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 CasesCan AI Really Help You Sell?
作者姓名:Dickie, Jim;Groysberg, Boris;Shapiro, Benson P.;Trailer, Barry
商品類型:Cases商品編號:R2206J
出版日期:2022/11/01商品頁數:11p

Many salespeople today are struggling; only 57% of them make their annual quotas, surveys show. One problem is that buying processes have evolved faster than selling processes, and buyers today can access a wide range of online resources that let them evaluate products before even meeting a salesperson. AI tools can help organizations close the gap, but most don''t know how to use them effectively. In this article the authors describe how .....more

 CasesMoving the Needle on Sustainability
作者姓名:Challagalla, Goutam;Dalsace, Frederic
商品類型:Cases商品編號:R2206K
出版日期:2022/11/01商品頁數:9p

Many sustainability initiatives focus on improving the sustainability of products and operations in legacy or adjacent markets or on achieving sustainability gains by exploring new markets with a more diverse set of products. This is a variation on the classic "where to play/how to win" strategy familiar to most executives. Fewer leaders, however, are exploring an important new frontier in sustainability, in which brands actively partner .....more

 CasesDoes Facial Recognition Tech Enhance Security? (HBR Case Study and Commentary)
作者姓名:Gentile, Mary C.;Danks, David;Harrell, Maralee
商品類型:Cases商品編號:R2206M
出版日期:2022/11/01商品頁數:7p

The new system in a day-care center is producing biased results--setting off an alarm when some dark-skinned parents enter the lobby. The director of the center must decide whether improving security is worth the possible legal ramifications. This fictional case study by Mary C. Gentile, David Danks, and Maralee Harrell features expert commentary by Joseph Steinberg, Cedric L. Alexander. This HBR Case Study includes both the case and the commentary. .....more

 CasesDoes Facial Recognition Tech Enhance Security? (HBR Case Study)
作者姓名:Gentile, Mary C.;Danks, David;Harrell, Maralee
商品類型:Cases商品編號:R2206X
出版日期:2022/11/01商品頁數:7p

The new system in a day-care center is producing biased results--setting off an alarm when some dark-skinned parents enter the lobby. The director of the center must decide whether improving security is worth the possible legal ramifications. This fictional case study by Mary C. Gentile, David Danks, and Maralee Harrell features expert commentary by Joseph Steinberg, Cedric L. Alexander. For teaching purposes, this is the case-only version of the .....more

 CasesDoes Facial Recognition Tech Enhance Security? (Commentary for HBR Case Study)
作者姓名:Gentile, Mary C.;Danks, David;Harrell, Maralee
商品類型:Cases商品編號:R2206Z
出版日期:2022/11/01商品頁數:3p

The new system in a day-care center is producing biased results--setting off an alarm when some dark-skinned parents enter the lobby. The director of the center must decide whether improving security is worth the possible legal ramifications. This fictional case study by Mary C. Gentile, David Danks, and Maralee Harrell features expert commentary by Joseph Steinberg, Cedric L. Alexander. For teaching purposes, this is the commentary-only version .....more

 SupplementHenkel: Building a Winning Culture (C)
作者姓名:Simons, Robert;Deller, Carolyn
商品類型:Supplement商品編號:9-123-034
出版日期:2022/10/04商品頁數:4p

 

 CaseBeam Dental (A)
作者姓名:Koning, Rembrand;Dadlani, Alicia
商品類型:Case商品編號:9-723-355
出版日期:2022/10/03商品頁數:9p

In May 2014, Alex Frommeyer, cofounder and CEO of Kentucky-based Beam Dental, a seed-stage startup that developed connected toothbrushes that tracked brushing habits, needed to decide which strategy to pitch to a venture capital firm. The first pitch deck played to the founders'' strengths as engineers and requested funds to develop a market-leading, next-generation connected toothbrush. The second pitch deck requested capital to start a dental .....more

 SupplementBeam Dental (B)
作者姓名:Koning, Rembrand;Dadlani, Alicia
商品類型:Supplement商品編號:9-723-356
出版日期:2022/10/03商品頁數:5p

In May 2016, venture-backed Beam Dental was on the brink of financial collapse. Cofounder and CEO Alex Frommeyer weighed the unattractive terms of a bridge loan offered by Beam''s largest investor. Frommeyer needed to decide whether to accept the terms or concede defeat and close the company. This case is the second case in a two-part series (original case 723-355); the A case has two supplements (723-374 and 723-375).

 SupplementBeam Dental (A): Pitch Deck Supplement 1
作者姓名:Koning, Rembrand;Dadlani, Alicia
商品類型:Supplement商品編號:9-723-374
出版日期:2022/10/03商品頁數:9p

Early pitch deck (one of two). This case is a supplement to Beam Dental (A) 723-355.

 SupplementBeam Dental (A): Pitch Deck Supplement 2
作者姓名:Koning, Rembrand;Dadlani, Alicia
商品類型:Supplement商品編號:9-723-375
出版日期:2022/10/03商品頁數:7p

Early pitch deck (two of two). This case is a supplement to Beam Dental (A) 723-355.