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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Invesco Ltd.: Asset Management in Transition - Teaching Note
Allayannis; George (Yiorgos); Fernstrom; AaronTeaching Note DARDEN-F-1856TN-EFinanceTeaching note for product F-1856Starting at €0.00
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Invesco Ltd.: Asset Management in Transition
Allayannis; George (Yiorgos); Fernstrom; AaronCase DARDEN-F-1856-EFinanceThis case is used in Darden's second-year "Financial Institutions and Capital Markets;" elective. Using Invesco Ltd. (Invesco) as an example; the case examines the strategic challenges facing the asset management industry. Marty Flanagan; Invesco's CEO; must position Invesco to compete in an industry undergoing systemic change; including active and passive products and flows; lower levels of organic growth; fee compression; softening revenues and...Starting 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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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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IEX Group; Inc.
Lipson; Marc L.; Fernstrom; AaronCase DARDEN-F-1876-EFinanceAt the start of 2018; Brad Katsuyama and his leadership team at the Investors Exchange (IEX) had much to be proud of - and much to worry about - as they contemplated the rollout of their latest innovation in equity trading. In a trading landscape increasingly defined by issues related to speed; IEX was building a reputation as a thoughtful innovator trying to level the playing field for its clients. In many ways; the short history of IEX and the ...Starting at €8.20