IESE (España)
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El Big Bank experimenta con la inteligencia artificial
Zamora, Javier; Virgili, Joaquim; Bandach, Natalia; Sastre Boquet, IsaacCase SI-203Business Ethics and Corporate Social Responsibility, Decision Analysis, Finance, Information Technologies, StrategyStarting at €8.20
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Indo dota a su red de ventas de una nueva tecnología móvil (A)
Almenar, E.; Comín, Marta; Sieber, SandraCase SI-168Information Technologies, Innovation and Change, Knowledge and CommunicationEn 2006, el fabricante óptico Indo se planteó dar un giro a la manera de trabajar del equipo de ventas de la división de gafas. La sustitución del material físico por información "on line" permitiría a sus comerciales trabajar con mayor agilidad y disponer de información siempre actualizada. Pero el nuevo sistema podía causar reticencias entre los clientes, acostumbrados a tocar el producto, y entre los mismos comerciales, reacios a cambiar un mo...Starting at €8.20
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Anglo-Bharat (AB): The Rubicon International Port Limited (RIPL) Dilemma
Barcelona, Ricardo G.; Mitchell, Jordan; Rahnema Alavi, AhmadCase F-841-EFinanceThe commercial finance director of Anglo-Bharat (AB), a major oil and gas company based in London, UK, needs to recommend whether to invest an additional $150 million to expand a port project in India. Thus far, $480 million has been invested in the port, RIPL (Rubicon International Port Limited). The port, RIPL, is attached to another $600 million LNG (liquefied natural gas) re-gasification plant. If the investment is not made, AB runs the risk ...Starting at €8.20
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Indo Gives its Sales Force New Mobility Technology (A)
Almenar, E.; Comín, Marta; Sieber, SandraCase SI-168-EInformation Technologies, Innovation and Change, Knowledge and CommunicationIn 2006, Indo, an optics manufacturer, decided to change the working method of its sales division for glasses. Physical material was replaced with online information that facilitated the work of the sales personnel and ensured they always had the most up-to-date information. But the new system was not completely accepted by clients, who were used to touching the product. Even some members of the sales staff were wary about changing an effective w...Starting at €8.20
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Indo Gives its Sales Force New Mobily Technology (B)
Almenar, E.; Comín, Marta; Sieber, SandraCase SI-169-EInformation Technologies, Innovation and Change, Knowledge and CommunicationAfter introducing a new sales system for glasses as a pilot program, Indo, an optical company, expanded the scope of its experiment to check the results. The case study describes how the sales personnel and clients accepted the change from a partially computerized system to one that was thoroughly computerized.Starting at €5.74
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Canal Satélite Digital (C)
Comín, Marta; Valor Sabatier, JosepCase M-1220-EMarketingIn November 2008 the satellite pay-TV station Digital Plus was still for sale. However various factors were lowering its value, among them the loss of subscribers, excessive debt and above all, the football war.Starting at €5.74
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The Apple ROKR: Fusing the Music and Wireless Industries
Comín, Marta; Valor Sabatier, Josep; Sieber, SandraCase SI-156-EInnovation and ChangeTelefónica Móviles, S.A. is deciding whether to subsidize the purchase of ROKR, a hybrid "telephone-iPod" which can be used as a normal phone, as well as for listening to music previously downloaded through a computer. The case describes the structure of the music industry and the revolution brought about by music exchange systems. It also provides material for the study of the effects of digitalization on the structure of the music sector.Starting at €8.20
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Canal Satélite Digital (B)
Comín, Marta; Nueno, José Luis; Valor Sabatier, JosepCase M-1206MarketingTras un periodo de cosniderables perdidas para ambas, en 1998 las dos plataformas de televísión digital de pago existentes en España pactaron su fusión, dado lugar a Digital +. En 2002 esta fusión se hacía realidad con algunas condiciones impuestas por el Estado. En los cinco años posteriores, el sector de la televisión de pago experimentó la entrada de nuevos competidores. En 2007, superadas las limitaciones estatales, el propietario de Digital ...Starting at €5.74
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Nuevas herramientas para atrapar al consumidor verde
Barcelona, Ricardo G.Article ART-1891MarketingHay quienes creen que una de las razones por las que el boom ecológico de los años noventa no alcanzó todo su potencial fue que no se entendió el significado de consumidor verde. En este artículo, el autor completa esta visión con un estudio de la actitud de ejecutivos de 26 países hacia las prácticas de sostenibilidad tanto en casa como en el trabajo. La investigación revela algunas diferencias sorprendentes con retratos anteriores de l...Starting at €8.20
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New Tools to Capture the Elusive Green Consumer
Barcelona, Ricardo G.Article ART-1891-EMarketingSome feel the reason that the green boom of the ¿90s failed to realize its full potential was partly due to a lack of understanding of what constituted the ¿green consumer¿ in the first place. In this article, the author fleshes out this fragmented picture, using the results of a study of executives from 26 countries to discern their attitudes toward sustainability practices, both at home and at work. The research reveals some surprising differen...Starting at €8.20