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HBSP (USA)
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La curva de aprendizaje de ventas
Leslie, Mark; Holloway, ChuckArticle HBS-R0607JMarketingEste artículo incluye una vista previa de una página que resume rápidamente las ideas clave y proporciona una visión general de cómo los conceptos funcionan en la práctica, junto con sugerencias para la lectura adicional. Cuando una empresa lanza un nuevo producto en un nuevo mercado, la tentación es incrementar la capacidad de fuerza de ventas de inmediato para ganar clientes lo más rápido posible. Pero la contratación de una fuerza de ventas pa...Starting at €6.75
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Kirkham Instruments Corporation: Perfeccionamiento del proceso de desarrollo de productos
Christensen, Clayton M.Case HBS-602S12Service and Operations ManagementDescribe los esfuerzos de un fabricante de instrumentos científicos para implementar nuevos métodos de gestión de desarrollo de nuevos productos, que sus ejecutivos habían aprendido en un seminario de Harvard Business School. Los ejecutivos dejaron el seminario contentos de poner en práctica una nueva forma de trabajar, pero, a través de una serie de pasos lógicos, aparentemente, recibió poca cabo.Starting at €6.75
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Anne Mulcahy: Leading Xerox Through the Perfect Storm (B)
George, William W.; McLean, Andrew N.supplement HBS-405065-ELeadership and People ManagementSupplements the (A) case.Starting at €6.75
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Bloque 16: Perspectiva Del Gobierno Ecuatoriano
Salter, Malcolm S.; Hall, Susan E.A.Case HBS-302S12Suplementos Bloque 16: Estrategia de aceite verde de Conoco (A). Proporciona el punto de vista del gobierno sobre la estrategia ecuatoriana de Conoco. Diseñado para ser distribuidos a los estudiantes que van a jugar el papel de los funcionarios del gobierno ecuatoriano.Starting at €6.75
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Bloque 16: La Estrategia Petrolífera “Ecologista” De Conoco (D) (Spanish Version)
Salter, Malcolm S.; Hall, Susan E.A.Case HBS-302S11Presenta una continuación de la (A), (B), y los casos (C).Starting at €6.75
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Eureka Myth
Evans, HaroldArticle HBS-F0506A-EEntrepreneurshipIn business lore, the eureka moment overshadows the more important matter of how an invention reaches the marketplace, says author Sir Harold Evans.Starting at €6.75
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Overcoming Incumbent Challenges: How to Knock Down Organizational Barriers to Pursue New Directions
Johnson, Mark W.Book Chapter HBS-5778BC-ELeadership and People ManagementCompanies innovate all the time: products, marketing efforts, efficiency. But rarely do incumbent companies make the leap to reinvent their existing business model or create new ones in response to opportunities in the white space-the range of potential activities outside a company's core and beyond its adjacencies. The prevailing business model is essential for managing and executing operations and innovation efforts focused on growing the core ...Starting at €6.75
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The White Space Beyond: Creating New Markets
Johnson, Mark W.Book Chapter HBS-5770BC-ELeadership and People ManagementLarge groups of potential customers are shut out of a market because existing offerings are too expensive or complicated for them, or they lack access. That's a white space to be filled. Does your company have the resources to take advantage of this opportunity? In this chapter, Mark W. Johnson, chairman of Innosight and a strategic innovation thought leader, shows how business model innovation provides you with a powerful process to unlock excit...Starting at €6.75
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Sunkist Growers, Inc.
Greyser, Stephen A.; Quelch, John A.Case HBS-577051-EMarketingA new media strategy for lemon advertising involving the concentration of the entire budget in a single-print vehicle, is under consideration.Starting at €6.75
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The Four-Box Business Model Framework: Radical Change as a Manageable Process
Johnson, Mark W.Book Chapter HBS-5768BC-ELeadership and People ManagementThe main reason most companies fail at new business creation is that they shy away from seizing the white space-making moves that don't immediately make sense within the context of their current operations. Is there any way to make these ostensibly risky moves into a manageable process to reduce the uncertainty of venturing into the unknown? In this chapter, Mark W. Johnson, cofounder of Innosight and thought leader in company transformation, out...Starting at €6.75
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