IESE (España)
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Think You Have Power? Check Your Perceptions
Brion, SebastienArticle ART-2453-EDecision Analysis, Leadership and People ManagementThough talk of power makes some people uncomfortable, there's no doubt that it is vitally important in organizational contexts to influence others, perform your job and attain goals. Drawing upon extensive research from the field of organizational behavior and psychology, the author identifies six steps to gain power -- meaning control over some valued resource upon which others depend -- and then use that power for good, or for "pro-social ends....Starting at €8.20
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UX: Creating the Best User Experience
Ferrándiz, Luis; Villanueva, Julian; Balmaseda, CarmenTechnical Note MN-401-EInformation Technologies, MarketingUser Experience is the interaction process between a user and a brand's website or application, which leads to a sense or impression of it. This process includes both discovering and all the phases of getting to know the brand, interacting with the digital plane, the issues that arise during the purchase stage, and the perception created.Starting at €8.20
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Barman: The Amazon Opportunity
Javier Pijoan; Villanueva, Julian; Balmaseda, CarmenCase M-1383-EInnovation and Change, Marketing, StrategyBarman was one of the four leading players in the spirits industry. Due to the pressure of sales and objectives, the commercial directors of some countries, such as the Netherlands, Belgium, or Germany, had decided to establish business relationships with the prominent e-commerce clients, among others, Amazon. The result was a boost in sales in the last two years. Spain, however, had not entered Amazon until then. In the last business review with...Starting at €8.20
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Power and Influence in the Virtual Business World
Altaras, Jordan; Brion, SebastienTechnical Note DPON-350-ELeadership and People ManagementThis technical note provides novel ideas and best practices for developing power in the virtual business world. Building upon the framework of the Power and Influence course, we provide insights for fostering virtual power by way of three lenses: personal, positional and relational. We will highlight learnings provided by both IESE alumni and current research on these three sources of power.Starting at €8.20
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Primark: nubes en el horizonte?
Villanueva Galobart, Julián; Nueno, José Luis; Balmaseda, CarmenCase M-1386Entrepreneurship, Innovation and Change, MarketingCon unas ventas globales de aproximadamente $1,750 mil millones en 2018, la distribución de moda era uno de los sectores más grandes a nivel mundial. En la década de los 80, una nueva estrategia de fabricación llamada "respuesta rápida" (Quick Response, QR) revolucionó el sector; esta estrategia reducía el plazo de entrega de los pedidos y fue evolucionando hasta convertirse en el modelo de negocio de "moda rápida" (Fast Fashion, FF). Sin embargo...Starting at €8.20
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Cómo funciona la mente del directivo
de Santiago, Rafael; Iyengar, Sheena; Brion, SebastienDossier DOS-19Decision Analysis, Leadership and People Management, MarketingCada día nos vemos obligados a tomar múltiples decisiones. Conocer los mecanismos de nuestra mente nos ayudará a dar en el blanco.Starting at €15.00
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Positional Power: Diagnosing and Developing Positional Power
Brion, Sebastien; Salcedo, KatrinaTechnical Note DPON-357-ELeadership and People Management, StrategyPower, broadly defined as the ability to get things done, rests on three fundamental pillars: personal, relational, and positional power. Building all three sources of power is critical to achieving your objectives. This technical note focuses on positional power, which we define as the control over resources. Resources, in turn, are anything that you control within the organization that satisfy peoples' needs, including formal elements such as t...Starting at €8.20
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Introduction to Martech
Ferrándiz, Luis; Villanueva, Julian; Sánchez, Alberto; Balmaseda, CarmenTechnical Note MN-409-EInformation TechnologiesMartech, also known as marketing technology, is a term used to refer to the set of software tools and other tech assets which organizations use to optimize the planning, implementation, and measurement of marketing campaigns and/or to efficiently manage their customers. This concept emerged from the shift in consumer behavior in the new digital age. Millennials and Gen-Z are hyperconnected consumers with an increasing purchasing power who shop in...Starting at €8.20
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Alice Edwards: Losing Control (B)
Porter, Charlie; Brion, SebastienCase DPO-728-ELeadership and People ManagementThe case describes the events surrounding a experience of sexual harassment by a bank employee. After experiencing harassment in the workplace, the protagonist must decide whether to file a formal complaint or leave the bank.Starting at €5.74
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Barman: la oportunidad de Amazon
Javier Pijoan; Villanueva, Julian; Balmaseda, CarmenCase M-1383Innovation and Change, Marketing, StrategyBarman era una de las cuatro empresas líderes del sector de las bebidas espirituosas. Debido a la presión de las ventas y los objetivos, los directores comerciales de Países Bajos, Bélgica y Alemania habían decidido establecer relaciones con los grandes clientes del canal de comercio electrónico, entre ellos Amazon. El resultado fue un aumento de las ventas en los dos años anteriores. España, sin embargo, no había entrado en acuerdos con Amazon h...Starting at €8.20