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Laurs & Bridz: Human Resource Policies for Sales Personnel - Teaching Note
Sandeep Puri; Bindu GuptaTeaching Note IVEY-8B18A006-EMarketingTeaching note for product 9B18A006.Starting at €0.00
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Maha Research Labs: Sales Force Effectiveness
Sandeep Puri; Rakesh Singh; Bindu Gupta; Shraddha PuriCase IVEY-W27721-EKnowledge and Communication, MarketingIn January 2022, Maha Research Labs Private Limited (MRL) needed to boost its sales force effectiveness (SFE). Due to the COVID-19 pandemic, MRL experienced losses in sales revenue and saw dwindling profits through 2020 and 2021. The pandemic had changed the sales ecosystem of the pharmaceutical industry, with many physicians and retailers now preferring online sales presentations. MRL’s managing director was concerned about the increased marketi...Starting at €8.20
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Do Social Deal Sites Really Work (HBR Case Study)
Bertini, Marco; Wathieu, Luc; Sigman, Betsy Page; Norton, Michael I.Article HBS-R1205X-EMarketingThe stream of customers who visit Flanagan Theme Parks has started to dwindle. The fictional Australian company must decide, with the help of consultant Allie James, whether to try to attract a whole new crop of customers using DailyDilly, a fast-growing social-coupon venture. Allie and Ruth Davison, Flanagan's marking director, take a lunchtime tour of the marketing landscape to answer a key question for any company that is considering such an i...Starting at €8.20
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What's the Deal with LivingSocial
Norton, Michael I.; Wathieu, Luc; Sigman, Betsy Page; Bertini, MarcoCase HBS-512065-EMarketingTim O'Shaughnessy, the 29-year-old CEO of LivingSocial, is growing a revolutionary worldwide business of "daily deals"-in which retailers offer a heavily-discounted product or service available for purchase for brief (often 24-hour) windows. The case explores the complicated sharing of risks and rewards between LivingSocial, participating retailers, and customers, focusing on the return on investment in both the short- and longer-term for LivingS...Starting at €8.20
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What's the Deal with LivingSocial? (Spanish version)
Norton, Michael I.; Wathieu, Luc; Sigman, Betsy Page; Bertini, MarcoCase HBS-519S22MarketingTim O'Shaughnessy, the 29-year-old CEO of LivingSocial, is growing a revolutionary worldwide business of "daily deals"-in which retailers offer a heavily-discounted product or service available for purchase for brief (often 24-hour) windows. The case explores the complicated sharing of risks and rewards between LivingSocial, participating retailers, and customers, focusing on the return on investment in both the short- and longer-term for LivingS...Starting at €8.20
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Sarva Pharmaceuticals in Cambodia: Fight or Fold - Teaching Note
Sandeep Puri; Rakesh Singh; Raj Agnihotri; Bindu GuptaTeaching Note IVEY-8B20A060-EMarketingTeaching note for product 9B20A060.Starting at €0.00
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Sarva Pharmaceuticals in Cambodia: Fight or Fold
Sandeep Puri; Rakesh Singh; Raj Agnihotri; Bindu GuptaCase IVEY-9B20A060-EEntrepreneurship, Marketing, StrategyIn January 2020, Jai Prakash Chaubey, the managing director of Sarva Pharmaceuticals Private Limited (Sarva), needed to decide whether or not to accept a proposal from Gursim Pharmaceutical Limited (Gursim) to market some of Sarva’s products in Cambodia. Sarva had been performing well; however, the company’s profitability in Cambodia was minimal. Should Chaubey accept Gursim’s offer? Or should he hire a new country head who could drive the sales ...Starting at €8.20
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Laurs & Bridz: Human Resource Policies for Sales Personnel
Sandeep Puri; Bindu GuptaCase IVEY-9B18A006-EEntrepreneurship, Marketing, StrategyIn 2017, the director of Laurs & Bridz Pharmaceuticals Private Limited (an Indian pharmaceutical manufacturer) was working to expand the company throughout India and increase sales revenue by 2020. However, the director recognized two obstacles: the lack of employees and the absence of a dedicated human resources department. The company needed to create human resources systems and processes to manage a sales force. The director needed to quickly ...Starting at €8.20
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Do Social Deal Sites Really Work? (HBR Case Study and Commentary)
Bertini, Marco; Wathieu, Luc; Sigman, Betsy Page; Norton, Michael I.Article HBS-R1205L-EMarketingThe stream of customers who visit Flanagan Theme Parks has started to dwindle. The fictional Australian company must decide, with the help of consultant Allie James, whether to try to attract a whole new crop of customers using DailyDilly, a fast-growing social-coupon venture. Allie and Ruth Davison, Flanagan's marking director, take a lunchtime tour of the marketing landscape to answer a key question for any company that is considering such an i...Starting at €8.20
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Do Social Deal Sites Really Work (Commentary for HBR Case Study)
Bertini, Marco; Wathieu, Luc; Sigman, Betsy Page; Norton, Michael I.Article HBS-R1205Z-EMarketingThe stream of customers who visit Flanagan Theme Parks has started to dwindle. The fictional Australian company must decide, with the help of consultant Allie James, whether to try to attract a whole new crop of customers using DailyDilly, a fast-growing social-coupon venture. Allie and Ruth Davison, Flanagan's marking director, take a lunchtime tour of the marketing landscape to answer a key question for any company that is considering such an i...Starting at €8.20