Darden University of Virginia (USA)
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Saving Griffin
Grushka-Cockayne, Yael; Cowan, Alex; Turse, JasonCase DARDEN-OM-1717-EService and Operations ManagementThis case is designed to introduce general management students to applied digital transformation at the program level. The Griffin program is a midsized but high-stakes program in the US Special Operations Command focused on intelligence gathering and analytics. This case describes how the team and its lead used agile to refocus the program, working to drive valuable outcomes for stakeholders.Starting at €8.20
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Growth Hacking Online Education
Grushka-Cockayne, Yael; Cowan, AlexCase DARDEN-OM-1719-EService and Operations ManagementThis case explores the work of a Darden faculty member, Alex Cowan, to assess the demand for a public version of the software development course he taught at Darden. It was no secret that with the technology sector surging, general management jobs in tech were both a growing category and exciting career trajectory. However, managers in the sector tended to work in small, interdisciplinary agile teams. Creative confidence in going from idea to des...Starting at €8.20
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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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Continuous Design Using Hypothesis-Driven Development
Cowan, AlexTechnical Note DARDEN-OM-1740-EService and Operations ManagementThis technical note introduces readers to two important concepts involving design in the digital sphere: continuous design and hypothesis-driven design (HDD). Continuous design applies the proposition that rather than doing a large amount of design and research up front, a team is better off building smaller, specific items, testing them with users, and iteratively changing the design based on what it learns. HDD operates from the foundation that...Starting at €8.20
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Facilitating Digital Development with Agile User Stories
Cowan, AlexTechnical Note DARDEN-OM-1739-EService and Operations ManagementImplicitly or explicitly, product-development teams in digital spaces will go through a process of gathering and employing data to help them create and iterate upon a user experience that invites high engagement. An important part of gathering this data is having actual users test the product, but in order to learn what testable criteria constitute successful user behaviors, managers and teams can employ user stories, testable micronarratives abo...Starting at €8.20
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Rohvi
Anik, Lalin; Mittal, Aerika; Yemen, GerryCase DARDEN-M-1007-EMarketingThis case uses a start-up in the retail industry to explore the leverage of behavioral science to enrich a business model and structure a marketing campaign. The material unfolds the testing of an innovative process and use of persuasion in order to align business practices with human behavior and scale. In addition, it gives the opportunity to discuss how a minimal tech solution could bring in market data and provide a test platform to larger cl...Starting at €8.20
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Rohvi - Teaching Note
Anik, Lalin; Yemen, GerryTeaching Note DARDEN-M-1007TN-EMarketingTeaching Note for product M-1007Starting 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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GlobalGiving
Anik, Lalin; Steenburgh, Thomas J.; Steenburgh, LauraCase DARDEN-M-0938-EMarketingNonprofits are facing a growing challenge to retain donors. At a time when acquiring a new donor is three times as expensive as retaining an existing donor and donor attrition stands at an all-time high, nonprofits are looking to increase the lifetime value of their donors. This case presents a new means by which nonprofits can induce donors to give today and commit to giving in the future. The positive results of a low-cost, high-yield experimen...Starting at €8.20