HBSP (USA)
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Brand Differentiation through Customer Relationship Management (Spanish version)
Applegate, Lynda M.; Piccoli, Gabriele; Dev, Chekitan S.Case HBS-810S01StrategyThis case analyzes the Hilton Hotels Corporation's CRM strategy at a key juncture in its history, immediately after the firm has been taken private by Blackstone. The case provides students with a comprehensive history of the evolution and IT enablers of Hilton's CRM Initiative, as well as the proprietary OnQ enterprise system. The case thus offers a rare opportunity to engage in a longitudinal evaluation of the firm's CRM initiative, and to enab...Starting at €8.20
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Carnival Cruise Lines (Spanish version)
Applegate, Lynda M.; Kwortnik, Robert J.; Piccoli, GabrieleCase HBS-808S11StrategyHighlights the potential value of customer data and the choices and challenges the firm faces when attempting to capture this value. Carnival collects a significant amount of individual-level behavioral and demographic customer data. Senior management must now decide how to leverage such a wealth of data to improve firm performance through customer targeting and acquisition, customer retention, and customer profitability strategies.Starting at €8.20
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Canyon Ranch (Spanish version)
Applegate, Lynda M.; Piccoli, GabrieleCase HBS-811S15Strategy¿Cómo debe Canyon Ranch aprovechar su singularidad frente a la creciente competencia y una definición cliente arraigada de la empresa? La firma está tratando de crear una demanda de visitas de retorno y fomentar la adaptación y personalización de la experiencia Canyon Ranch.Starting at €8.20
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Hilton Hotels: Brand DIfferentiation through Customer Relationship Management, Teaching Note
Applegate, Lynda M.; Piccoli, Gabriele; Dev, Chekitan S.Teaching Note HBS-809030-EStrategyTeaching Note for [809029].Starting at €0.00