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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When Competition Isn't Enough: Rural Health in Southwest Virginia (A)
Matherne; G. Paul; Goldberg; Rebecca; Bermel; Peggy; Fox; Brennan; Minogue; Kevin; Oberleitner; Ryan; Punches; Charlie; Rose; CarolineCase DARDEN-S-0314-EStrategyMark Seidman at the Federal Trade Commission is evaluating a proposed merger between two health care entities and competing market leaders in southwest Virginia. The rural region is characterized by poverty; unemployment; and poor population health indicators relative to the rest of the state. The merger would form a virtual monopoly; normally prohibited by federal consumer protection laws; but the two companies assert that it would allow them to...Starting at €8.20
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When Competition Isn't Enough: Rural Health in Southwest Virginia (C)
Matherne; G. Paul; Goldberg; Rebecca; Bermel; Peggy; Fox; Brennan; Minogue; Kevin; Oberleitner; Ryan; Punches; Charlie; Rose; CarolineCase DARDEN-S-0316-EStrategyThis optional C case follows S-0314 and S-0315; and describes the results of decisions on whether to allow a merger of two health care entities in rural Virginia. This case set explores the differences in and conflicts among the interests of for-profit health care systems; of rural; low-income residents; and of federal; state; and local governments. It allows students to engage in an in-depth discussion of the sometimes emotional issue of rural h...Starting at €5.74
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When Competition Isn't Enough: Rural Health in Southwest Virginia (A); (B); and (C) - Teaching Note
Matherne; G. Paul; Goldberg; RebeccaTeaching Note DARDEN-S-0314TN-EStrategyTeaching note for product S-0314Starting at €0.00
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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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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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When Competition Isn't Enough: Rural Health in Southwest Virginia (B)
Matherne; G. Paul; Goldberg; Rebecca; Bermel; Peggy; Fox; Brennan; Minogue; Kevin; Oberleitner; Ryan; Punches; Charlie; Rose; CarolineCase DARDEN-S-0315-EStrategyIn this B case; the follow-up to S-0314; Marissa Levine; the Virginia Commissioner of Health; considers reports for and against the merger of two health care entities in rural Virginia; as she decides whether to issue a waiver to allow it. This case set explores the differences in and conflicts among the interests of for-profit health care systems; of rural; low-income residents; and of federal; state; and local governments. It allows students to...Starting at €5.74
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The Virginia Museum of Fine Arts: A Growth Orientation (A) and (B) - Teaching Note
Matherne; G. Paul; Goldberg; RebeccaTeaching Note DARDEN-OM-1611TN-EService and Operations ManagementTeaching note for product OM-1611Starting at €0.00
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The Virginia Museum of Fine Arts: A Growth Orientation (A)
Goldberg; Rebecca; Matherne; G. PaulCase DARDEN-OM-1611-EService and Operations ManagementThis mini-case set describes the challenges facing the new leadership of Richmond’s Virginia Museum of Fine Arts (VMFA) to revitalize and save the Museum. Alex Nyerges and Michael Taylor arrived in 2006 at a key point in the institution’s history. Membership was flagging at around 5;000; and a major construction project was $20 million over budget. Residents of Richmond felt increasingly disconnected from the museum. Some even viewed its collect...Starting at €8.20