Armadillo's CFO. Knox shows up at Landry's ranch, asks to photograph his beloved bull, presents the photo as a gift to Landry's wife, and engineers several other encounters before Landry learns that Knox is anything more than ...Starting at €8.20
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World-Class Bull (Commentary for HBR Case Study)
Humphreys, John; Ahmed, Zafar U.; Pryor, MildredArticle HBS-R0905Z-EMarketingWhen Chris Knox, a top salesperson at Specialty Fleet Services, volunteers to go after the business of Armadillo Gas & Power, he decides to try a new approach. After all, no one else from SFS has succeeded with Dale Landry, Armadillo's CFO. Knox shows up at Landry's ranch, asks to photograph his beloved bull, presents the photo as a gift to Landry's wife, and engineers several other encounters before Landry learns that Knox is anything more than ...Starting at €8.20
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LendingClub (C): Gradient Boosting & Payoff Matrix
Datar, Srikant M.; Bowler, Caitlin N.Case HBS-119022-EMarketingThis case builds directly on the cases LendingClub (A) and (B). In this case students follow Emily Figel as she builds an even more sophisticated model using the gradient boosted tree method to predict, with some probability, whether a borrower would repay or default on his loan. Having now built three models, Figel compares them to determine which model is most effective at classifying borrowers correctly then uses that model to determine how t...Starting at €5.74
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How Low Will You Go? (HBR Case Study and Commentary)
Mobley, Mary Edie; Humphreys, John; Brown, John; Frank, Katherine; Narayandas, Das; Rousseau, DeniseArticle HBS-R0604A-EMarketingNo question, Galen McDowell knew how to sell. He quickly hooked a big-league outfit, Kinan Motors, as a potential customer. He invited their representatives to come take a tour of the company and, while they were in town, visit the Red Ruby Club. The Red Ruby? That's a strip club. Galen assured CEO Bob Carlton that it was upscale and full of businesspeople. He said his reps had often made use of the club to woo important accounts away from rivals...Starting at €8.20
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World-Class Bull (HBR Case Study and Commentary)
Humphreys, John; Ahmed, Zafar U.; Pryor, MildredArticle HBS-R0905B-EMarketingWhen Chris Knox, a top salesperson at Specialty Fleet Services, volunteers to go after the business of Armadillo Gas & Power, he decides to try a new approach. After all, no one else from SFS has succeeded with Dale Landry, Armadillo's CFO. Knox shows up at Landry's ranch, asks to photograph his beloved bull, presents the photo as a gift to Landry's wife, and engineers several other encounters before Landry learns that Knox is anything more than ...Starting at €8.20
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LendingClub (A): Data Analytic Thinking (Abridged)
Datar, Srikant M.; Bowler, Caitlin N.Case HBS-119020-EMarketingLendingClub was founded in 2006 as an alternative, peer-to-eer lending model to connect individual borrowers to individual investor-lenders through an online platform. Since 2014 the company has worked with institutional investors at scale. While the company assigns grades and sub-grades to each application using its own risk evaluation model, it also makes detailed data on each loan applications available to both kinds of investors for their own...Starting at €8.20
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LendingClub (B): Decision Trees & Random Forests
Datar, Srikant M.; Bowler, Caitlin N.Case HBS-119021-EMarketingThis case builds directly on the case LendingClub (A). In this case students follow Emily Figel as she builds two tree-based models using historical LendingClub data to predict, with some probability, whether borrower will repay or default on his loan. Technical topics include: (1) Decision trees as a modelling technique, overfitting and induction bias, model validation; (2) Random forest as an ensemble-style modelling technique, bootstrapping,...Starting at €5.74