Ivey Business School (Canada)
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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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Harley-Davidson Inc.: Dividend Discount Valuation - Teaching Note
Craig Dunbar; Felipe RestrepoTeaching Note IVEY-8B20N012-EFinanceTeaching note for product 9B20N012.Starting at €0.00
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NorthCentral Bank: Navigating the Challenges of Fintechs, Neobanks, and Cryptocurrencies
Hubert Pun; Felipe Restrepo; Dollar LuoCase IVEY-W33866-EFinance, Information TechnologiesJonathan Gray, the head of Digital Assets at NorthCentral Bank, was tasked with deciding how the bank should approach the growing demand for cryptocurrency (crypto) investment products and services. As the fintech industry continued to grow rapidly and younger digital consumers expressed a desire for crypto-friendly products, the bank had to decide how to proceed. Gray considered three options: maintaining the status quo and not offering crypto p...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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Harley-Davidson Inc.: Dividend Discount Valuation
Craig Dunbar; Felipe RestrepoCase IVEY-9B20N012-EFinance, StrategyIn late July 2018, a buy-side analyst at Dimensional Wealth Group (DWG), a privately owned investment management firm, needed to decide whether DWG should increase, decrease, or not change its position in Harley-Davidson Inc. (Harley-Davidson) stock. DWG had been bullish on its Harley-Davidson stock, leading DWG to increase its position in Harley-Davidson substantially over time. However, Harley-Davidson was currently facing several challenges, w...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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NorthCentral Bank: Navigating the Challenges of Fintechs, Neobanks, and Cryptocurrencies - Teaching Note
Hubert Pun; Felipe Restrepo; Dollar LuoTeaching Note IVEY-W33867-EFinance, Information TechnologiesTeaching note for product W33866.Starting at €0.00
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Maha Research Labs: Sales Force Effectiveness - Teaching Note
Sandeep Puri; Rakesh Singh; Bindu Gupta; Shraddha PuriTeaching Note IVEY-W27722-EKnowledge and Communication, MarketingTeaching note for product W27721.Starting at €0.00