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Gestión del crédito a clientes: perspectiva de negocio y jurídica
Segarra, José Antonio; Sbert, HéctorTechnical Note JN-31Finance, Service and Operations ManagementEl decalaje o desajuste entre las operaciones ordinarias de negocio y su ciclo financiero da lugar a la aparición de circulantes. Los circulantes suponen siempre la afloración de costes financieros explícitos o de oportunidad y riesgos de que esas operaciones de negocio no acaben en su destino final, que no es otro que la caja. La nota aborda la gestión de los riesgos de crédito a clientes desde la perspectiva de negocio, aportando políticas prev...Starting at €8.20
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Kaizen in Translation: Suggestion Systems Across Cultures
Weiss, Elliott N.; Stevenson, DonaldTechnical Note DARDEN-OM-1544-EService and Operations ManagementThough the world has recently been described as "flat," we contend that it is also "lumpy." Some managerial practices may be universal (i.e., applicable across all cultures), while others may have to be customized for location. In this technical note, we discuss the application of kaizen principles across cultures. When managers analyze kaizen with cultural values in mind, they may find the key to its practical success, and where relevant values ...Starting at €8.20
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Lean as a Universal Model of Excellence: It Is Not Just a Manufacturing Tool!
Weiss, Elliott N.; Stevenson, Donald; English, AustinTechnical Note DARDEN-OM-1562-EService and Operations ManagementThis is a technical note that describes the history of Lean and explains why it is not just a manufacturing tool. It is used in Darden’s "Management of Service Operations" course elective.Starting at €8.20
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Defining Problems and Opportunities in New Product Development (Part 1)
Hutchison-Krupat, Jeremy; Chao, Raul O.; Stevenson, DonaldTechnical Note DARDEN-OM-1579-EService and Operations ManagementDeveloping new products and services is an iterative process that involves (1) identifying a problem or opportunity that needs to be addressed, (2) generating concepts or solutions that address the problem, and (3) conducting experiments and tests to learn about the success or failure of those concepts. This note describes the first of these activities.Starting at €8.20
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Commercial Decisions and Quantitative Analysis
Segarra, José AntonioTechnical Note MN-396-EMarketing, Service and Operations ManagementStarting at €8.20
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Port Aventura
Huete, Luis María; Kuppers V.; Segarra, José AntonioCase P-891-EService and Operations ManagementPortaventura faced the "champagne effect" in its second season. This consisted of a drop in the number of visitors, which all theme parks and amusement parks experienced in their second year of operations once the novelty had worn off. Portaventura decided to avoid this effect. In fact, their plans were ambitious: to achieve more than 3 million visitors, improve the yield of the project and create the best conditions for shareholders so that they...Starting at €8.20
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Port Aventura
Huete, Luis María; Kuppers V.; Segarra, José AntonioCase P-891Service and Operations ManagementPort Aventura se enfrenta al "efecto champán" en su segunda temporada. Este fenómeno consistía en la bajada del número de visitantes que históricamente experimentaban todos los parques temáticos y de atracciones en su segundo año de operaciones, una vez disipada la curiosidad de la novedad. Port Aventura estaba decidida a que no le ocurriese lo mismo. De hecho sus planes eran ambiciosos: superar con creces los tres millones de visitantes, mejorar...Starting at €8.20
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Decisiones comerciales y análisis cuantitativos
Segarra, José AntonioTechnical Note MN-396Marketing, Service and Operations ManagementNota para acompañar durante las primeras sesiones de un curso introductorio de dirección comercial, con el objetivo de exponer los aspectos analíticos cuantitativos más básicos. La nota describe los cálculos fundamentales para tomar decisiones de dirección comercial. Se describen los distintos tipos de costes, el margen de contribución y el punto de equilibrio. Además, se resuelve un ejemplo concreto y, en el Anexo, se plantea un problema compl...Starting at €8.20
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Customer Debt Management: A Business-Legal Perspective
Segarra, José Antonio; Sbert, HéctorTechnical Note JN-31-EFinance, Service and Operations ManagementThe discord or disunity between ordinary business transactions and the financial cycle gives rise to current assets. Current assets necessarily entail direct financing costs or opportunity costs, as well as the risk that these transactions do not end up at their final destination: the cash account. This note addresses customer debt risk management and recommends preventive and remedial policies from a business perspective and surveys the protecti...Starting at €8.20
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Introducción a las decisiones en la dirección comercial
Segarra, José AntonioTechnical Note MN-397Marketing, Service and Operations ManagementLa presente nota técnica de apoyo para cursos introductorios a la dirección comercial analiza las decisiones fundamentales que deben tomarse en dicho ámbito. La selección de los clientes, el diseño de la propuesta de valor y los medios que hay que desplegar para acceder al mercado constituyen su hilo conductor y, en ella, se describe brevemente el sistema comercial compuesto por las compañías, los clientes, los canales y los competidores. Finalm...Starting at €8.20