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MontGras. Estrategia de exportación para una bodega chilena
Arnold, David J.; Stevenson, Howard H.Case HBS-510S14MarketingPara maximizar su eficacia, los casos de color deben imprimirse en color. MontGras, una bodega chilena de tamaño medio, tiene que formular una estrategia de exportación. Tiene que decidir si hacer hincapié en los mercados de Estados Unidos o del Reino Unido, que también ofrecen diferentes propuestas de posicionamiento y fijación de precios. Se ha fallado dos veces para penetrar en el mercado de EE.UU. porque las relaciones de distribuidor se cayó...Starting at €8.20
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Grupo Elektra (Spanish Version)
Arnold, David J.; Herrero, Gustavo A.; Monteiro, Luiz FelipeCase HBS-503S39MarketingGrupo Elektra es la compañía de financiamiento de consumo de América Latina basado en las ventas a crédito en sus productos no perecederos puntos de venta. Se ha comenzado a internacionalizarse en América Latina, pero ahora debe decidir si para entrar en el mercado hispano de EE.UU., y cuál de sus dos negocios principales (al por menor y finanzas) para enfatizar.Starting at €8.20
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La Estrategia de Captación de Clientes de Internet en Bankinter
Martinez-Jerez, F. Asis; Narayanan, V.G.; Brem, LisaCase HBS-104S02Accounting and ControlBankinter, un relativamente pequeño banco español, tiene una gran presencia como un proveedor de servicios financieros a Internet. Abriendo el camino a la rentabilidad a través de Internet Bankinter dará una gran ventaja competitiva sobre los bancos españoles más grandes y consolidadas. Ann Peralta, director de la red de Internet en Bankinter, debe evaluar si los miles de nuevos clientes llegando de otros portales son rentables para el banco. Per...Starting at €8.20
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Customer Profitability and Customer Relationship Management at RBC Financial Group (Abridged) (Spanish version)
Narayanan, V.G.; Brem, LisaCase HBS-107S03Accounting and Controlone from the point of view of the vice president of customer relationship marketing and the other from a line manager's perspective.Starting at €8.20
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iQmetrix: The Customer Is Always Right
Chris Street; Darren Meister; Tracy ThibodeauCase IVEY-9B16M028-EEntrepreneurship, StrategyIn 2015, iQmetrix, a company founded in 1999, developed and sold point-of-sale (POS) software using the software-as-a-service model. Two iQmetrix enterprise account managers were discussing strategies for closing a software subscription deal with a large customer who asked for significant customization to be completed before the deal could be signed. The customization appeared to be critical for the customer, and the account managers thought the ...Starting at €8.20
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GM: The Opel Decision
Darren Meister; Ramasastry ChandrasekharCase IVEY-9B10M022-EStrategyIn July 2009, General Motors Company (GM),the world's second largest automotive enterprise, has come out of a bankruptcy orchestrated by the U.S. federal government. Leaner and focused after a 40-day exercise, GM is still a long way from a full-fledged financial recovery. The company is under a mandate to concentrate first on its U.S. market. Its European subsidiary, which manufactures the Opel cars, has been struggling for nearly a decade. The b...Starting at €8.20
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RONA Inc.- Dealing with Recession
Darren Meister; Ramasastry ChandrasekharCase IVEY-9B09M076-EMarketing, Service and Operations Management, StrategyIn September 2009, the president and chief executive officer (CEO) of Rona Inc. was reviewing the company's progress in relation to the ongoing economic recession. Rona was the largest retailer of hardlines in Canada. Rona had noticed definitive signs of slowdown in the third quarter of 2007 and had launched Strategic Plan 2008 - 2011 as a response. The two-phase program was nearing the completion of its first phase of Productivity, Efficiency an...Starting at €8.20
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University Health Network (UHN): The MOE-MAR Initiative
Darren Meister; Ken MarkCase IVEY-9B06E013-EInformation TechnologiesThe director of Acute Care Information Management at University Health Network is thinking about how to form a steering committee and several working groups to manage the implementation and ongoing operation of the Medication Order Entry and Medication Administration Record module. This initiative would be the most challenging and complex the IT department had ever undertaken. She would need to address the concerns of administration, physicians a...Starting at €8.20
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Canadian Air Transport Security Authority (CATSA)
Darren Meister; Ken MarkCase IVEY-9B06E018-EInformation TechnologiesIn March 2005, the vice-president and chief operating officer of the Canadian Air Transport Security Authority (CATSA), was thinking about how to best harness the business intelligence (BI) system that CATSA had implemented. From its creation in 2002, CATSA had developed an organizational structure with more than 200 managers overseeing 4,000 screening officers. In June 2003, a BI solution was developed and, in 2004, the solution was launched. Th...Starting at €8.20
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Henkel Iberica (A) and (B), Teaching Note
Martinez-Jerez, F. Asis; Narayanan, V.G.Teaching Note HBS-107078-EService and Operations ManagementTeaching note to (105-023) and (105-024).Starting at €0.00