IESE (España)
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Hiperbaric: B2B 2.0 - Teaching Note
Foncillas, PabloTeaching Note MT-36-EInnovation and Change, Marketing, StrategyThis case touches on the problems faced by a company - a global leader with a presence all over the world - dedicated to selling machinery at high prices ($1 million average purchase) in a B2B environment. The case discusses how and why the company should develop its digital presence as opposed to increasing its commercial presence by hiring more salespeople to sell its products. Should the company look for new salespeople? Does it make sense for...Starting at €0.00
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SEUR: Digitalizing Express Shipping
Foncillas, Pablo; González, JorgeCase M-1309-EInformation Technologies, Marketing, StrategyThe heads of marketing at SEUR (Servicio Urgente de Transportes; "Urgent Shipping Service" in English) were ready to present in the meeting room the results of the first six months since the relaunch of the company's new website. They had recently opted for promoting a website with a clear transactional focus. The meeting had been called to examine some aspects of the new site's performance, such as how sales were evolving with respect to target...Starting at €8.20
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An Ethical Approach to Crisis Management
Schwartz, Mark S.; Cragg, Wesley; Hoffman, W. MichaelArticle ART-2272-EBusiness Ethics and Corporate Social ResponsibilityExecutives who ignore the ethical dimensions of crisis management expose themselves to serious risks that can lead to the collapse of their firms. The authors use the 2010 BP oil spill in the Gulf of Mexico as a cautionary example of what happens when a company fails to make decisions based on and directly connected to a set of core ethical values, such as trustworthiness, responsibility, caring, citizenship, respect and fairness. They outline ho...Starting at €8.20
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Hiperbaric: B2B 2.0
Foncillas, PabloCase M-1303Innovation and Change, Marketing, StrategyStarting at €8.20
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SEUR: digitalizando el transporte urgente
Foncillas, Pablo; González, JorgeCase M-1309Information Technologies, Marketing, StrategyLa dirección de marketing de SEUR (Servicio Urgente de Transportes) se disponía a presentar en la sala de reuniones los resultados de los primeros seis meses del relanzamiento de la nueva web de la compañía, que había apostado recientemente por plantear una web con claro enfoque transaccional. En ese encuentro se analizarían algunos aspectos del rendimiento de la nueva página, tales como la evolución en ventas frente a objetivos, el encaje del p...Starting at €8.20
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Utilícese en caso de crisis
Rerup, Claus; González Herrero, Alfonso; Pin Arboledas, José Ramón; Schwartz, Mark S.; Cragg, Wesley; Hoffman, W. MichaelDossier DOS-15Business Ethics and Corporate Social Responsibility, Leadership and People Management, Marketing, StrategyAunque planifiquemos, nadie está a salvo de las crisis. Hay que prepararse para gestionarlas antes, durante y después.Starting at €15.00
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Lifesaving Tools for Crisis Management
Rerup, Claus; González Herrero, Alfonso; Pin Arboledas, José Ramón; Schwartz, Mark S.; Cragg, Wesley; Hoffman, W. MichaelDossier DOS-15-EBusiness Ethics and Corporate Social Responsibility, Leadership and People Management, Marketing, StrategyWhen a crisis flares up, nobody is safe. This dossier will help you to manage crises better – before, during and after.Starting at €15.00
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Hiperbaric: B2B 2.0
Foncillas, PabloCase M-1303-EInnovation and Change, Marketing, StrategyThis case touches on the problems faced by a company, a global leader with a presence all over the world, dedicated to selling machinery at high prices ($1 million average purchase) in a B2B environment. The case discusses how and why the company should develop its digital presence as opposed to increasing its commercial presence by hiring more salespeople to sell its products. Should the company look for new salespeople? Does it make sense for i...Starting at €8.20
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Una aproximación ética a la gestión de crisis
Schwartz, Mark S.; Cragg, Wesley; Hoffman, W. MichaelArticle ART-2272Business Ethics and Corporate Social ResponsibilityLos ejecutivos que ignoran las dimensiones éticas de la gestión de crisis se exponen a graves riesgos que pueden llevar sus empresas a la ruina. Los autores analizan el vertido de crudo de BP en el golfo de México en 2010 para ilustrar lo que sucede cuando las decisiones de una compañía no se basan ni están directamente relacionadas con un conjunto de valores éticos esenciales, como la confiabilidad, la responsabilidad, la preocupación por el pró...Starting at €8.20