IESE (España)
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Rabobank Corporate Netherlands: Turning the Smartphone into an Engine of Bottom-Line Growth
Stremersch, Stefan; Camacho, NunoCase M-1286-EMarketingSet in late 2011, this case study enables the discussion of a bank's possibilities to develop new business amid drastic technological and macroeconomic changes promising to revolutionize the whole payment value chain. In particular, several emerging technologies - such as near-field communication (NFC) - promised to turn mobile payments into a trillion-dollar industry in a period of less than five years. The case invites students to step into the...Starting at €8.20
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Alcatel-Lucent: Marketing the Cell Phone as a Mobile Wallet
Camacho, Nuno; Verniers, Isabel; García Pont, Carlos; Stremersch, StefanCase M-1279-EInformation Technologies, Innovation and Change, MarketingAlcatel-Lucent (ALU) was gearing up for the launch of a new business: mobile payment services. Mobile payment involves cash transactions between consumers and merchants or between consumers using their mobile phones. The emergence of a new technology in which ALU had strong expertise - near-filed communication (NFC) - represented a huge opportunity, as analysts expected the market for mobile payments to explode in the coming years. But to avoid p...Starting at €8.20
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Drexel Burnham Lambert
Lamazares A.; Montesó, J. M.; Melé, DomènecCase TD-121Business Ethics and Corporate Social ResponsibilityDurante buena parte de la década de los ochenta la banca de inversión Drexel Burnham Lambert experimentó un espectacular crecimiento de la mano de Michael Milken y sus famosos ?Junk Bones? (bonos basura). Pero pronto se crearon muchos enemigos, al tiempo que se cuestionaban los procedimientos que empleaban, y el método de Milken para calcular el riesgo de los bonos. Posteriormenete, Milken fue procesado por varios delitos y encarcelado. En 1990, ...Starting at €8.20
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La controversia del «Ford Pinto» (A)
Melé, Domènec; Montesó, J. M.Case TD-86Business Ethics and Corporate Social ResponsibilityLee Iacocca, durante su presidencia de la Ford, lanzó el modelo Pinto, un vehículo utilitario que inicialmente tuvo mucho éxito. Tres años después de su lanzamiento empezaron a aparecer críticas por falta de seguridad en el depósito del combustible. El Pinto cumplía las normas legales de seguridad, y su precio era muy reducido. Los ingenieros de Ford habían propuesto diversas mejoras que, por razones económicas, no fueron aceptadas. Las críticas ...Starting at €8.20
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Caesar IT Services: Comercializar múltiples propuestas de valor en una sola empresa
Stremersch, Stefan; Bellezza, SilviaCase M-1227Marketing, Service and Operations ManagementCaesar Group, una empresa de servicios informáticos profesionales, competía en el mercado holandés de tecnología de la información desde 1993. La propuesta de valor inicial de la empresa consistía en ofrecer a sus clientes una capacidad humana cualificada (puesta a disposición de capital humano, o body-shopping) a un precio económico por hora o día. La reacción de la compañía a la creciente evolución del servicio de body-shopping fue formular pro...Starting at €8.20
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Caesar IT Services: Marketing Multiple Value Propositions in One Firm
Stremersch, Stefan; Bellezza, SilviaCase M-1227-EMarketing, Service and Operations ManagementCaesar, a professional IT services firm, has competed in the Dutch IT market since 1993. Its initial value proposition was providing its customers with qualified human capacity at a low hourly or daily rate (often referred to as "body-shopping"). To escape the increasing commoditization of this type of service, the company formulated a new value proposition in 2003, so called TimeValue projects, consisting of the delivery of complete IT projects,...Starting at €8.20
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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
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La controversia del «Ford Pinto» (B)
Melé, Domènec; Montesó, J. M.Case TD-87Business Ethics and Corporate Social ResponsibilityLa compañía Ford anuncia la retirada de los modelos Pinto. Años después, Lee Iacocca contaría su versión particular del Ford-Pinto en sus memorias, que es recogida en este caso.Starting at €5.74