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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Governance at Trail Guide Financial (B)
Irving, Toni; Sesia, AldoCase DARDEN-S-0400StrategyIn this disguised field-based case, Trail Guide Financial (TGF) CFO Tasha Maxwell was examining the earnings for year ended March 31, 2020. In light of the COVID-19 pandemic and the ensuing market drop, the firm suffered significant losses right at the enStarting at €5.74
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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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Aventiv Technologies: Answering the Call for Change?
Irving, Toni; Maiden, Stephen E.Case DARDEN-S-0359StrategyThis field-based case examines the business strategy of prison communications company Aventiv Technologies (Aventiv), which was at the center of a broad national debate about social justice, criminal justice, race, and mass incarceration in 2021. The US iStarting at €8.20
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Governance at Trail Guide Financial (A)
Irving, Toni; Sesia, AldoCase DARDEN-S-0399-EStrategyIn this disguised field-based case, Trail Guide Financial (TGF) CFO Tasha Maxwell was examining the earnings for year ended March 31, 2020. In light of the COVID-19 pandemic and the ensuing market drop, the firm suffered significant losses right at the end of its fiscal year. All three of the firm’s divisions—investment management, advisory services, and capital markets—had less than stellar fiscal results. Yet the capital markets compensation in...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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Aventiv Technologies: Answering the Call for Change
Irving, Toni; Maiden, Stephen E.Case DARDEN-S-0359-EStrategyThis field-based case examines the business strategy of prison communications company Aventiv Technologies (Aventiv), which was at the center of a broad national debate about social justice, criminal justice, race, and mass incarceration in 2021. The US iStarting at €8.20
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Rani Russell Shea: Turning Pipe Dreams into Pipelines at Siemens Advanta?
Irving, Toni; Maiden, Stephen E.Case DARDEN-S-0401StrategyThis field-based case follows Rani Russell Shea, the new CEO of Siemens Advanta North America (supplier of tech, consulting, and digital-transformation services), as she attempts to lead a turnaround at the company. The case details the career rise of SheStarting at €8.20
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Rani Russell Shea: Turning Pipe Dreams into Pipelines at Siemens Advanta?
Irving, Toni; Maiden, Stephen E.Case DARDEN-S-0401-EStrategyThis field-based case follows Rani Russell Shea, the new CEO of Siemens Advanta North America (supplier of tech, consulting, and digital-transformation services), as she attempts to lead a turnaround at the company. The case details the career rise of Shea, a lawyer at a software company named Camstar when it was acquired in 2014 by the German conglomerate Siemens AG. Through grit, networking, and smarts, Shea navigates into a position of leaders...Starting at €8.20