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The Deli That Did

SAP Americas’ CEO Bill McDermott bought his first business at age 17.

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Premont School District (B)

The struggling Premont Independent School District in Texas took steps to focus itself on delivering the highest level of value to its students and parents.

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Hain Celestial Group: Working with Activist Investors (B)

Hain Celestial Group CEO Irwin Simon and activist investor Carl Icahn enjoyed a fruitful relationship after Icahn purchased 12% of the company in 2010.

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Exterior Inc. – Part C

Roofing manufacturer Exterior Inc. CEO Mike Montgomery announced a partnership with the firm’s distributors in January 2015.

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Frameworks and Models for Customer-Based Strategy

Many frameworks have been developed to understand the concept and practice of marketing.

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Hollywood Regressed

Hedge fund manager Tim LeRoux wanted to know if he could predict individual movies’ box office performance.

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Solyndra

Solar panel manufacturer Solyndra received a $535 million federal loan guarantee in 2009.

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DISTRICO – Executing Strategy

Distribution firm DISTRICO was thriving, but its annual strategy meeting was a wasted exercise, a retreat building good will but leaving executives with no clear direction

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HealFirst Clinics: Designing an Experiment – A

Dr. Culverton Smith, chairman and CEO of HealFirst Clinics, was looking for strategies to better quantify the benefits of employee training.

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Green Cover: Planning to Go Big – A

Justin Monsoon, owner of nontoxic interior paint provider Green Cover, created a plan to open several new stores,…

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GE Lullaby: India

GE Healthcare was struggling in India, so in 2010, the company began researching the country.

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Do’s and Don’ts for Emotionally Intelligent Decision Making

How can business executives deal effectively with coworkers, solicit constructive feedback, and make decisions to improve company performance?

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Exterior Inc. – Part A

Exterior Inc. was an innovative, premium-price roofing manufacturer. But by 2014, a declining housing market and foreign competition had shrunk its market share.

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Being Boeing (A)

The Boeing Company needed to regain market share from Airbus SE. Senior executives believed issues with aircraft financing and Boeing’s sales strategy, not pricing, had led to their decline.

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Pursuing the Right Prospects: Fixing Sales and Bidding at GQS Through Data Analytics

Chris Long, president of GQS Oil & Gas, was disappointed with his company’s performance.

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VVS Machining Solutions: From Customer Success to Financial Success

VVS Machining Solutions, a provider of drills, mills, and inserts for manufacturers in India, faced growing competition.

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Customer Model Analytics for Strategic Insightss

Businesses must be able to identify their customer value equation, importance-performance matrix, and value map to draw the insights necessary to enhance value.

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Logistic Regression for Customer Insights

How can executives predict binary outcomes like whether or not a customer will purchase a product?

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HealFirst Clinics: Designing an Experiment – B

HealFirst Clinics CEO Dr. Culverton Smith wanted to run a randomized experiment to understand the cause-and-effect relationship…

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Green Cover: Planning to Go Big – B

Private equity partners Marshall Turtle and Claudia Bing were considering an investment in nontoxic interior paint provider Green Cover.

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Premont School District (A)

The Premont Independent School District in Texas had until July 2013 to improve student performance.

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Hain Celestial Group: Working with Activist Investors (A)

Notorious activist investor Carl Icahn purchased 12% of Hain Celestial Group in 2010.

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Exterior Inc. – Part B

Hain Celestial Group CEO Irwin Simon and activist investor Carl Icahn enjoyed a fruitful relationship after Icahn purchased 12% of the company in 2010.

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Being Boeing (B)

The Boeing Company had been losing market share to its low-cost European competitor Airbus SE for four years.

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Importance and Salience of Customer Benefits(B)

Companies must base their value proposition and strategy focus on the benefits customers deem important..

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VVS Machining Solutions: From Customer Success to Financial Success (Part B)

VVS Machining Solutions CEO A.K. Chandran needed a strategy to lower…

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Randomized Experiments for Customer Insights

Executives often need to draw causal conclusions to understand how factors like advertising or pricing affect variables like sales.

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MODCO: Using Customer Complaints and Compliments for Strategy Implementation

MODCO CEO Carmichael Clarke was focused on growing revenues by creating customer value..

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Furniture Retailers: Understanding Customer Strategy through Quantitative Analysis

Clint Miller, a Houston-based retail consultant, created and administered a survey to understand customer value for furniture buyers.

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Affect and Decision Making: Teaching Note

Affect is a general term describing three cognitive conditions—moods, emotions, and decision-generated affect—that can influence strategy planning.

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Frameworks and Models for Customer-Based Strategy

Many frameworks have been developed to understand the concept and practice of marketing.

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Sustainability Marketing – Teaching Note

Oil giant Shell invested in solar in 2018 and committed to spending at least $1 billion annually on clean energy.

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Customer Model Analytics for Strategic Insightss

Businesses must be able to identify their customer value equation, importance-performance matrix, and value map to draw the insights necessary to enhance value.

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Randomized Experiments for Customer Insights

Executives often need to draw causal conclusions to understand how factors like advertising or pricing affect variables like sales.

VIEW CASE

Do’s and Don’ts for Emotionally Intelligent Decision Making

How can business executives deal effectively with coworkers, solicit constructive feedback, and make decisions to improve company performance?

VIEW CASE

Logistic Regression for Customer Insights

How can executives predict binary outcomes like whether or not a customer will purchase a product?

VIEW CASE