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Opera Philadelphia: Segmentation Strategies for Changing Markets
Dennis Paris; Jean Wilcox; Amy Lavin; Sheri LambertCase IVEY-9B19A039-EEntrepreneurship, Marketing, StrategyBetween 2010 and 2015, Opera Philadelphia experienced a steep decline in household subscribers and single-ticket buyers, coupled with severe revenue fluctuations. At that time, market behaviours had changed along with growth in more sophisticated use of dStarting at €8.20
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Glassdoor: The Fundraising Journey (A)
Siegel, Robert; Orleans, AmadeusCase SGSB-E673A-EEntrepreneurshipFrom his time as a young engineer at Microsoft in 1993, to the challenge of building Glassdoor from the ground up until it reached a valuation of over $1 billion, in 2018, Robert Hohman had come a long way. Now, from his spacious office with a picturesque view of Richardson Bay in Mill Valley, California, Hohman confronted one of the most important decisions of his life. Glassdoor, the company he cofounded in 2007 with Rich Barton and Tim Besse,...Starting at €8.20
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A Risk Versus Reward Approach to Market Research
Sheri Lambert; Sara HonovichCase IVEY-W27947-EAccounting and ControlKing’s Hawaiian Bakery, West Inc. (King’s Hawaiian), a beloved and highly regarded company, produced a line of bread products dating back to the 1950s and was inspired by a Portuguese sweet bread. The business had grown over time, adding more production facilities and expanding from Hawaii to the mainland United States in 1977. King’s Hawaiian had done minimal consumer research related to its development of new products before it hired Troy Figgi...Starting at €8.20
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#OwnYourStar: Together We Can Counter Rising Antisemitism
Sheri Lambert; Amy Lavin; Jennifer BermanCase IVEY-W30125-EMarketing, StrategyHillel International was founded in the United States in 1929 as a non-profit organization, with a mission to enrich the lives of Jewish students so that they may enrich the Jewish people and the world. By 2021, it had grown into the world’s largest Jewish college campus organization with over US$50 million in revenue and had achieved international recognition by connecting students at colleges and universities around the world. In August 2021, t...Starting at €8.20
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Longevity Wines: Fermenting Inclusion for Black Wine Entrepreneurs
Sheri Lambert; Brooke Reavey; Monique BellCase IVEY-W30135-EMarketing, StrategyLongevity Wines was a family-owned urban winery and certified minority-owned business based in the Livermore Valley wine region of Northern California. Founders Phil and Debra Long opened Longevity Wines in 2008 when their winemaking hobby outgrew their garage. By that time, they had spent years visiting tasting rooms and had identified a need to increase inclusivity in the wine community. The wine industry had a history of exclusion in terms of ...Starting at €8.20
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J.Crew: Are Americans Ready to Dress Down?
Sheri Lambert; Brooke ReaveyCase IVEY-W27129-EMarketingIn July 2019, J.Crew Group Inc., a multi-brand, multichannel specialty US clothing retailer, was investigating a launch within a new apparel category. The company’s marketing research manager had been tasked with interpreting trends and market potential within the industry as well as primary customer research, to recommend a new product line that would increase revenues. She saw three main potentially viable options in the rental, resale, and ath...Starting at €8.20
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Ford Resource and Engagement Center: Recovery Through the Power of Networks
Sheri LambertCase IVEY-W25549-EStrategyFord Resource and Education Centers (FRECs) were established as a partnership between the Ford Motor Company Fund and GlobalGiving. The FREC in Bangkok, Thailand, housed eight non-governmental organizations, social enterprises, and foundations. With the oStarting at €8.20
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Swoon: Mixing Up the Perfect Marketing Cocktail
Sheri Lambert; Marilyn AnthonyCase IVEY-W25613-EMarketingTwo women entrepreneurs' early-stage company achieved notable success when they introduced an innovative zero-sugar product into the highly competitive beverage market. After navigating a rebrand, the co-founders were poised to scale their company throughStarting at €8.20
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FINDMINE: Looking for a Break
Chess, Robert; Orleans, AmadeusCase SGSB-E672-EEntrepreneurshipFrom quitting a stable post-MBA job and starting FINDMINE, a start-up in the retail technology space, to finally negotiating venture capital investment offers, Michelle Bacharach—and FINDMINE—had come a long way. Two years of uncertainty with virtually no outside capital raised, a pivot from B2C to B2B, two accelerator programs, and numerous meetings with potential investors and customers had made her an entrepreneur who was comfortable with dif...Starting at €8.20
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Glassdoor: The Fundraising Journey (B)
Siegel, Robert; Orleans, AmadeusCase SGSB-E673B-EEntrepreneurshipFrom his time as a young engineer at Microsoft in 1993, to the challenge of building Glassdoor from the ground up until it reached a valuation of over $1 billion, in 2018, Robert Hohman had come a long way. Now, from his spacious office with a picturesque view of Richardson Bay in Mill Valley, California, Hohman confronted one of the most important decisions of his life. Glassdoor, the company he cofounded in 2007 with Rich Barton and Tim Besse,...Starting at €5.74