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IESE (España)
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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
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Con Roux Construction (B)
Miller, PaddyCase FH-498-ELeadership and People ManagementStarting at €5.74
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Gencor transformed: The keys era
Ferreira, Anton; Miller, PaddyCase DG-1247-ELeadership and People ManagementStarting at €8.20
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Bausch & Lomb India
Parés Canalias, Francisco; Renart, Lluís G.; Sahay S.Case M-962-EMarketingIn May 1990, Bausch & Lomb decided to launch a new subsidiary in India. A new plant was set up in Bhiwadi to manufacture soft contact lenses, eyecare, products, metallic frames for prescription glasses, and the leding premium sunglasses in the world: Ray-Ban. The launch took place between July and October, 1991. In June 1993, actual sales achievement is below forecast, and the managers of the Indian subsidiary are considering the opportunity to l...Starting at €8.20
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Hindustan Lever reinventa la rueda (C)
Ellison B.; Rodríguez Badal, Miguel ÁngelCase DG-1426StrategyEl caso C finaliza la serie proporcionando información sobre cómo Unilever se introdujo en los mercados BOP en Indonesia y Brasil, y amplía el tema más allá para responder a la pregunta: ¿Cómo puede beneficiarse Unilever de las lecciones aprendidas en HLL?¿Ha encontrado Hindustan Lever una nueva estrategia para ganar amplios mercados globales en su esfuerzo por satisfacer las necesidades cotidianas de la gente corriente en todo el mundo? ¿O simpl...Starting at €5.74
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Con Roux Construction (C)
Miller, PaddyCase FH-570-ELeadership and People ManagementThe case resumes the history of Con Roux Construction as covered in cases (A) and (B).Starting at €5.74
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Graphisoft
Pistrui J.; Roure, JuanCase P-932-EService and Operations ManagementGraphisoft is a Hungarian based technology company that develops, markets and supports advanced 3D computer aided design (CAD) software for the architecture, engineering and construction (AEC) industries. Their leading product -ArchiCAD®- is designed for the personal computer platform and represented 90% of the $19 million in company sales in 1996. ArchiCAD is sold in 80 countries and in 19 different languages. The case reviews the entrepreneuria...Starting at €8.20
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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
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A Foot In the Door: Hindustan Lever Breaks Into the Mass Market
Ellison B.; Moller D.; Rodríguez Badal, Miguel ÁngelCase DG-1390-EStrategyHindustan Lever (HLL), a subsidiary of Unilever and undisputed leader in the Fast Moving Consumer Products segment in India, is caught out by the success of a local firm, Nirma, in selling to the bottom of the social pyramid. Having ignored Nirma's activities for several years in the belief that Nirma was targeting a segment that HLL was not interested in, HLL decides to enter the market at the bottom of the social pyramid by developing a totally...Starting at €8.20
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Con Roux Limited - Company Culture - Teaching Note
Miller, Paddy; Dovey K.Teaching Note FHT-31-ELeadership and People Management(See case FH-615-E)Starting at €0.00