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Analytics for Marketers
Technology & Operations Magazine ArticleAdvanced analytics can help companies solve a host of management problems, including those related to marketing, sales, and supply-chain operations, which... -
How the Economy Differs for Workers, Consumers, and Savers
Finance & Accounting Digital ArticleEach lens tells a different story. -
How to Penetrate the US Market
Marketing Digital ArticleAccounting for almost 30% of world GDP, the United States is the world’s largest and most demanding market for almost everything from oil to microprocessors to premium coffee. Companies around the world aspire to do business in the US, or at least with US companies in their home markets. By doing so, they learn much […] -
Why Baseball Seats Should be Priced like Airline Tickets
Pricing strategy Digital ArticleMore than half of Major League Baseball teams are using dynamic pricing. Others should follow. -
A New Way to Define Value in Drug Pricing
Pricing strategy Digital ArticleAn online tool takes objective and subjective factors into account. -
Why the Apple Watch Is a Gift to the Swiss Watch Industry
Competitive strategy Digital ArticleIt’s the new Swatch. -
The Mystery of the $2,000 Ikea Shopping Bag
Sales & Marketing Digital ArticleHow luxury brands are inverting status symbols. -
Companies Can't Ignore Shifting Gender Norms
Leadership & Managing People Digital ArticleAn increasing number of customers don't buy into the binary. -
How Our Hotel Used Data to Make Our Laundry Service Glamorous
Customer service Digital ArticleA source of customer complaints became a source of revenue. -
Make the Most of a Polarizing Brand
Sales & Marketing Magazine ArticleMarketing managers tend to focus on "mean" or "net" consumer scores, but these miss an important point: Some brands are highly polarizing, with large... -
When Providing Wait Times, It Pays to Underpromise and Overdeliver
Technology & Operations Digital ArticleFour findings from a decade of research on virtual queues. -
Managing Your Reputation in a World of Crowdsourcing
Marketing Digital ArticleJimmy Wales, the founder of Wikipedia, got flack recently because he took special interest in a page about somone he was dating. The Wikipedia community will get over it, but the kerfuffle calls into question reputation, quality, and the very veracity of the site itself. This would be a salacious detail only of interest to […] -
When People Pay Attention to Video Ads and Why
Marketing Digital ArticleContext is key. -
Run B2B Sales on Data, Not Hunches
Sales & Marketing Digital ArticleOne-off stories can mislead you. -
Automation to Boost Sales and Marketing
Marketing Magazine ArticleIn the rush to automate, the marketing and sales function is the next frontier. As everybody knows, over the past decade information systems have been making great inroads in engineering and manufacturing. Automation has cut direct labor to a small fraction of production costs—an average of 8% to 12% in manufacturing companies. Therefore, wringing yet […] -
Just Trying to Help
Business communication Magazine ArticleA manager hears enough about another team’s project to know that it is seriously flawed—and probably destined to fail. Should he butt in or butt out? -
Advertising and the Internet of Things
Marketing Digital Article“Smart” objects offer advertisers new opportunities. -
How to Boost Your Sales Reps' Performance
Sales & Marketing Magazine ArticleResearchers from the University of Missouri studied the auto insurance industry to learn more about what drives sales success. The analysis showed that... -
The Three-Minute Rule
Sales & Marketing Digital ArticleAt our venture capital firm, Cue Ball, we are pretty maniacal about understanding customers. We encourage our portfolio company CEOs to dive deep - very... -
Why Do Companies Succumb to Price Fixing?
Government policy and regulation Magazine ArticleWhen Ben Franklin wrote Poor Richard’s Almanac and the words, “A little neglect may breed great mischief,” he did not have price fixing in mind. To the 47 executives in companies in the folding-box industry convicted of price fixing, however, the words seem tailored to fit. In those companies convicted under antitrust laws in 1976, […]
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Emotiv Systems, Inc.: It's the Thoughts that Count
Sales & Marketing Case Study11.95View Details Emotiv is getting ready to launch its innovative brain-computer interfacing (BCI) technology. The company has developed a special headset, called EPOC,... -
Addons: Targeting Impulse
Sales & Marketing Case Study11.95View Details Addons Retail Private Limited was incorporated in 2006 in Mumbai, Maharashtra, India. The objective behind the venture was to sell lifestyle products... -
Rainmaker Labs: Commercialising a Great Idea
Innovation & Entrepreneurship Case Study11.95View Details In September 2013, Alex Leong, co-founder of Rainmaker Labs, considers where to invest the limited resources available to his technology start-up company... -
Designs by Kate: The Power of Direct Sales
Sales & Marketing Case Study8.95View Details The sales representatives at Designs by Kate (DBK) sell private label jewelry at hosted parties and through online social media channels. They are also... -
Surfside Leisurescapes
Sales & Marketing Case Study11.95View Details The hot tub division of Surfside Leisurescapes (Surfside), a backyard-living retail store, has consistently failed to meet sales expectations. The general... -
Go Red For Women: Raising Heart Health Awareness
Sales & Marketing Case Study11.95View Details In 2003, the $654 million American Heart Association (AHA) approached Cone, Inc. (a brand and communications agency) to develop a corporate sponsorship... -
Retail Relay (B)
Sales & Marketing Case Study5.00View Details This short case serves as an epilogue to the A case. -
Busbud: Building a Data Company
Finance & Accounting Case Study11.95View Details This case was written for the EC course "Managing with Data Science." The course provides MBA students with no programming experience an introduction... -
Behavioral Drivers of Brand Equity - Head & Shoulders in India
Sales & Marketing Case Study11.95View Details "What are the nuances that link brand positioning, brand associations and brand equity related aspects of a brand performing successfully in the market?"... -
Manville Corp. Fiber Glass Group (D)
Technology & Operations Case Study5.00View Details Supplements the (C) case. -
Overview of the Japanese Apparel Market
Sales & Marketing Case Study8.95View Details Provides an overview of the Japanese apparel market, which was a 13.1 trillion yen industry in 2003, reflecting 5.5% year-over-year shrinkage since 1997,... -
Cancer Screening in Japan: Market Research and Segmentation
Sales & Marketing Case Study11.95View Details Since founding CancerScan in 2008, Jun Fukuyoshi and Yoshiki Ishikawa had helped to improve cancer screening rates in Japan. Between 2005 and 2007, awareness... -
Managerial Effectiveness and Diversity: Organizational Choices
Organizational Development Case Study8.95View Details Defines "diversity" in organizational terms and provides a descriptive framework for understanding the ways organizations identify and respond to its... -
MINI USA: Finding a New Advertising Agency (B)
Sales & Marketing Case Study5.00View Details Selling an intangible like advertising services is a difficult task. The first step is to understand how brands buy these services. What are they looking... -
Harbor City Electric
Finance & Accounting Case Study11.95View Details The CEO of an electric utility company is considering requesting a rate increase. At issue is the cost of the various services that the company provides... -
Microsoft Surface Hub 2S: The Higher-Education Market Opportunity
Sales & Marketing Case Study11.95View Details The Surface Hub 2S, a video-based collaboration device, had been initially designed for the corporate market. In late 2020, Jon Worsley, senior director... -
Epic Games
Strategy & Execution Case Study11.95View Details Epic Games entered a stagnant market with its PC-games digital storefront in 2018, in the context of incumbent competitors such as Steam, its meteoric... -
Cerveceria Polar: The Bear Awakens
Sales & Marketing Case Study11.95View Details Founded in 1941, Cervecería Polar had kept its position as absolute market leader in beer production and distribution in Venezuela with its traditional... -
The Creative Industries: The Promise of Digital Technology, Module Note
Sales & Marketing Case Study8.95View Details No abstract. -
Route 11 Potato Chips
Sales & Marketing Case Study11.95View Details Route 11 Chips, a regional potato chip company, is struggling with whether to reduce the number of flavors it markets. Additional flavors add operational...
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Analytics for Marketers
Technology & Operations Magazine ArticleAdvanced analytics can help companies solve a host of management problems, including those related to marketing, sales, and supply-chain operations, which... -
How the Economy Differs for Workers, Consumers, and Savers
Finance & Accounting Digital ArticleEach lens tells a different story. -
How to Penetrate the US Market
Marketing Digital ArticleAccounting for almost 30% of world GDP, the United States is the world’s largest and most demanding market for almost everything from oil to microprocessors to premium coffee. Companies around the world aspire to do business in the US, or at least with US companies in their home markets. By doing so, they learn much […] -
Why Baseball Seats Should be Priced like Airline Tickets
Pricing strategy Digital ArticleMore than half of Major League Baseball teams are using dynamic pricing. Others should follow. -
A New Way to Define Value in Drug Pricing
Pricing strategy Digital ArticleAn online tool takes objective and subjective factors into account. -
Why the Apple Watch Is a Gift to the Swiss Watch Industry
Competitive strategy Digital ArticleIt’s the new Swatch. -
The Mystery of the $2,000 Ikea Shopping Bag
Sales & Marketing Digital ArticleHow luxury brands are inverting status symbols. -
Companies Can't Ignore Shifting Gender Norms
Leadership & Managing People Digital ArticleAn increasing number of customers don't buy into the binary. -
Emotiv Systems, Inc.: It's the Thoughts that Count
Sales & Marketing Case Study11.95View Details Emotiv is getting ready to launch its innovative brain-computer interfacing (BCI) technology. The company has developed a special headset, called EPOC,... -
How Our Hotel Used Data to Make Our Laundry Service Glamorous
Customer service Digital ArticleA source of customer complaints became a source of revenue.