Darden University of Virginia (USA)
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CarMax: Driving What's Possible
Nelson, Ryan; Wright, RyanCase DARDEN-S-0317-EStrategyCarMax, based in Richmond, Virginia, is the largest retailer of used cars in the United States. Over the past several years leading up to 2019, CarMax has undergone a major digital transformation, integrating agile, lean, and user experience (UX) design best practices to become a customer-centric, product-driven organization. In this case, CarMax is facing new competitors (e.g., digital native players Carvana and CarsDirect), changing consumer s...Starting at €8.20
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WillowTree: Project Driven with a Product Mindset
Nelson, Ryan; Wright, RyanCase DARDEN-S-0338-EStrategyWillowTree began as a small digital products company in 2007. By 2020, it had more than 500 full-time team members operating out of offices in four locations, and it had launched hundreds of digital products, including mobile apps, websites, voice assistaStarting 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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The Phoenix Project: Remediation of a Cybersecurity Crisis at the University of Virginia
Nelson, Ryan; Wright, RyanCase DARDEN-ENT-0218-EEntrepreneurshipThis case was designed to facilitate discussion of how a cyberattack was remediated by a major public university. Students are challenged to think through how to best manage the remediation project, including the application of best practices such as risk management, stakeholder management, communication plans, outsourcing/procurement management, and cyberattack remediation. The Phoenix Project was a success from multiple perspectives, and as suc...Starting at €8.20
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The Phoenix Project: Remediation of a Cybersecurity Crisis at the University of Virginia - Teaching Note
Nelson, Ryan; Wright, RyanTeaching Note DARDEN-ENT-0218TN-EEntrepreneurshipTeaching note for product ENT-0218Starting at €0.00
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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
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To Understand Consumer Behavior, Think Like a Marketplace Scientist
Anik, Lalin; Hauser, Ryan; Gibson, MadelineTechnical Note DARDEN-M-0950-EMarketingThis technical note outlines the process of proper experimentation in the world of business. This reading begins by describing why organizational experimentation is important and then defines a true experiment, highlighting the differences between testing and management by intuition. It then goes on to explain when it is appropriate to use experiments, outlines several different types of experiments, and provides their strengths and weaknesses. N...Starting at €8.20
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From Heineken with Love: James Bond Product Promotion
Anik, Lalin; Miles, JohnnyCase DARDEN-M-0952-EMarketingThe producers of the newest James Bond film, Spectre, had a difficult sponsorship decision to make before filming of the movie began in one month. Up for consideration was a highly lucrative product promotion with Heineken, which offered both a sizable contribution to the film as well as a high-budget advertising campaign. The studio was looking for any way it could to reduce the cost of the film (which was nearing $250 million), but the producer...Starting at €8.20
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Experimentation Caselets
Anik, Lalin; Hauser, RyanCase DARDEN-M-0951-EMarketingThis is a collection of four caselets that aim to provide a rich discussion around why experimentation in business is important and how it can be properly designed to improve short-term tactical and long-term strategic decisions. Specifically, this document presents four different business problems that could be resolved with proper experimentation techniques. The decisions range from the initial evaluation of whether an experiment is needed to h...Starting at €8.20