Darden University of Virginia (USA)
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ZS Associates: Sales Force Sizing
Spekman, Robert E.; Kumar, Sameer; Kalla, AryaCase DARDEN-M-0745-EMarketingThis case describes a consulting firm that is assisting a pharmaceutical company as it faces a strategic question regarding how to determine the size of its sales force. An Excel file containing two of the case exhibits is included and is available by contacting sales@dardenbusinesspublishing.com. A related Technical Note entitled "A Note on Sizing the Sales Force" (UVA-M-0746) is available that describes several approaches one could employ to si...Starting at €8.20
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Managing Virtual Teams (A)
West, June A.; Kalla, Arya; Kumar, SameerCase DARDEN-BC-0210-EKnowledge and CommunicationKarl Henderson was a senior manager at Metrionic Systems, a Santa Clara, California-based provider of networking solutions. During his time there, he had worked on and managed various cross-functional teams. When he was given the opportunity to manage a team that was spread across five continents, Henderson was confident that with a little groundwork, he could manage perfectly and deliver on time as he had always done. Due to a recent increase in...Starting at €8.20
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Process Analysis Simulation
Markou, PanosExercise DARDEN-OM-1718-EService and Operations ManagementThis interactive exercise emulates a process wherein a virtual Card is created in a series of steps. It can be used to expose students to ideas and concepts in process analysis, management, and improvement. It may be used in classes focusing on operationsStarting at €8.20
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A Note on Sizing the Sales Force
Spekman, Robert E.; Kumar, Sameer; Kalla, AryaTechnical Note DARDEN-M-0746-EMarketingThis note describes several approaches one could employ to size a sales force. It addresses the advantages of each approach as well as the weaknesses. The case entitled "Z Associates: Sizing the Sales Force" (UVA-M-0745) provides a real-world example of one company's attempt to select the correct approach, and includes a supplemental Excel file for students.Starting at €8.20
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Product Development at StubHub: Don't Stop Believin'
Markou, Panos; Chao, Raul O.; Goldberg, RebeccaCase DARDEN-OM-1705-EService and Operations ManagementArnie Katz, chief product and technology officer at StubHub (SH), was helping to lead a contest intended to result in innovative and valuable new ideas. Product managers presented more than 100 new business initiative proposals to create new value for customers and provide additional revenue streams and differentiation opportunities. The secondary-ticket (resale) market in the United States was becoming increasingly fragmented, and SH was losing ...Starting at €8.20
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Managing Virtual Teams (B)
West, June A.; Kalla, Arya; Kumar, SameerCase DARDEN-BC-0211-EKnowledge and CommunicationIn the follow-up to the A case (UVA-BC-0210), Karl Henderson has convened the first meeting of the virtual team at Metrionic Systems. Because of the time-zone differences, some members are meeting from home, while another member cannot attend at all. Henderson decided that since it was cumbersome to schedule a meeting where everyone was present, each member of the team should send status reports to him on Fridays, and he would then decide whether...Starting at €5.74
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Process Analysis Simulation - Teaching Note
Markou, PanosTeaching Note DARDEN-OM-1718TN-EService and Operations ManagementTeaching Note for product OM-1718Starting at €0.00
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Product–Market Alignment
Markou, Panos; Chao, Raul O.; Goldberg, Rebecca; Katz, Arnon; Kelly, A. MorganTechnical Note DARDEN-OM-1706-EService and Operations ManagementThe ability to achieve product–market alignment (PMA) differentiates businesses that will thrive from those that will fail. Yet many find it difficult to create—and sustain—products that continuously generate value, even as their markets change. Traditionally, managers seeking to develop new products or reexamine current offerings have relied on frameworks that compare customer views on the desirability of various product features to the financia...Starting at €8.20
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Product Development at StubHub: Don’t Stop Believin’ - Teaching note
Markou, Panos; Chao, Raul O.; Goldberg, RebeccaTeaching Note DARDEN-OM-1705TN-EService and Operations ManagementTeaching Note for product OM-1705Starting at €0.00
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ZS Associates: Refilling the Pipeline
Markou, Panos; Grushka-Cockayne, Yael; Chao, Raul O.; Hattem, JoshuaCase DARDEN-OM-1775-EService and Operations ManagementZS Associates, a global consultancy, has been hired by the head of marketing at the global pharmaceutical firm Rensselaer to identify a promising strategy to protect and grow Rensselaer’s oncology business. Currently, Rensselaer is a large player in the market, but its intention is to grow this business into the “largest” in the industry within the next decade. Combined with this long-term ambition, Rensselaer faces the acute, near-term worry tha...Starting at €8.20