Ivey Business School (Canada)
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Wipro Consumer Care: Merchandising for Success
Sreeram Sivaramakrishnan; Gaurav Thapar; Varun Gattani; Abhra ChatterjeeCase IVEY-9B14A031-EMarketing, StrategyVisual merchandising (VM) plays an important role in hypercompetitive product categories. Though shoppers may be exposed to advertisements extolling the virtues of brands, they tend to get swayed at the point of purchase due to an attractive display or simply because of the prominence of a brand at the retail location. As such, companies must invest in processes and infrastructure to make effective VM possible.Wipro Consumer Care and Lighting is ...Starting at €8.20
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QualityKiosk: Drawing up a Sales Strategy
Sreeram Sivaramakrishnan; Anuroop KrishnaCase IVEY-9B17A064-EEntrepreneurship, Marketing, StrategyQualityKiosk Technologies Private Limited (QualityKiosk) was an information technology company providing software application testing and quality assurance services to banks and insurance companies in India. In 2015, QualityKiosk had over 70 per cent penetration in the insurance sector in terms of numbers of customers, and only 30 per cent penetration in the banking sector. Anuroop Krishna, head of QualityKiosk’s banking vertical, must put togeth...Starting at €8.20
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Asclepius Consulting: The Sales Force Dilemma
Sreeram SivaramakrishnanCase IVEY-9B13A036-EEntrepreneurship, Marketing, StrategyIn 2012, Asclepius Consulting is one of the many small software companies in India that have aspirations to become product companies as opposed to being services companies. Asclepius Consulting deals in hospital management information systems and has a product and service offering that is competitive and well received by customers. However, due to lack of capital, the company has been unable to invest in a sales force, and this has created a prob...Starting at €8.20
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Tsingtao Brewery Co. Ltd. (A) (Spanish version)
Shengjun LiuCase IVEY-9B05MS63StrategyTsingtao Brewery Co, Ltd, the best-known Chinese beer producer in the world, had been surpassed in market share by Yanjing Beer in the mid-1990s due to its inefficient operations. From 1994 to 2002, Tsingtao Brewery acquired over 47 small and medium-sized companies and regained its dominant position in the beer industry. However, this resulted in many problems including increased levels of bureaucracy, lack of integration of corporate cultures of...Starting at €8.20
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Tsingtao Brewery Co. Ltd. (B) (Spanish version)
Shengjun LiuCase IVEY-9B05MS70StrategyTsingtao Brewery Co. Ltd. (Tsingtao Cerveceria Co. Ltd.) tenian varios problemas debido a su extension agresiva a partir de 1994 a 2002. Este caso repasa un numero de iniciativas que fueron ejecutadas para abordar estos problemas. Las iniciativas incluyen: reduccion del taller, ingenieria nuevo del proceso usando el ERP, reajuste del sistema incentivo, reestructuracion de organizacion, formando una sociedad estrategica con Anheuser Busch, integra...Starting at €5.74
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QualityKiosk: Sales Force Design for Anabot
Sreeram Sivaramakrishnan; Anuroop KrishnaCase IVEY-W28435-EMarketing, StrategyIn December of 2020, the head of product development at QualityKiosk Technologies Private Limited (QualityKiosk) was grappling with a significant issue. QualityKiosk provided application quality assurance, business automation, digital experience management, and data analytics services to financial services companies across India. Krishna had to recommend the way forward for the company’s latest product—Anabot, a new information technology (IT) jo...Starting at €8.20