IESE (España)
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Barcelona Air Control Center (ACC)
Grasas, Alex; Ribera, JaumeCase P-1052-EService and Operations ManagementThe case describes air traffic management, taking the Barcelona Air Control Centre as an example. The air traffic controller plays a crucial role in air traffic management. The case also describes this role and details the air traffic controller's functions and responsibilities.Starting at €8.20
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IZAR
Grasas, Alex; Ribera, JaumeCase P-1056Service and Operations ManagementEl caso describe el desarrollo de un proyecto de construcción de una plataforma de producción y perforación de petróleo flotante (FPSO) en el astillero de Fene, una de las unidades de negocio de la empresa española de construcción naval y militar Izar. Este proyecto supone una novedad para la empresa, ya que se utilizó por primera vez el método de cadena crítica, una aplicación de la teoría de las limitaciones de Goldratt a la gestión de proyecto...Starting at €8.20
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Eye Care (C): Alejandro Lanzagora's Performance Assessment
Cebrecos, Enrique; Stein, GuidoCase DPO-166-ELeadership and People Management, MarketingIn February 2009 Alejandro Lanzagorta, a Business Manager at Eye Care, meets with the director of his business unit, Tiago de Vasconcelos, to discuss his annual performance assessment. In quantitative terms, Alejandro's sales results are better than expected, in fact, the best in the company. Opinions differ, however, over cost management, where Alejandro believes he has also exceeded expectations. The disagreement intensifies when the discussion...Starting at €5.74
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Eye Care (E): A Second Assesment
Cebrecos, Enrique; Stein, GuidoCase DPO-205-ELeadership and People ManagementIn February, as usual, Alejandro had his 2009 Global Perfomance and Development meeting with his superior, Tiago de Vasconcelos. His results had been very good: sales growth was 12.5%, reaching 100.3% of budgeted sales, above 98.1% of the business unit. In the new refractive line he had achieved 98%, compared to the average of 87%. Alejandro declared that communication had improved significantly, but even so he was nervous about his meetings with...Starting at €5.74
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Yolanda Cruz in Health and Beauty (B)
Stein, Guido; Cebrecos, EnriqueCase DPO-300-ELeadership and People ManagementIn early 2012, Yolanda was appointed head of sales for the area of Catalonia, the second in size. It was a year marked by widespread fall in consumption; however, she exceeded the budget of 6,487,000 euros by 2%. She was also able to unite a team with three newcomers, whose hiring she had not had a say in, and about whom she had expressed personal reticence to her superior, Mónica Roig - she complained her preferences had not been taken into acc...Starting at €5.74
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Barcelona Air Control Center (ACC) (Portuguese Version, Brazil)
Grasas, Alex; Ribera, JaumeCase P-1052-PBService and Operations ManagementThe case describes air traffic management, taking the Barcelona Air Control Centre as an example. The air traffic controller plays a crucial role in air traffic management. The case also describes this role and details the air traffic controller's functions and responsibilities.Starting at €8.20
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Yolanda Cruz en Health & Beauty (A)
Stein, Guido; Cebrecos, EnriqueCase DPO-273Leadership and People ManagementJuan Carlos Rubio, who had extensive experience in managing sales teams, especially in the areas of conflict resolution, motivation and team leadership, had accepted Carmen Sotomayor's proposal to coach Yolanda over the next six months to help her develop her management skills and to assess whether she was suitable for the position. The following day, Montse Pla, head of potential assessment and talent development at H&B's Human Resources Departm...Starting at €8.20
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Yolanda Cruz en Health and Beauty (B)
Stein, Guido; Cebrecos, EnriqueCase DPO-300Leadership and People ManagementA principios de 2012, Yolanda fue nombrada jefa de Ventas de la Zona de Cataluña, la segunda en tamaño. Fue un año marcado por la caída generalizada del consumo; sin embargo, superó el presupuesto de 6.487.000 euros en un 2%; también supo cohesionar un equipo en el que se habían producido tres nuevas incorporaciones ajenas a su decisión, y acerca de las que, ante su superior, Mónica Roig, había mostrado reticencias personales: según ella, no se h...Starting at €5.74
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Eye Care (D): A Call from a Headhunter
Cebrecos, Enrique; Stein, GuidoCase DPO-170-ELeadership and People ManagementIn early April, Alejandro receives a phone call from Jorge Spivak, a headhunter specializing in the health care industry, who inquires about his professional situation and possible interest in a search he's doing. Alejandro asks about the possibilities of promotion and career development in the short term. Although he tries not to show it, this is more important for him than even salary issues.Starting at €5.74
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Health Care versus LensOptic: Información para el Key Account de LensOptic
Cebrecos, Enrique; Stein, GuidoExercise EE-2Entrepreneurship, Innovation and Change, Leadership and People ManagementAcaba de recibir una llamada del Jefe de compras de HC para sentarse a negociar y resolver la situación mañana mismo. Tenga en cuenta que sus objetivos como key account para el año 2010, por orden de prioridad, son los siguientes: 1. Defender las ventas de la lente Optex Avanced IQ 2. Incrementar la facturación HC 3. El precio de la lente Optex Avanced IQ, en ningún caso puede ser inferior a 108 euros.Starting at €8.20