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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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JCPenney: Back in Business
Ofek, Elie; Stewart, K. Shelette; Snively, ChristineCase HBS-517037-EMarketingIn 2016, JCPenney was in the midst of a multi-year turnaround after coming dangerously close to bankruptcy. Under CEO Marvin Ellison, the company had identified three strategic objectives-a focus on omnichannel, private label goods, and increasing revenue per customer-to guide all company initiatives. The company was running pilot tests on a new line of appliances, rebranded hair salons, and new private label merchandise, and management now neede...Starting at €8.20
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JCPenney: Back in Business, Teaching Note
Ofek, Elie; Snively, ChristineTeaching Note HBS-518003-EMarketingTeaching note for case 517037.Starting at €0.00
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Chase Sapphire: Creating a Millennial Cult Brand
Santana, Shelle; Avery, Jill; Snively, ChristineCase HBS-518024-EMarketingThe Inside the Case video that accompanies this case includes teaching tips and insight from the author (available to registered educators only). The launch of the Chase Sapphire Reserve credit card was enthusiastically received by Millennial consumers, a cohort that had previously eluded JPMorgan Chase and its competitors. With the one year anniversary of the launch approaching, managers are focused on retaining customers attracted by a one-tim...Starting at €8.20
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Chase Sapphire: Creating a Millennial Cult Brand, Teaching Note
Santana, Shelle; Avery, Jill; Snively, ChristineTeaching Note HBS-518068-EMarketingTeaching note for case 518024.Starting at €0.00
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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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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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Creating a Millennial Cult Brand (Spanish version)
Santana, Shelle; Avery, Jill; Snively, ChristineCase HBS-519S08MarketingThe Inside the Case video that accompanies this case includes teaching tips and insight from the author (available to registered educators only). The launch of the Chase Sapphire Reserve credit card was enthusiastically received by Millennial consumers, a cohort that had previously eluded JPMorgan Chase and its competitors. With the one year anniversary of the launch approaching, managers are focused on retaining customers attracted by a one-tim...Starting at €8.20
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Demarketing Soda in New York City
Quelch, John A.; Rodriguez, Margaret; Knoop, Carin-Isabel; Snively, ChristineCase HBS-514003-EMarketingTo maximize their effectiveness, color cases should be printed in color. In 2013, New York City Mayor Michael Bloomberg tried and failed to institute a ban on serving sizes of large sugary beverages. Obesity posed a large public health risk to the city. Mayor Bloomberg's proposed ban was one of many attempts to combat the rising threat of obesity. The case discusses the efficacy of the proposed ban on large soda serving sizes in the context of th...Starting at €8.20