IESE (España)
-
Ashby Pharmaceuticals
Muñoz-Cobo, Diego; Villanueva, JulianCase M-1208-EMarketingJames Conica had just been appointed new sales director of the company Ashby Pharmaceuticals, which sold pharmaceutical products. His task was to substantially improve the performance of the sales force, which according to company director Ian Thompson, had ample scope for improvement.Starting at €8.20
-
Ashby Pharmaceuticals
Muñoz-Cobo, Diego; Villanueva, JulianCase M-1208MarketingJames Conica acababa de ser contratado como nuevo director de ventas de la empresa Ashby Pharmaceuticals, dedicada a la venta de productos farmacéuticos; con el objetivo de mejorar sustancialmente el rendimiento de la fuerza comercial, que en opinión del director de la compañía, Ian Thompson, tenía un amplio margen de mejora.Starting at €8.20
-
The Managerial Dilemma of E-Toll Route Implementation in South Africa
Ntoi, Hlompho; Thomas, Lawrence; Vilà, JoaquimCase SM-1643-EDecision Analysis, Innovation and Change, StrategyIn 2007, South African National Roads Agency Ltd (SANRAL) decided to introduce a radical and advanced urban tolling system called the Gauteng Freeway Improvement Project (GFIP). The project entailed the expansion of the province's single-direction three-lane highways to single-direction five-lane routes. Large toll gantries were to be built in order to process usage data as a means of billing users electronically via a strict user pay system. P...Starting at €8.20