Ivey Business School (Canada)
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Negotiating for Success in Asia: Adapting to a Multipolar World
Stephen Grainger; Per HintzeCase IVEY-9B19M015-EEntrepreneurship, StrategyAn executive at a North American-based multinational company contacted an old friend and former business associate in Indonesia in hopes of collaborating with him to purchase Asian software companies. After several emails, the two disagreed and disengaged. The North American declined the Indonesian’s advice to invest time in developing the relationships required to access this market. Three months later, after realizing he had closed the door on ...Starting at €8.20
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Negotiating for Success in Asia: Adapting to a Multipolar World - Teaching Note
Stephen Grainger; Per HintzeTeaching Note IVEY-8B19M015-EStrategyTeaching note for product 9B19M015.Starting at €0.00
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Dulux TileShield: Relaunching a Brand
Kirti Sharma; Puneet SapraCase IVEY-9B17A008-EMarketing, StrategyIn 2012, the marketing department at AkzoNobel India Ltd., a major paints company, faced a key decision concerning the possible relaunch of TileShield, a premium roof tile paint in the company’s exterior paints division. Since its inception, TileShield had led the market, especially in the southern part of India, but despite growth in the demand for roof tile paints, TileShield sales had stagnated in 2011–12. Faced with falling sales and intense ...Starting at €8.20
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Housing.com: Marketing a Service Offering
Astha S. Gupta; Kirti SharmaCase IVEY-9B16A011-EEntrepreneurship, MarketingHousing.com was a Mumbai-based online real estate listing company that verified the authenticity of every property listing on its website. Despite proving itself as a threat to big players in India’s online property portal space, it was struggling in late 2014 to establish itself as a preferred option among brokers. Conflicts of interest between sellers (i.e., brokers, builders, developers, and landowners who listed property online) and buyers (i...Starting at €8.20
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Bimbra 4x4: The Growth Dilemma
Sunil George Mathew; Kirti SharmaCase IVEY-9B16A007-EMarketing, StrategyBimbra 4x4 was established in 2010 as an after-market customization service providing aesthetic and functional modifications for off-road vehicles. The platform of choice was a utility vehicle called the Mahindra Thar, popular for its bare-bones design that allowed for a wide range of modifications. Bimbra 4x4 adopted a buffet-like approach to its business, where customers were able to pick and choose options to completely customize their vehicle...Starting at €8.20
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Air France: The Load Factor Puzzle in Business Class
Ratan Kumar; Kirti Sharma; Shiv S. TripathiCase IVEY-9B19A032-EMarketing, StrategyIn late 2016, the marketing head at Air France India needed a strategy to acquire additional business-class customers. Although Air France India had been performing well in the economy-class segment, revenues in the business-class segment remained a challStarting at €8.20
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Housing.com: Marketing a Service Offering - Teaching Note
Astha S. Gupta; Kirti SharmaTeaching Note IVEY-8B16A011-EMarketingTeaching note for product 9B16A011.Starting at €0.00
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ObiSoft: Negotiating in China
Stephen Grainger; Per HintzeCase IVEY-9B19M106-EEntrepreneurship, StrategyIn 2015, a Shanghai businessman contacted the director of ObiSoft, an American software company, to request becoming the company’s partner in China. Over the next two years, they proceeded to develop the partnership and grow ObiSoft's business in China. TStarting at €8.20
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ObiSoft: Negotiating in China - Teaching Note
Stephen Grainger; Per HintzeTeaching Note IVEY-8B19M106-EStrategyTeaching note for product 9B19M106.Starting at €0.00
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Air France: The Load Factor Puzzle in Business Class - Teaching Note
Kirti Sharma; Shiv S. Tripathi; Ratan KumarTeaching Note IVEY-8B19A032-EMarketingTeaching note for product 9B19A032.Starting at €0.00