IESE (España)
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Vicarsa (B): Arreglando un error en la venta
Torres, Óscar; Palencia, LuisCase ASN-37Service and Operations ManagementLa parte (B) de este caso suministra información no conocida durante la parte (A) e invita por ello a reflexionar sobre la cautela con la que hay que establecer soluciones en situaciones con información incompleta.Starting at €5.74
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Vicarsa (B): What Went Wrong with the Sale
Torres, Óscar; Palencia, LuisCase ASN-37-EService and Operations ManagementPart (B) of this case provides information not previously available in Part (A), leading to a chance to reflect on the caution necessary in solving problems with incomplete information.Starting at €5.74
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Where does the Balance Lie (C): New Insight
Alumno; Ribera, AlbertoCase DPO-180-EBusiness Ethics and Corporate Social Responsibility, Leadership and People ManagementThis case illustrates the internal process of self-discovery that led to solving the dilemma described in parts (A) and (B). A manager who works for a family business in London and lives in Paris receives a job offer to go back to the company he used to work for in Paris. Accepting this offer would mean being closer to his wife and children. On the other hand it would imply a lower salary, less responsibility and status and less visibility.Starting at €5.74
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Where does the Balance Lie (B)
Alumno; Ribera, AlbertoCase DPO-179-EBusiness Ethics and Corporate Social Responsibility, Leadership and People ManagementThis case illustrates the decision taken in the face of the dilemma described in part (A). A manager who works for a family business in London and lives in Paris receives a job offer to go back to the company he used to work for in Paris. Accepting this offer would mean being closer to his wife and children. On the other hand it would imply a lower salary, less responsibility and status and less visibility.Starting at €5.74
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Vicarsa (A): What Went Wrong with the Sale
Torres, Óscar; Palencia, LuisCase ASN-36-EService and Operations ManagementA sales representative sees what could have been an important contract running the risk of being cancelled due to the rush to try to close a related sale. The analysis of the sales process and the identification of the mistakes made provide the basis for proposing a solution. The information available is limited, and this should be taken into account during the discussion.Starting at €8.20
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Vicarsa (A): Arreglando un error en la venta
Torres, Óscar; Palencia, LuisCase ASN-36Service and Operations ManagementUn agente de ventas ve cómo lo que podía haber sido un importante contrato corre peligro de cancelarse debido a la precipitación en intentar cerrar una venta relacionada. El análisis del proceso de la venta y la identificación de los errores es la base para proponer soluciones. La información con la que se cuenta es limitada, y eso debe tenerse en cuenta en la discusión.Starting at €8.20
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Where does the Balance Lie (A)
Alumno; Ribera, AlbertoCase DPO-178-EBusiness Ethics and Corporate Social Responsibility, Leadership and People ManagementA manager who works for a family business in London and lives in Paris receives a job offer to go back to the company he used to work for in Paris. Accepting this offer would mean being closer to his wife and children. On the other hand it would imply a lower salary, less responsibility and status and less visibility.Starting at €8.20