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Spekman, Robert E.

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A Note on Sizing the Sales Force

This 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 ...

Alliance Between IBM and Apple Computers

This case examines the alliance between two arch rivals in the computer industry--IBM and Apple. The objective of the case is to help students appreciate the awkward partnerships that arise among comp ...

AT&T and Olivetti: Analysis of a Failed Strategic Alliance

This case examines the early stages of an alliance between two firms. The case deals with the reasons why the alliance makes sense, and documents how the alliance degrades and eventually fails. It dem ...

Battlefield Furniture Group, Inc.

This case serves as an introduction to field sales management. A manager must address three sales representatives' ingrained behaviors in order to implement a major shift in marketing strategy. Studen ...

Bombardier (A): The Procurement Decision of Light Rail Cars for the Los Angeles Metro Transit Authority

The purpose of the case is to help students understand the complex nature of a visible and expensive organizational buying process. The goal is to help students appreciate the nature of the selling ta ...

Bombardier (B): The Los Angeles Metro Transit Authority Decision

The purpose of the case is to help students understand the complex nature of a visible and expensive organizational buying process. The goal is to help students appreciate the nature of the selling ta ...

BP in Russia: Bad Partners or Bad Partnerships? (A)

This case pairing is used in Darden's "Business to Business Marketing" course elective. Following the Deepwater Horizon oil spill, BP seeks to expand its assets and revenues, so it looks to Russia, bu ...

BP in Russia: Bad Partners or Bad Partnerships? (B)

This second part of a two-part case provides the epilogue to the story of BP's conflicts with Russian oil partners and underscores the importance of alliance management. ...

Collaborative E-Commerce: Shaping the Future of Partnerships in the Healthcare Industry

The purpose of this case is to provide insight into the dynamics of the pharmaceutical industry and to offer one view of the changing business model in the industry. What was once a vertically integra ...

Comdial Corporation

Set in a telecommunications context, this case helps students understand the channel pressures facing a firm as it develops new technology. Comdial has introduced a new technology (CTI), and is questi ...

Compact Fluorescent Bulbs: 15 Years Later

Compact fluorescent bulbs (CFLs) lasted five to six times longer?8,000 to 12,000 hours?than comparable incandescent bulbs and consumed 75% less energy. By July 2008, prices had fallen as low as $2 or ...

Customer Segmentation in Business-to-Business Markets

The purpose of this note is to help students better understand the concept of customer segmentation in a business-to-business (B2B) context, focused on such topics as the role segmentation plays in th ...
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