IESE (España)
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Chemical Fusion (C)
Baucells, Manel; Müller-Trede, JohannesCase AD-364-EDecision AnalysisAs happened in parts A and B of this case, Química del Vallès has to decide how many units to produce before it knows the demand. However, now the company faces two types of uncertain demand, which leads to the Monte Carlo simulation being introduced as an analytical instrument capable of addressing this problem. This case is based on the case "Química del Vallès (C)" by Professors Manuel Baucells and Dana K. Clyman (AD-256).Starting at €5.74
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Fusión Química (C)
Baucells, Manel; Müller-Trede, JohannesCase AD-364Decision AnalysisTal como sucedía en las partes (A) y (B) de este caso, Química del Vallés tiene que decidir cuántas unidades producir antes de conocer la demanda. Sin embargo, ahora la empresa afronta dos demandas inciertas, lo cual motiva la introducción de la simulación de Montecarlo como un instrumento de análisis capaz de abordar este problema. Este caso está basado en el caso "Química del Vallés (C)" de los profesores manuel Baucells y Dana K Clyman (AD-256...Starting at €5.74
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Jets4future and the Sale of Private Jets
Segarra, José Antonio; Valentí, Albert; Sanmartí, FrancCase M-1305-EMarketing, StrategyThe case centers on a European distributor of private jets. It explains the specificities and particular problems involved in marketing high-value industrial products: long sales cycle, complex decision-making unit, and significant investment on the part of the customer for the purchase. It discusses the process of customer acquisition and different marketing investments. It also describes three specific situations involving customers in which de...Starting at €8.20
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Jets4future y la venta de jets privados
Segarra, José Antonio; Valentí, Albert; Sanmartí, FrancCase M-1305Marketing, StrategyEl caso se centra en un distribuidor europeo de jets privados. Se exponen las particularidades y problemáticas específicas de la comercialización de productos industriales de alto valor: ciclo de venta largo, unidad de decisión compleja e inversión significativa por parte del cliente para realizar la compra. Se discute el proceso de captación de clientes y las diferentes inversiones de marketing. También se describen tres decisiones concretas sob...Starting at €8.20
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Jets4future and the Sale of Private Jets (Portuguese Version, Brazil)
Segarra, José Antonio; Valentí, Albert; Sanmartí, FrancCase M-1305-PBMarketing, StrategyThe case centers on a European distributor of private jets. It explains the specificities and particular problems involved in marketing high-value industrial products: long sales cycle, complex decision-making unit, and significant investment on the part of the customer for the purchase. It discusses the process of customer acquisition and different marketing investments. It also describes three specific situations involving customers in which de...Starting at €8.20