This website uses technical, customisation and analytical cookies, both first-party and third-party, to anonymously facilitate browsing and analyse statistics on use of the website. Learn more
IESE (España)
-
Santander-Serfín: Revitalizing the Payment Systems Business (Portuguese Version, Brazil)
Díez J.; Villanueva, Julian; Nueno, José LuisCase M-1190-PBMarketingIn June 2001, Ramón Tellaeche, director of products and marketing at Banco Santander Serfín in Mexico, was considering the commercial strategy which the means of payments division should follow over the following months in order to achieve its ambitious commercial objectives. Marcial Portela, general manager of Grupo Santander's Americas Division, had set the objective of doubling the credit card market share in a year and a half, and capturing 2...Starting at €8.20
-
Campuses as "Hunting Grounds": Documenting the Sex Assault Crisis at American Universities
Guzik, Paulina; de la Cierva, YagoCase DPO-784-EBusiness Ethics and Corporate Social Responsibility, Knowledge and Communication, MarketingLast decade, the number of sexual assaults in American campuses reached a peak, to the point that President Barak Obama spoke of a "national crisis". The case collects four episodes that happened in four different campus of prestigious universities, in order to get a better picture of how stakeholders react, and how university administration should respond.Starting at €8.20
-
La profesionalización de la red de ventas en The Veteran Tree
Villanueva, JulianCase M-1391Entrepreneurship, Leadership and People Management, MarketingEn marzo de 2022, Jim Heisser, director ejecutivo y fundador de The Veteran Tree Co, estaba reflexionando sobre los buenos resultados que su compañía había alcanzado en los últimos años. El crecimiento histórico en ventas y la rentabilidad eran algo de lo que estar orgulloso, y, tras el desastroso año 2020 para el sector (debido a la pandemia), en 2021 la compañía había vuelto a crecer fuertemente. Jim sentía que lo que había empezado como una pe...Starting at €8.20
-
Professionalizing the Sales Force at The Veteran Tree
Villanueva, JulianCase M-1391-EEntrepreneurship, Leadership and People Management, MarketingIn March 2022, Jim Heisser, MD and founder of The Veteran Tree Co, was reflecting on the strong results his company had achieved in recent years. The historical growth in sales and profitability were something to be proud of and-after 2020 which was a disastrous year for the sector due to the pandemic-the company had returned to strong growth in 2021. Jim felt that what started as a small operation with humble goals was now becoming very big. Big...Starting at €8.20
-
Iluminum, S.A.
Lopetegui G.; Parés Canalias, Francisco; Renart, Lluís G.Case M-678-EMarketingStarting at €8.20
-
Teléfonos de México, S.A. de C.V. and the Prodigy Internet Plus decision
Lamyin, M.; Bertini, Marco; Nueno, José LuisCase M-1124-EInformation Technologies, MarketingThe case analyzes the strategy Telmex must follow in order to increase the customer base of its ISP service in Mexico. The low disposable income of the Mexican population and the inability to afford computers must be taken into account. The company must also consider its recent acquisition of Prodigy (one of the leading ISPs in the U.S.) and analyze the role it should play in the new marketing strategy.Starting at €8.20
-
El lanzamiento del Nissan Micra en Portugal
Agell, Pere; Baucells Alibés, Manel; Segarra, José AntonioCase M-977MarketingLA DIRECCION DE NISSAN EN PORTUGAL DEBE DECIDIR EL PRECIO A FIJAR PARA EL NUEVO NISSAN MICRA. PARA ELLO, REALIZA UNA INVESTIGACION COMERCIAL A LOS CLIENTES PRINCIPALES BASADA EN EL ANALISIS CONJUNTO. LOS RESULTADOS DE LA INVESTIGACION PERMITEN DIBUJAR UNA CURVA DE DEMANDA A DISTINTOS NIVELES DE PRECIOS. APARECEN DUDAS SOBRE LA METODOLOGIA DE INVESTIGACION Y LA INTERPRETACION DE LOS RESULTADOS.Starting at €8.20
-
Linkality's Call Center
Bitran, Gabriel R.; Mitchell, Jordan; Rocha e Oliveira, PauloCase M-1221-EMarketing, Service and Operations ManagementLinkality is the 8th largest Internet service provider (ISP) in the United States, with a subscriber base of approximately 3 million users. The case is focused on the management of Linkalitys call center, where approximately 85% of all contact with existing customers takes place. Hal Paden, VP of Operations, is looking for ways to reduce operating costs while at the same time improving service quality levels. Shelly Townsend, the call center ma...Starting at €8.20
-
Midtown Educational Foundation
Martín Cavanna, J.; Martínez, J. L.; Guillén, F. J.Case M-1039MarketingEsta fundación dedicada a la promoción integral de jóvenes de los suburbios de Chicago, se enfrenta a un problema de crecimiento para atender la expansión de sus programas. Las necesidades de espacio llevan a buscar un nuevo edificio. Se ha de decidir entre diversas opciones. Algunas de ellas, si bien exceden la demanda actual, representan oportunidades futuras de desarrollo y permitirían obtener ingresos adicionales mediante el alquiler del espa...Starting at €8.20