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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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Esquel Group: Building a Sustainable Partnership with Cotton Farmers in Xinjiang (A) (Spanish Version)
Sebenius, James K.; Qian, Cheng (Jason)Case HBS-916S02StrategyEsquel Group, fabricante de camisas de calidad que conduce, intentó negociar asociaciones a largo plazo con los agricultores a menudo explotadas en Xinjiang (China occidental) para adquirir una variedad de algodón superior. Tratando de conseguir una gran cantidad de algodón especialidad de una manera ética y socialmente responsable, Esquel emprendió una importante iniciativa de 2002 para negociar contratos de creación de valor entre sí, los gobie...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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Loctek: Digital Transformation to a Cross-Border E-business
Lucas Liang Wang; Qing Dai; Martin LockettCase IVEY-W27257-EKnowledge and Communication, StrategyOn July 15, 2021, the founder and chief executive officer (CEO) of Loctek Ergonomic Technology Corp. (Loctek), located in Ningbo, China, was reviewing the mid-year financial report of his company. Loctek was a global leader in manufacturing and exporting office furniture—primarily monitor brackets and height-adjustable desks. Figures in the report portrayed the company’s solid growth in the midst of the global pandemic; the contribution from Loct...Starting at €8.20
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Loctek: Digital Transformation to a Cross-Border E-business - Teaching Note
Lucas Liang Wang; Qing DaiTeaching Note IVEY-W27258-EStrategyTeaching note for product W27257.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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Tim Hortons: Bringing Canada’s Iconic Coffee to China
Lucas Liang WangCase IVEY-W25260-EStrategyIn February 2019, Tim Hortons, Canada’s iconic coffee franchise, opened its first coffee shop in China in Shanghai, thereby extending its international footprint to China. To accomplish this entry, Restaurant Brands International (RBI), the parent company of Tim Hortons, formed a joint venture (JV) Tim Hortons (China) Holdings Co., Ltd. (Tims China) with Cartesian Capital, a private equity fund that had operated in China for more than twenty year...Starting at €8.20
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Wyoff and China - LuQuan: Negotiating a Joint Venture (A)
Sebenius, James K.; Qian, Cheng (Jason)Case HBS-908046-EStrategyThrough stalled joint venture talks between Pennsylvania-based Wyoff Corp. and Jina-based China-LuQuan, strategic and cross-cultural negotiation challenges are explored both from American and Chinese perspectives. Wyoff, a leading US chemical company has been seeking ways to secure the company's foothold in China's emerging market since the late 90s. When approached by China-LuQuan in 2000, a major Chinese state-owned chemical producer for a join...Starting at €8.20
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Esquel Group: Building a Sustainable Partnership with Cotton Farmers in Xinjiang (B) (Spanish Version)
Sebenius, James K.; Qian, Cheng (Jason)Case HBS-916S03StrategyDetalles y evalúa los resultados de la iniciativa de Esquel 2002 para negociar asociaciones a largo plazo con los agricultores a menudo explotadas en Xinjiang (China occidental) para adquirir una variedad de algodón superior.Starting at €5.74
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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