Ivey Business School (Canada)
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Air Traffic and Navigation Services SOC Limited: Talent Management
Albert Wöcke; Hayley PearsonCase IVEY-9B20M160-EStrategyIn October 2019, the interim chief executive officer of Air Traffic and Navigation Services SOC Limited (ATNS) in South Africa faced a dilemma regarding talent management. ATNS’s talent pipeline was unbalanced, and there was insufficient progression intoStarting at €8.20
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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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Anglo American Leadership Academy: Aligning Global Leadership Development to Strategy - Teaching Note
Amy Moore; Verity Hawarden; Hayley PearsonTeaching Note IVEY-8B21C013-ELeadership and People ManagementTeaching note for product 9B21C013.Starting at €0.00
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Anglo American Leadership Academy: Aligning Global Leadership Development to Strategy
Amy Moore; Verity Hawarden; Hayley PearsonCase IVEY-9B21C013-ELeadership and People ManagementIn 2019, the head of leadership development for Anglo American plc (Anglo American), a global mining conglomerate, was reviewing the two years she had been working with the human resources (HR) leadership team to establish the company’s international Leadership Academy. Her task was to determine leadership development solutions that supported Anglo American’s strategy and to recommend how to resource, identify, develop, and retain the diverse tal...Starting at €8.20
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Life Esidimeni: Life Esidimeni: A Fatally Flawed Health Care DeInstitutionalization Process - Teaching Note
Hayley Pearson; Natalie van der Veen; Lulama MakhubelaTeaching Note IVEY-8B20M098-EStrategyTeaching note for product 9B20M098.Starting at €0.00
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Life Esidimeni: A Fatally Flawed Health Care DeInstitutionalization Process
Hayley Pearson; Natalie van der Veen; Lulama MakhubelaCase IVEY-9B20M098-EStrategyIn 2015, the Department of Health for the province of Gauteng, South Africa, deinstitutionalized patients in need of long term health care in an effort to reduce costs. The residents were moved from an established health care facility experienced with proStarting at €8.20
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Air Traffic and Navigation Services SOC Limited: Talent Management - Teaching Note
Albert Wöcke; Hayley PearsonTeaching Note IVEY-8B20M160-EStrategyTeaching note for product 9B20M160.Starting at €0.00
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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