IESE (España)
-
Komatsu: The Rise of a Service-Dominant Logic
Stremersch, Stefan; Keko, ElioCase M-1328-EMarketingIt was early 2015 and executives of Komatsu Europe International N.V., whose main business is the sale of mining and construction equipment through multiple distributors across Europe, were exchanging views on the business model that would drive their future. They had seen many changes inside and outside the industry in recent years, and Komatsu was facing a growing need to adapt its current way of doing business. The team had been debating each ...Starting at €8.20
-
Becker Textilwerk GmbH
Soler Vila, Eduardo; Peñalva Acedo, Fernando (Portuguese Version, Brazil)Case C-810-PBAccounting and ControlThis case focuses on a German company, Becker Textilwerk, which produces high-performance fabrics. The company registered total sales of 1.2 billion euros in 2016. Becker is working at full capacity and is faced with making a decision regarding a client's request for a substantial increase in the discount being applied to its orders. If the company denies the request, the client will no longer buy from Becker and will move on to the competition. ...Starting at €8.20