HBSP (USA)
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Shepard Quraeshi Associates (A) (Spanish Version)
Paine, Lynn Sharp; Hogan, Harold F., Jr.Case HBS-319S03Knowledge and CommunicationSamina Quraeshi, director de la sede en Boston Shepard Quraeshi Associates, debe decidir si tomar acciones legales en contra de sus empleados clave después de salir de su empresa para comenzar su propia, llevándose con ellos a los clientes clave y datos. Quraeshi ve la situación como un reflejo de la tensión cultural entre las formas occidentales de hacer negocios y Oriental. Este caso detalla viaje cultural de Quraeshi de su pasado musulmán en P...Starting at €8.20
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Merck Sharp & Dohme Argentina, Inc. (A)
Paine, Lynn Sharp; Hogan, Harold F., Jr.Case HBS-398033-EKnowledge and CommunicationDescribes the efforts of the new managing director of Merck's subsidiary for Argentina, Uruguay, and Paraguay to transform the organization and its culture. Focuses on a critical decision: whether to offer the son of a high-ranking official in the governmStarting at €8.20
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Merck Sharp & Dohme Argentina, Inc. (B) (Spanish version)
Paine, Lynn Sharp; Hogan, Harold F., Jr.Case HBS-308S09StrategySupplements the (A) case.Starting at €5.74
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Entrepreneurial Sales and Marketing Vignettes
Roberge, Mark N.; Cespedes, Frank V.Case HBS-817010-EEntrepreneurshipWhich sales candidate is a startup's ideal first hire? What marketing channels are best to invest in? How aggressively should an executive team align sales with customer success? Early stage founders, sales leaders, and marketing executives often face one, and sometimes all, of the above scenarios as they grow their ventures. This case presents three short vignettes, with three fictitious organizations, to facilitate a discussion around these imp...Starting at €8.20
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Merck Sharp & Dohme Argentina, Inc. (A) (Spanish version)
Paine, Lynn Sharp; Hogan, Harold F., Jr.Case HBS-303S38Strategywhether to offer the son of a high-ranking official in the government's national health-care program a place in the company's highly selective intern program for young professionals.Starting at €8.20
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Drift: The First Sales Hire
Roberge, Mark N.Case HBS-820103-EEntrepreneurshipDavid Cancel and Elias Torres, the co-founders of Drift, scaled their business to thousands of users and hundreds of thousands in revenue. However, they were falling short of the annual revenue target they communicated to the board of directors. Having scaled the business to date with a team of largely product and engineering resources, they contemplated bringing on their first sales hire. Within one week of announcing the plan for the hire, thre...Starting at €8.20
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eSig: Growth Analysis
Roberge, Mark N.; Eisenmann, Thomas R.Case HBS-817009-EEntrepreneurshipthe name and functionality of the actual freemium application upon which the case is based have been disguised.Starting at €8.20
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ZenRecruit: Sales Coaching and Performance Reviews
Roberge, Mark N.Case HBS-817041-EMarketingAmara Kaggwa leads the small but rapidly expanding sales team at ZenRecruit, a recruiting software application used by small businesses. Armed with six months of sales performance metrics, Kaggwa is preparing for her monthly performance conversations with two under-performing sales people. This case concerns a metrics-driven sales organization, challenges the students to combine quantitative and qualitative observations to craft productive sales ...Starting at €8.20
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Grupo Beta San Miguel (A) (Spanish version)
Goldberg, Ray A.; Knoop, Carin-Isabel; Hogan, Harold F., Jr.Case HBS-903S02EconomicsLa Organización Mundial del Comercio y el TLC están revisando el sistema edulcorante y azúcar programas gubernamentales y su impacto en el comercio mundial. ¿En qué posición debe tomar José Pinto, y cómo afectará esto a su compañía, México, y los jugadores mundiales de azúcar?Starting at €8.20