HBSP (USA)
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Transitioning to a Marketplace Model (Spanish version)
Narayandas, Das; Gupta, Sunil; Tahilyani, RachnaCase HBS-518S12MarketingSachin Bansal and Binny Bansal, co-founders of India's largest e-commerce company, Flipkart, were reviewing the foregoing Facebook post, which had gone viral and received more than 20,000 likes. A third-party seller listed a pair of women's sandals on Flipkart's website at 799 Indian rupees and offered it on promotion at 399. However, upon close examination of the product's display photo, consumers noticed a 399 price tag printed on the strap. Co...Starting at €8.20
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The MonoSpace Launch in Germany (Spanish version)
Narayandas, Das; Swartz, GordonCase HBS-503S07MarketingFocuses on the launch of a new elevator product in Germany. In 1996, global construction slumps and low differentiation among competitive offerings has led to significant price competition and margin erosion in the elevator industry. In these circumstances, KONE, one of the global players in this industry, has developed the Monospace elevator product that uses revolutionary technologies. This new product is expected to have a significant impact o...Starting at €8.20
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Managing the Selling Effort (A) (Spanish version)
Narayandas, Das; Herman, KerryCase HBS-515S05MarketingThe CEO of EFL (India), a direct sales organization, must decide which changes to the sales compensation systems would better motivate his sales reps and improve their sales performance.Starting at €8.20
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Paytm: Building a Payments Network
Gupta, Sunil; Narayandas, Das; Tahilyani, RachnaCase HBS-517091-EMarketingBy January 2017, Paytm, a mobile payments company that started in 2010, became India's largest mobile payments platform with over 142 million users and a $5 billion valuation. Could Paytm become the $100 billion company its founder Vijay Shekhar Sharma envisioned it to be?Starting at €8.20
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Biocon: Launching a New Cancer Drug in India, Teaching Note
Gupta, Sunil; Narayandas, DasTeaching Note HBS-509039-EMarketingTeaching Note for [508026].Starting at €0.00
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Eureka Forbes Ltd.: Managing the Selling Effort (A) (Photonovel Version)
Narayandas, Das; Das, Kallol; Herman, KerryCase HBS-513015-EMarketingTo maximize their effectiveness, color cases should be printed in color. The CEO of EFL (India), a direct sales organization, must decide which changes to the sales compensation systems would better motivate his sales reps and improve their sales performance.Starting at €8.20
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Building Loyalty in Business Markets (Spanish version)
Narayandas, DasArticle HBS-R0509HMarketingCompanies often apply consumer marketing solutions in business markets without realizing that such strategies only hamper the acquisition and retention of profitable customers. Unlike consumers, business customers inevitably need customized products, quantities, or prices. A company in a business market must, therefore, manage customers individually, showing how its products or services can help solve each buyer's problems. And it must learn to r...Starting at €8.20
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Rodan + Fields Dermatologists
Narayandas, Das; Roberts, Michael; Kind, LizCase HBS-513067-EMarketingThe case focuses on issues involved in managing the direct multilevel marketing sales consultants who sell R+F skin care products. The company is trying to better manage the inconsistent and highly variable recruitment behavior of the sales force i.e., the degree to which existing consultants recruit new consultants. The company utilizes a range of periodic incentives for recruitment, but hopes to build a system of salesforce compensation and man...Starting at €8.20
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Flipkart: Transitioning to a Marketplace Model, Teaching Note
Gupta, Sunil; Narayandas, DasTeaching Note HBS-516095-EMarketingTeaching note for case 516017. In 2015, Sachin and Binny Bansal, co-founders of India's largest e-tailer, Flipkart, announced that the company would switch to a marketplace model and move its logistics arm into a separate company. At the time of the announcement, Snapdeal already claimed to be India's largest marketplace, and Amazon and other deep-pocket traditional retail giants like Reliance, Future Group, and Tata left no stone unturned to ca...Starting at €0.00
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Flipkart (B): The Ongoing Battle for India's E-Commerce Market
Gupta, Sunil; Narayandas, Das; Tahilyani, RachnaCase HBS-518097-EMarketingIn 2017, both Flipkart and Amazon claimed leadership position in India's recently concluded key annual festive season sale, but it was too early to declare victory. Amazon continues to invest heavily in India. Competition from newer players is increasing. Media reports hint that Reliance Industries, a large Indian conglomerate, is planning to extend its e-commerce offering beyond fashion to electronics, mobile phones and even groceries. As th...Starting at €5.74