IESE (España)
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Indo dota a su red de ventas de una nueva tecnología móvil (A)
Almenar, E.; Comín, Marta; Sieber, SandraCase SI-168Information Technologies, Innovation and Change, Knowledge and CommunicationEn 2006, el fabricante óptico Indo se planteó dar un giro a la manera de trabajar del equipo de ventas de la división de gafas. La sustitución del material físico por información "on line" permitiría a sus comerciales trabajar con mayor agilidad y disponer de información siempre actualizada. Pero el nuevo sistema podía causar reticencias entre los clientes, acostumbrados a tocar el producto, y entre los mismos comerciales, reacios a cambiar un mo...Starting at €8.20
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Indo Gives its Sales Force New Mobility Technology (A)
Almenar, E.; Comín, Marta; Sieber, SandraCase SI-168-EInformation Technologies, Innovation and Change, Knowledge and CommunicationIn 2006, Indo, an optics manufacturer, decided to change the working method of its sales division for glasses. Physical material was replaced with online information that facilitated the work of the sales personnel and ensured they always had the most up-to-date information. But the new system was not completely accepted by clients, who were used to touching the product. Even some members of the sales staff were wary about changing an effective w...Starting at €8.20
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Indo Gives its Sales Force New Mobily Technology (B)
Almenar, E.; Comín, Marta; Sieber, SandraCase SI-169-EInformation Technologies, Innovation and Change, Knowledge and CommunicationAfter introducing a new sales system for glasses as a pilot program, Indo, an optical company, expanded the scope of its experiment to check the results. The case study describes how the sales personnel and clients accepted the change from a partially computerized system to one that was thoroughly computerized.Starting at €5.74
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Casa en venta: el vendedor
Stein, Guido; Bergareche Sans, BorjaCase NEG-42Innovation and Change, Leadership and People ManagementEstás casado, tienes tres hijos y tu mujer está embarazada de siete meses. Vivís en un cómodo piso de tres dormitorios. La familia de tu mujer vive fuera de la ciudad, pero os visita a menudo. Cuando lo hacen, el piso se os queda pequeño. Por motivos evidentes, para mejorar tu situación familiar, tenéis previsto cambiar de vivienda y la casa nueva que comprasteis hace dos años, que está en construcción, pronto estará lista para entrar a vivir; si...Starting at €8.20
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Indo dota a su red de ventas de una nueva tecnología móvil (B)
Almenar, E.; Comín, Marta; Sieber, SandraCase SI-169Information Technologies, Innovation and Change, Knowledge and CommunicationTras haber introducido un nuevo sistema de ventas de gafas en una prueba piloto, la empresa óptica Indo amplió el alcance de su experimento para comprobar la fiabilidad de los resultados. El caso describe cómo aceptaron comerciales y clientes el cambio de un sistema parcialmente informatizado a otro digitalizado en gran medida.Starting at €5.74
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Casa en venta: el comprador
Stein, Guido; Bergareche Sans, BorjaCase NEG-43Innovation and Change, Leadership and People ManagementEstás casado y tienes dos hijos adolescentes; vivís en un piso de dos dormitorios. Has vivido en el norte de Horsley toda la vida, pero tras el reciente desarrollo de la zona este tienes muchas ganas de trasladarte allí. Por desgracia, en esa zona se han puesto a la venta muy pocos pisos. Hace dos años intentaste comprar un piso allí, pero otro comprador hizo una oferta mejor y, desde entonces, no se ha puesto a la venta ninguno más. Tu madre fal...Starting at €8.20
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Cómo negociar para vender un piso
Bergareche Sans, Borja; Stein, GuidoCase NEG-44Leadership and People ManagementCaso descriptivo. Para ponernos en contexto, en el mes de abril del 2021 compramos una casa nueva que todavía estaba en construcción con el fin de mejorar nuestra situación familiar. En el momento de la compra teníamos tres hijos. Dado que la casa estaba en construcción, solo tuvimos que pagar el precio de la reserva y el 5% del valor total de la casa. Como el período de construcción era de dos años, no tendríamos que mudarnos hasta abril del 202...Starting at €8.20
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How to Negotiate to Sell an Apartment
Bergareche Sans, Borja; Stein, GuidoCase NEG-44-ELeadership and People ManagementDescriptive case. Contextually, in April 2021, we bought a new house that was still under construction in an effort to improve our family situation. At the time of purchase, we had three children. Because the house was under construction, we only had to pay for a reservation ticket and 5% of the total value of the house. Since the construction period was two years, we did not need to move until April 2023, which meant that we bought the house bef...Starting at €8.20
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House for Sale: The Seller
Stein, Guido; Bergareche Sans, BorjaCase NEG-42-EInnovation and Change, Leadership and People ManagementYou are married with three children, your wife is seven months pregnant, and you live in a commodious three-bedroom apartment. Your wife's family lives outside town but often visits you. When this happens, the apartment is overcrowded. For obvious reasons, to improve your family situation, you plan to move out of your current apartment, and the new house that you purchased two years ago, which is under construction, will soon be ready for occupat...Starting at €8.20
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House for Sale: The Buyer
Stein, Guido; Bergareche Sans, BorjaCase NEG-43-EInnovation and Change, Leadership and People ManagementYou are married with two teenage children and living in a two-bedroom apartment. You have lived in the north of Horsley all your life, but following the recent development of the eastern area, you are eager to move there. Unfortunately, very few apartments have come up for sale in that area. Two years ago, you tried to buy an apartment there but were outbid, and since then, no others have been listed for sale. Recently your mother passed away and...Starting at €8.20