Darden University of Virginia (USA)
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Uncharted Waters at Ventoso Ship Supply: A Sensory Marketing Dilemma (A)
Cian, Luca; Craddock, Jenny; Krishna, Aradhna; Cervai, SaraCase DARDEN-M-0959-EMarketingThis is a three-part, disguised case series. In June 2009, Diana Zanzi was hired by Ventoso Ship Supply, an Italian sailboat manufacturer, to help them understand their boats’ puzzling selling patterns. Zanzi was informed that sales rates for two higher-end boat models were especially odd. Despite one’s superior technical specifications, speed, amenities, and overall value-for-money, their higher end models were hard to sell. However, a lower-qua...Starting at €8.20
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Uncharted Waters at Ventoso Ship Supply: A Sensory Marketing Dilemma (A)
Cian, Luca; Craddock, Jenny; Krishna, Aradhna; Cervai, SaraCase DARDEN-M-0959MarketingThis is a three-part, disguised case series. In June 2009, Diana Zanzi was hired by Ventoso Ship Supply, an Italian sailboat manufacturer, to help them understand their boats’ puzzling selling patterns. Zanzi was informed that sales rates for two hiStarting at €8.20
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Pitcher Perfect: Visualizing Interactive Beer Profiles
Palomba, AnthonyCase DARDEN-BC-0293This fictional case introduces students to interactive presentations through the situation of a US craft beer company that is developing a new beer product. The case discusses an organizational push to incorporate technology to help drive decision-makingStarting at €8.20
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Uncharted Waters at Ventoso Ship Supply: A Sensory Marketing Dilemma (C)
Cian, Luca; Craddock, Jenny; Krishna, Aradhna; Cervai, SaraCase DARDEN-M-0961-EMarketingThis is a three-part, disguised case series. In June 2009, Diana Zanzi was hired by Ventoso Ship Supply, an Italian sailboat manufacturer, to help them understand their boats’ puzzling selling patterns. Zanzi was informed that sales rates for two higher-end boat models were especially odd. Despite one’s superior technical specifications, speed, amenities, and overall value-for-money, their higher end models were hard to sell. However, a lower-qua...Starting at €5.74
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Uncharted Waters at Ventoso Ship Supply: A Sensory Marketing Dilemma (A), (B), and (C) - Teaching Note
Cian, Luca; Craddock, Jenny; Krishna, Aradhna; Cervai, SaraTeaching Note DARDEN-M-0959TN-EMarketingTeaching note for product M-0959Starting at €0.00
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The Solution Shop and Storytelling Process
Palomba, AnthonyTechnical Note DARDEN-BC-0294Who doesn’t feel some anxiety when faced with making a presentation to an audience of practitioners and executives? Presentations are often the most stressful part of a job in business or consulting. Yet anyone can learn to write and present better than tStarting at €8.20
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A Darden Perspective: Teaching Cases—Plan, Listen, Dance
Palomba, AnthonyTechnical Note DARDEN-PHA-0083-EKnowledge and CommunicationAnthony Palomba arrived in Charlottesville, Virginia, in August 2020 as a visiting scholar at the University of Virginia Darden School of Business (Darden). As a media-management and audience-analysis scholar, Palomba had previously assigned media- and entertainment-business-based cases to students to read. However, he had no idea how to exercise the case method in the classroom. In order to understand the case method, Palomba interviewed current...Starting at €8.20