Darden University of Virginia (USA)
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Remarkable Mind: Henry (Hank) Fossey, PhD (II)
Thomas-Hunt, MelissaCase DARDEN-OB-1014-ELeadership and People ManagementFossey, a premier horticultural researcher and an expert in turfgrass science, has founded Turf Technologies, a firm that performs commercial turfgrass research. On the first contract that Fossey secured, he was paid a consulting fee of $75,000 for a six-month period. Now Fossey has been asked by Bryant of the Re-Markable Paint Co. to assist in developing an alternative formulation for removable paint that is environmentally appropriate and suita...Starting at €8.20
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Marissa Mayer at Google - Teaching Note
Thomas-Hunt, Melissa; Gethin-Jones, Meredith; Fleming, SusanTeaching Note DARDEN-OB-1028TN-ELeadership and People ManagementTeaching note for product OB-1028Starting at €0.00
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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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Remarkable Mind: Kenneth Bryant (I)
Thomas-Hunt, MelissaCase DARDEN-OB-1015-ELeadership and People ManagementBryant is the founder and CEO of the Re-Markable Paint Co., which has developed the technology for completely removable paint for athletic fields. He has identified a commercial research-development firm, Turf Technologies, run by Fossey, which has the capacity to develop an alternative formulation for removable paint that remains environmentally appropriate and suitable for artificial turf and grass. It is now time for Bryant to finalize the con...Starting at €8.20
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Stratcomm (B): Morgan G.
Thomas-Hunt, Melissa; Goldberg, RebeccaCase DARDEN-OB-1045-ELeadership and People ManagementMorgan G., a new consultant hire at Change Analytics, a budding strategic planning consultancy in the Washington, DC, area, has been referred by a colleague in the industry to meet with Jess B., CEO of Stratcomm, a certified disadvantaged business enterprise. Morgan understands that Jess is interested in meeting to craft a response to an 8(a) set-aside contract but needs to partner with another firm to complete the service offering requirements.Starting at €5.74
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Stratcomm (A) and (B) - Teaching Note
Thomas-Hunt, Melissa; Goldberg, RebeccaTeaching Note DARDEN-OB-1044TN-ELeadership and People ManagementTeaching note for product OB-1044Starting 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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Remarkable Mind: Henry (Hank) Fossey, PhD (I)
Thomas-Hunt, MelissaCase DARDEN-OB-1013-ELeadership and People ManagementFossey, a premier horticultural researcher and an expert in turfgrass science, has founded Turf Technologies, a firm that performs commercial turfgrass research. On the first contract that Fossey secured, he was paid a consulting fee of $45,000 for a six-month period. Now Fossey has been asked by Bryant of the Re-Markable Paint Co. to assist in developing an alternative formulation for removable paint that is environmentally appropriate and suita...Starting at €8.20