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Drishti Eye Centre: Managing a Sales Force
Rajeev KumraCase IVEY-9B17C010-EEntrepreneurship, Leadership and People Management, StrategyAs a small-scale hospital located in the city of Faridabad in northern India, Drishti Eye Center (Drishti) had recently expanded its operations by diversifying into pharmaceutical sales. The founder and managing director of the hospital soon faced conflict among the members of his sales force when a young sales representative received a poor performance evaluation, which he viewed as unfair. In response to this situation, the salesman decided to ...Starting at €8.20
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Intellectual Ventures
Hagiu, Andrei; Yoffie, David B.; Wagonfeld, Alison BerkleyCase HBS-710423-EStrategyIntellectual Ventures creates and acquires intellectual property, which it then seeks to monetize through non-exclusive licensing. In early 2009, as an increasing number of companies were trying to position themselves as leading intermediaries in the market for intellectual property, IV was looking for the best business model to become such a leading intermediary. Its model was predicated on making it easy for small inventors to monetize their in...Starting at €8.20
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Integrated Centre for Consultancy Private Limited: Public Relations in India - Teaching Note
Rajeev KumraTeaching Note IVEY-W27237-EKnowledge and Communication, MarketingTeaching note for product W27236.Starting at €0.00
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VaccineOnWheels: Service Excellence for COVID-19 Vaccinations
Rajeev Kumra; Surajit Ghosh DastidarCase IVEY-W27265-EEconomics, MarketingVaccineOnWheels (VOW), a social enterprise providing doorstep vaccination to India’s low-income and marginalized communities, was founded in December 2019. After the outbreak of the COVID-19 pandemic and arrival of COVID-19 vaccines, VOW was perfectly positioned to contribute to the government’s immunization drive. In 2021, the company entered into a public-private partnership with some of India’s largest municipal corporations as their on-the-gr...Starting at €8.20
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Embrace
Chu, Michael; Bloom, David E.; Wagonfeld, Alison BerkleyCase HBS-814001-EEntrepreneurshipStarting at €8.20
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Teracom Limited: Appointing a Consumer Distributor
Rajeev KumraCase IVEY-9B16A029-EEntrepreneurship, Marketing, StrategyTeracom Limited was a medium-sized engineering manufacturing firm in India whose product portfolio included modems. The company catered to the various telecom service providers across India, including Bharat Sanchar Nigam Limited , a major state-owned telecommunications company. Teracom’s customers were primarily business-to-business entities such as government organizations and telecom operators. However, it was considering selling its modems to...Starting at €8.20
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Mahindra and Mahindra Finance Services Limited: Empowering Rural Customers in India
Rajeev KumraCase IVEY-9B14A065-EEntrepreneurship, Marketing, StrategyMahindra and Mahindra Financial Services Limited is a non-banking finance company in India whose product portfolio includes vehicle loans, used vehicle financing, housing finance, personal loans, fixed deposits, mutual fund distribution, insurance broking, gold loans and loans for construction equipment. Catering to the rural poor across India, the company has close to 6,600 employees, mostly hired locally to serve local needs. Because it focuses...Starting at €8.20
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Junko Yoda and Her Collaboration to Address Sex Trafficking in Asia
Kanter, Rosabeth Moss; Schwetz, Juliane Calingo; Higgins, Patricia BissettCase HBS-314036-EIn 2011, Junko Yoda with Pam McCambridge launched CLinked, a venture aimed to reduce human trafficking of women and children for sexual exploitation. Since incorporation, they launched several different pilot programs in partnership with local non-governmental organizations (NGOs) in Lampung, Indonesia where they also encountered a number of challenges ranging from a lack of trust within the local community to diminishing financial resources. Yod...Starting at €8.20
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Scaling a Startup: People and Organizational Issues
Eisenmann, Thomas R.; Wagonfeld, Alison BerkleyCase HBS-812100-EEntrepreneurshipThis note discusses the organizational challenges that startups often encounter as they begin to scale rapidly, along with approaches to addressing these challenges suggested by scholars, investors, and experienced entrepreneurs. The challenges fall into five broad areas: the need to formalize organizational structure; executive transitions; the need for management systems/processes; evolution of the board of directors role; and, preservation of ...Starting at €8.20
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Speeding Ahead to a Better Place
Ofek, Elie; Wagonfeld, Alison BerkleyCase HBS-512056-EMarketingIn mid-2008, Shai Agassi, CEO of Better Place, is in the midst of planning a paradigm shift in clean transportation. In an attempt to wean the world from using gasoline-powered vehicles, his company is playing the role of innovator and integrator for new vehicles, charging spots, and battery switch stations. The effort also requires aligning various parties, from governments to auto manufacturers to consumers. The fledgling company has made good ...Starting at €8.20