Default Category
-
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
-
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
-
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
-
Canal Satélite Digital (C)
Comín, Marta; Valor Sabatier, JosepCase M-1220-EMarketingIn November 2008 the satellite pay-TV station Digital Plus was still for sale. However various factors were lowering its value, among them the loss of subscribers, excessive debt and above all, the football war.Starting at €5.74
-
Canal Satélite Digital (B)
Comín, Marta; Nueno, José Luis; Valor Sabatier, JosepCase M-1206MarketingTras un periodo de cosniderables perdidas para ambas, en 1998 las dos plataformas de televísión digital de pago existentes en España pactaron su fusión, dado lugar a Digital +. En 2002 esta fusión se hacía realidad con algunas condiciones impuestas por el Estado. En los cinco años posteriores, el sector de la televisión de pago experimentó la entrada de nuevos competidores. En 2007, superadas las limitaciones estatales, el propietario de Digital ...Starting at €5.74
-
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
-
Canal Satélite Digital (C)
Comín, Marta; Valor Sabatier, JosepCase M-1220MarketingEn noviembre de 2008, la plataforma de TV vía satélite de pago Digital Plus continuaba a la venta. Pero varios factores reducían el valor de Digital Plus, entre ellos la pérdida de abonados, el excesivo endeudamiento y, sobre todo, la guerra del fútbol.Starting at €5.74
-
Deutsche Bank: Structured Retail Products
Vallee, Boris; Lenhardt, JeromeCase HBS-217037-EFinanceDescribes how Deutsche Bank, a leading bank in Europe, is deciding whether or not to launch a new structured retail product in Germany: an auto callable note. Will this product find a market and how does it fit into the bank's product portfolio? The case investigates how Deutsche Bank manufactures and distributes its structured retail products, and more broadly explores the opportunities and challenges of offering financial products to households...Starting at €8.20
-
Teckentrup: A Door to Managing Difference
Rose, Clayton; Lenhardt, Jerome; Beyersdorfer, DanielaCase HBS-315016-ELeadership and People ManagementFor Kai Teckentrup, the owner and co-CEO of the German "Mittelstand" door manufacturer Teckentrup, balancing competitive pressures, demographic realities and values were at the heart of the diversity program that he had started and championed at the company. Beyond this, attracting skilled workers to Germany was a national imperative; as the native population aged and its numbers in the workforce shrank, it would be critical to find new workers t...Starting at €8.20
-
Canal Satélite Digital (B)
Comín, Marta; Nueno, José Luis; Valor Sabatier, JosepCase M-1206-EMarketingAfter a period of considerable losses for both parties, the two pay platforms of digital television in Spain merged in 1998, which resulted in Digital +. In 2002 this merger became a reality with some conditions imposed by the Spanish government. In the next five years, new competitors entered the pay TV industry. In 2007, once the government limitations had been overcome, Sogecable, the owner of Digital +, began looking for new partners or a cha...Starting at €5.74