IESE (España)
-
Santander-Serfín: Revitalizing the Payment Systems Business
Díez J.; Villanueva, Julian; Nueno, José LuisCase M-1190-EMarketingIn 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
-
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
-
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
-
The Windham Family (A): Family Tradition
Batt, Robert; Liechtenstein, HeinrichCase F-897-EBusiness Ethics and Corporate Social Responsibility, Entrepreneurship, Leadership and People ManagementFrom these cases you will learn that parents' actions (expectations, responsibilities, excessive demand) can lead to negative effects: for example, the creation of a dysfunctional next generation. A sensible governance structure for family wealth is necessary, but it is even more important to foster emotional health (vs. financial health) and self-worth (vs. net worth) among all family members, especially in-laws. The cases also deal with family ...Starting at €8.20
-
The Windham Family (B)
Batt, Robert; Liechtenstein, HeinrichCase F-898-EBusiness Ethics and Corporate Social Responsibility, Entrepreneurship, Leadership and People ManagementFrom these cases you will learn that parents' actions (expectations, responsibilities, excessive demand) can lead to negative effects: for example, the creation of a dysfunctional next generation. A sensible governance structure for family wealth is necessary, but it is even more important to foster emotional health (vs. financial health) and self-worth (vs. net worth) among all family members, especially in-laws. The cases also deal with family ...Starting at €5.74
-
The Montague Family (B)
Batt, Robert; Liechtenstein, HeinrichCase F-877-EEntrepreneurship, Innovation and Change, Leadership and People ManagementSerena was woken up by her father's return from his morning jog. She looks younger than her age and, at 1.68 m tall, suffers from anorexia nervosa, with a threshold of 48 kg. She often feels heavy and ugly, doesn't want to eat, and walks to her internship at Vogue to burn calories. When his parents are away, David is likely to sleep until after midday. On this particular day, his afternoon is spent recovering from a hangover, going over his hazy ...Starting at €5.74
-
The Montague Family (A)
Batt, Robert; Liechtenstein, HeinrichCase F-876-EEntrepreneurship, Innovation and Change, Leadership and People ManagementThe Montague family lives in a former aristocratic and fully-restored luxury residence with an indoor pool, gym and staff quarters on London's most exclusive street. They have a low-key approach to wealth - no fast cars or private jets - though they've built up a fine collection of 20th century paintings and sculpture through their charitable foundation. The Montagues have tried to instill in their children a thoughtful and humble ethos about the...Starting at €8.20
-
Santander-Serfín: revitalizando el negocio de medios de pago
Díez J.; Villanueva, Julian; Nueno, José LuisCase M-1190MarketingEn junio de 2001, Ramón Tellaeche, director general de mercadotecnia y productos del Banco Santander Serfín en México, se planteaba la estrategia comercial que la división de medios de pago debía seguir en los próximos meses para lograr unos ambiciosos objetivos comerciales. Marcial Portela, director general de la división América del Grupo Santander había marcado el objetivo de duplicar la cuota de mercado de tarjetas de crédito en el plazo de u...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