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Transforming Strategy One Customer at a Time (Spanish version)
Harrington, Richard J.; Tjan, Anthony K.Article HBS-R0803DStrategyA decade ago, the Thomson Corporation, like most B2B companies, had a much better understanding of the people who purchased its newspapers, journals, and textbooks for their organizations than of the people who actually used them in their daily jobs. Facing an internet shakeup of its market, Thomson realized it needed to bridge that critical knowledge gap. The company began systematically scrutinizing its end users--in much the same way that Proc...Starting at €8.20
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Residencial Los Andes, Teaching Plan
Retsinas, Nicolas P.; Strope, LisaTeaching Note HBS-215056-EFinanceIn 2011, Mauricio Levitin and Josef Preschel, Managing Directors of Peninsula Investments Group (Peninsula) are deciding weather or not to recapitalize an equity investment in Residencial Los Andes, a residential development project in Santiago, Chile, or exit and take a substantial loss. The project has not meet its sales goals and the bank is pressuring the investors to liquidate the construction loan. Early on, Peninsula had identified Chile a...Starting at €0.00