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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B Corporation: A New Sustainable Business Model
Meier, Mark; Larson, AndreaTechnical Note DARDEN-ENT-0155-EEntrepreneurshipThis note provides background on a new certification process for B Corporations that enables companies to assess, compare, and protect the sustainability practices they integrate into corporate strategy. B Corporation status explicitly acknowledges stakeholder strategies and helps companies preserve triple bottom line accountability when and if they are sold/acquired.Starting at €8.20
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REI: Sustainability Strategy and Innovation in the Outdoor Gear and Apparel Industry
Larson, Andrea; Meier, MarkCase DARDEN-ENT-0162-EEntrepreneurshipMany companies view financial variables independently from ecological and social variables. Is it possible to hold one's organization equally accountable for financial performance and social responsibility? This field-based case is suitable for MBA and undergraduate courses or modules in sustainability and innovation, ethics, and corporate social responsibility. For REI, an outdoor gear and apparel manufacturer, the challenge lies in how to expan...Starting at €8.20
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Climate Change
Larson, Andrea; Meier, MarkTechnical Note DARDEN-ENT-0157-EEntrepreneurshipThe scientific consensus on climate change's origins in human activities has begun to influence international law and corporate policies. Suitable for MBA and undergraduate students, this technical note is a compilation that replaces a three-part series of the same name (UVA-ENT-0036, -0037, and -0038) International concern over global climate change began in the late 20th century, when scientists saw a correlation among increasing atmospheric co...Starting at €8.20
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Project FROG: Sustainability and Innovation in Building Design
Larson, Andrea; Meier, MarkCase DARDEN-ENT-0158-EEntrepreneurshipA sustainable-building manufacturer is transitioning from startup to the next phase of growth just as the 2008–09 economic recession brought virtually all U.S. building construction to a halt. Suitable for MBA and undergraduate students in such courses on sustainability, branding, marketing strategy, the case presents a broad range of issues. Market conditions forced the company to rethink strategy, conserve cash, and further refine its product a...Starting at €8.20
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Method Products: Sustainability Innovation as Entrepreneurial Strategy
Larson, Andrea; Meier, MarkCase DARDEN-ENT-0159-EEntrepreneurshipA young company distinguishes itself in an industry dominated by manufacturing giants, then must determine what products to pursue next. Suitable for MBA and undergraduate learners, this case demonstrates how new innovations present new challenges. Determined to develop a green laundry detergent, Method capitalized on its creative corporate culture. With a collaborative work environment established, innovation had become a habit on which to build...Starting at €8.20
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Calera: Entrepreneurship, Innovation, and Sustainability
Larson, Andrea; Meier, MarkCase DARDEN-ENT-0160-EEntrepreneurshipA high-risk, highly capital-intensive start-up had confirmed its product’s scalability and must then decide what business model made sense. It’s biomimicry-inspired, environmentally sustainable cement product and related processes had the potential to lower greenhouse gas emissions, possibly sequester carbon, and even assist in potable water production. If everything worked as hoped, Calera’s method seemed like a magic sponge capable of absorbing...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