IESE (España)
-
Casa en venta: el vendedor
Stein, Guido; Bergareche Sans, BorjaCase NEG-42Innovation and Change, Leadership and People ManagementEstás casado, tienes tres hijos y tu mujer está embarazada de siete meses. Vivís en un cómodo piso de tres dormitorios. La familia de tu mujer vive fuera de la ciudad, pero os visita a menudo. Cuando lo hacen, el piso se os queda pequeño. Por motivos evidentes, para mejorar tu situación familiar, tenéis previsto cambiar de vivienda y la casa nueva que comprasteis hace dos años, que está en construcción, pronto estará lista para entrar a vivir; si...Starting at €8.20
-
Content Marketing: What It Is and How to Do It Well
Gallo, Iñigo; Segarra, Javi; Jiang Wang, ÁngelaTechnical Note MN-407-EMarketingContent marketing has garnered a lot of attention in a very short period of time. More and more B2C and B2B companies are jumping into content marketing and claiming it works for them. However, this also means there is a content overload: it is increasingly harder for any given company to be noticed and generate impact. In this technical note, the authors provide insights on why content marketing is so attractive for marketers, and how your compa...Starting at €8.20
-
INSITE: la simplificación del big data
Sendagorta, Paloma; Gallo, Iñigo; Jiang Wang, ÁngelaCase M-1384MarketingInsite es un programa de software de inteligencia comercial orientada al cliente desarrollado por una empresa de consultoría europea. La división de la península ibérica obtuvo malos resultados en 2020. Al director le preocupa especialmente el número de demos que se ofrecen a los clientes potenciales: las demos concedidas por el equipo de ventas han aumentado, mientras que las ventas han disminuido. La dirección debe replantearse el proceso de co...Starting at €8.20
-
Casa en venta: el comprador
Stein, Guido; Bergareche Sans, BorjaCase NEG-43Innovation and Change, Leadership and People ManagementEstás casado y tienes dos hijos adolescentes; vivís en un piso de dos dormitorios. Has vivido en el norte de Horsley toda la vida, pero tras el reciente desarrollo de la zona este tienes muchas ganas de trasladarte allí. Por desgracia, en esa zona se han puesto a la venta muy pocos pisos. Hace dos años intentaste comprar un piso allí, pero otro comprador hizo una oferta mejor y, desde entonces, no se ha puesto a la venta ninguno más. Tu madre fal...Starting at €8.20
-
INSITE: Simplified Big Data
Sendagorta, Paloma; Gallo, Iñigo; Jiang Wang, ÁngelaCase M-1384-EMarketingInsite is a customer business intelligence software developed by a European consulting company. The Iberia branch has had poor results during 2020. Of particular concern to the manager is the number of demos that are offered to potential clients: demos granted by the sales team have increased, while sales have decreased. Management has to review the process for granting demos. In particular, the case presents three such decisions: clients who are...Starting at €8.20
-
Content Marketing: What It Is and How to Do It Well (Chinese Version)
Gallo, Iñigo; Segarra, Javi; Jiang Wang, ÁngelaTechnical Note MN-407-ZHMarketingContent marketing has garnered a lot of attention in a very short period of time. More and more B2C and B2B companies are jumping into content marketing and claiming it works for them. However, this also means there is a content overload: it is increasingly harder for any given company to be noticed and generate impact. In this technical note, the authors provide insights on why content marketing is so attractive for marketers, and how your compa...Starting at €8.20
-
Cómo negociar para vender un piso
Bergareche Sans, Borja; Stein, GuidoCase NEG-44Leadership and People ManagementCaso descriptivo. Para ponernos en contexto, en el mes de abril del 2021 compramos una casa nueva que todavía estaba en construcción con el fin de mejorar nuestra situación familiar. En el momento de la compra teníamos tres hijos. Dado que la casa estaba en construcción, solo tuvimos que pagar el precio de la reserva y el 5% del valor total de la casa. Como el período de construcción era de dos años, no tendríamos que mudarnos hasta abril del 202...Starting at €8.20
-
How to Negotiate to Sell an Apartment
Bergareche Sans, Borja; Stein, GuidoCase NEG-44-ELeadership and People ManagementDescriptive case. Contextually, in April 2021, we bought a new house that was still under construction in an effort to improve our family situation. At the time of purchase, we had three children. Because the house was under construction, we only had to pay for a reservation ticket and 5% of the total value of the house. Since the construction period was two years, we did not need to move until April 2023, which meant that we bought the house bef...Starting at €8.20
-
House for Sale: The Seller
Stein, Guido; Bergareche Sans, BorjaCase NEG-42-EInnovation and Change, Leadership and People ManagementYou are married with three children, your wife is seven months pregnant, and you live in a commodious three-bedroom apartment. Your wife's family lives outside town but often visits you. When this happens, the apartment is overcrowded. For obvious reasons, to improve your family situation, you plan to move out of your current apartment, and the new house that you purchased two years ago, which is under construction, will soon be ready for occupat...Starting at €8.20
-
House for Sale: The Buyer
Stein, Guido; Bergareche Sans, BorjaCase NEG-43-EInnovation and Change, Leadership and People ManagementYou are married with two teenage children and living in a two-bedroom apartment. You have lived in the north of Horsley all your life, but following the recent development of the eastern area, you are eager to move there. Unfortunately, very few apartments have come up for sale in that area. Two years ago, you tried to buy an apartment there but were outbid, and since then, no others have been listed for sale. Recently your mother passed away and...Starting at €8.20