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Diversity Training Doesn't Work
Organizational Development Digital Article"We've got another lawsuit," my friend and client Lana* told me over the phone. "Really?" I was honestly surprised. "What about all that diversity training... -
You've Been Called Out for a Microaggression. What Do You Do?
Leadership & Managing People Digital ArticleFirst, don't make it about you. -
How to Market in a Downturn
Sales & Marketing Magazine ArticleBecause no two recessions are exactly alike, marketers find themselves in poorly charted waters every time one occurs. But guidance is available, say... -
The Most Common Reasons Customer Experience Programs Fail
Sales & Marketing Digital ArticleFor one, they're not flexible enough. -
Diamonds in the Data Mine
Sales & Marketing Magazine ArticleHarrah's Entertainment may not offer the most dazzling casinos in the business, but it is the most profitable gaming company in the United States. Since... -
How to Be a Better Ally to Your Black Colleagues
Leadership & Managing People Digital ArticleA four-step framework. -
3 Ways to Make Less Biased Decisions
Organizational Development Digital ArticleAwareness isn't enough. -
Bottom-Feeding for Blockbuster Businesses
Sales & Marketing Magazine ArticleMarketing experts tell companies to analyze their customer portfolios and weed out buyer segments that don't generate attractive returns. Loyalty experts... -
The Biases That Punish Racially Diverse Teams
Leadership & Managing People ResearchResearch shows we assume they have more conflict, even when they don't. -
Managing Middlescence
Organizational Development Magazine ArticleThey make up more than half your workforce. They work longer hours than anyone else in your company. From their ranks come most of your top managers.... -
8 Best Practices for Creating a Compelling Customer Experience
Customer strategy Digital ArticleTakeaways from an analysis of the American Customer Satisfaction Index. -
Rediscovering Market Segmentation
Sales & Marketing HBR BestsellerIn 1964, Daniel Yankelovich introduced in the pages of Harvard Business Review the concept of nondemographic segmentation, by which he meant the classification... -
Why Aren't There More Asian Americans in Leadership Positions?
Leadership & Managing People Digital ArticleStereotypes contribute to the problem in two ways. -
Learning How to Make Market Segmentation Work Again
Sales & Marketing Digital ArticleFor decades, marketers have segmented their target customers to get a read on who will buy a product or service. But if your firm is still doing traditional... -
Smarter Segmentation for Your Sales Force
Customer experience Magazine ArticleMedical-equipment supplier Hill-Rom accelerated its growth by segmenting customers in a new way and tackling their most pressing problems. -
Finding Middle Ground
Leadership & Managing People Magazine ArticleNew takes on the class divide, from "Bridging the Divide: Working-Class Culture in a Middle-Class Society," by Jack Metzgar; "Fight Like Hell: The Untold... -
Avoid the Four Perils of CRM (HBR OnPoint Enhanced Edition)
Sales & Marketing Magazine ArticleCustomer relationship management is one of the hottest management tools today. But more than half of all CRM initiatives fail to produce the anticipated... -
Simple Changes to Job Ads Can Help Recruit More Police Officers of Color
Leadership & Managing People Digital ArticleEmphasize long-term career potential and challenging work. -
Why Subtle Bias Is So Often Worse than Blatant Discrimination
Leadership & Managing People Digital ArticleIt's more common and harder to prove. -
White Coats, Black Scientists
Leadership & Managing People Digital ArticleHow scientific institutions can address systemic racism.
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Locally Laid Egg Company: No Time for Laying Around
Sales & Marketing Case Study8.95View Details The Locally Laid Egg Company is a family-owned company based out of Duluth, Minnesota. The company was established in 2012 as the first commercial grade... -
EILEEN FISHER: Repositioning the Brand, Spanish Version
Sales & Marketing Case Study8.95View Details Well-established fashion brand Eileen Fisher has traditionally appealed to older women. However, to drive growth, Eileen Fisher's management team wants... -
HIV, AIDS and Antigua and Barbuda
Global Business Case Study8.95View Details The case "HIV and AIDS in Antigua and Barbuda" allows for discussion of a wide variety of issues related to the application of sophisticated business... -
AmorePacific Hong Kong: Marketing Korean Beauty Products
Global Business Case Study8.95View Details As the end of 2016 approached, the managing director of AmorePacific Hong Kong (APHK) was setting the media mix and budget for APHK's four makeup and... -
Mia by Tanishq: Jewellery to Entice the Working Woman in India
Strategy & Execution Case Study8.95View Details In 1995, Titan launched the first branded range of jewellery - 'Tanishq' - in India's highly fragmented and disorganised jewellery market. Tanishq performed... -
Pink Tax: Price Discrimination and Product Versioning Exercises
Sales & Marketing Case Study8.95View Details These exercises complement the WDI Publishing Case "Pink Tax: Gender and other Price Discrimination Factors". Diana Kelly is the brand manager for a company... -
OTE: Managing in Times of National Crisis (A)
Strategy & Execution Case Study8.95View Details In late 2010, Michael Tsamaz was appointed CEO and Chairman of Greek telecommunications company OTE. OTE still exhibited many traits of a large incumbent... -
Motorcowboy: Getting a Foot in the Door (A)
Sales & Marketing Case Study8.95View Details As part of the Google Online Marketing Challenge, a team of Darden students devises an AdWords campaign for Motorcowboy, an online source of custom footwear... -
Diamond Foods
Sales & Marketing Case Study8.95View Details CEO Michael Mendes has transformed a grower-owned cooperative into a publicly traded top marketer of snack foods. Diamond's organization, culture, product... -
HyundaiCard's Marketing Strategy
Sales & Marketing Case Study8.95View Details In the competitive South Korean credit card market, a review of the past decade of HyundaiCard's marketing strategies and evaluation of anticipated possible... -
Marketing at The Vanguard Group
Sales & Marketing Case Study8.95View Details Senior executives at Vanguard are evaluating their marketing strategy. In particular, they are looking at their approach to market segmentation, the organization... -
Brocade: Launching the Multiprotocol Router
Sales & Marketing Case Study8.95View Details Brocade management is preparing for the launch of a new technology for data storage. The multiprotocol router improves on existing technology and has... -
Li Ning--Anything is Possible
Sales & Marketing Case Study8.95View Details A leading sporting goods company in China competes aggressively against global brands Nike and Adidas, with marketing strategies adapted to geographic... -
Tough Mudder: Scaling Dynamics After Early Traction
Innovation & Entrepreneurship Case Study8.95View Details Established in 2010, the endurance event start-up Tough Mudder experienced rapid international expansion in the years following the company's inception.... -
Elgourmet.com
Sales & Marketing Case Study8.95View Details Growing was critical to ensure the survival of PRAMER, a cable TV producer and distributor of regional content in Latin America (except Brazil). Growth... -
Note on Consumer Market Segmentation, Spanish Version
Sales & Marketing Case Study8.95View Details Introductory note on the concept of market segmentation and its processes. -
Cyworld: Creating and Capturing Value in a Social Network, Japanese Version
Sales & Marketing Case Study14.00View Details In May 2008, the new CEO of Cyworld, a social network company in Korea, had to decide how to create and capture value from his rapidly growing user base.... -
Carolinas HealthCare System: Consumer Analytics, Chinese Version
Sales & Marketing Case Study8.95View Details In 2014, Dr. Michael Dulin, chief clinical officer for analytics and outcomes research and head of the Dickson Advanced Analytics (DA2) group at Carolinas... -
Activision's Skylanders: The Quest to Bring Toys to Life
Innovation & Entrepreneurship Case Study8.95View Details One of the world's most successful video game companies, Activision was looking create a potent new game franchise after the success of its popular Guitar... -
Mesosphere: Creating Lasting Value on Top of Open Source Software
Innovation & Entrepreneurship Case Study8.95View Details "Mesosphere: Creating Lasting Value on Top of Open Source Software" explores the challenges associated with building a company on top of open source software....
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Diversity Training Doesn't Work
Organizational Development Digital Article"We've got another lawsuit," my friend and client Lana* told me over the phone. "Really?" I was honestly surprised. "What about all that diversity training... -
You've Been Called Out for a Microaggression. What Do You Do?
Leadership & Managing People Digital ArticleFirst, don't make it about you. -
How to Market in a Downturn
Sales & Marketing Magazine ArticleBecause no two recessions are exactly alike, marketers find themselves in poorly charted waters every time one occurs. But guidance is available, say... -
Locally Laid Egg Company: No Time for Laying Around
Sales & Marketing Case Study8.95View Details The Locally Laid Egg Company is a family-owned company based out of Duluth, Minnesota. The company was established in 2012 as the first commercial grade... -
EILEEN FISHER: Repositioning the Brand, Spanish Version
Sales & Marketing Case Study8.95View Details Well-established fashion brand Eileen Fisher has traditionally appealed to older women. However, to drive growth, Eileen Fisher's management team wants... -
HIV, AIDS and Antigua and Barbuda
Global Business Case Study8.95View Details The case "HIV and AIDS in Antigua and Barbuda" allows for discussion of a wide variety of issues related to the application of sophisticated business... -
The Most Common Reasons Customer Experience Programs Fail
Sales & Marketing Digital ArticleFor one, they're not flexible enough. -
AmorePacific Hong Kong: Marketing Korean Beauty Products
Global Business Case Study8.95View Details As the end of 2016 approached, the managing director of AmorePacific Hong Kong (APHK) was setting the media mix and budget for APHK's four makeup and... -
Mia by Tanishq: Jewellery to Entice the Working Woman in India
Strategy & Execution Case Study8.95View Details In 1995, Titan launched the first branded range of jewellery - 'Tanishq' - in India's highly fragmented and disorganised jewellery market. Tanishq performed... -
Diamonds in the Data Mine
Sales & Marketing Magazine ArticleHarrah's Entertainment may not offer the most dazzling casinos in the business, but it is the most profitable gaming company in the United States. Since...