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Telefónica de Argentina (A)
Ballve, A.; Corrales, J.M.; Frías; P.Case IAE-IAE-C117-00047-SPStrategyTelefónica de Argentina y Telecom. Son licenciatarias para la transmisión de voz en áreas geográficas diferentes, por lo cual no compiten entre sí, habiendo creado una tercera compañía subsidiaria de ambas llamada STARTEL que es licenciataria para transmisión de datos. En 1992, Telefónica de Argentina, se dispone a analizar la conveniencia de extender a la transmisión de datos el servicio de 'líneas punto a punto' con tecnología digital de última...Starting at €8.20
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Saneamiento de Urbanización SA (C): Cómo se concretó el cambio.
Paladino, M.; Willi, A.Case IAE-E-C-003-IA-1-sLeadership and People Management, StrategyQuince años después de haber iniciado sus operaciones, la empresa Saneamiento y Urbanización S.A. (SYUSA), dedicada a la deposición de residuos sólidos urbanos, vivía una crisis muy fuerte que había comenzado a fines de la década de los ochenta. Un nuevo director general se hace cargo de la empresa y se encuentra con numerosos problemas que afectan al clima laboral, al comportamiento de los mandos intermedios, a la actitud de los empleados, que e...Starting at €5.74
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Aceitera del Sol
Corrales, José MaríaCase IAE-IAE-C117-03096-SPLeadership and People Management, StrategyAceitera del Sol, una empresa que se dedica a la producción de oleaginosas y aceites, decide abrir una oficina de negocios en China a fin de comercializar tantos sus aceites como para desarrollar otros negocios tanto en China como en el resto de Asia. A partir de esa decisión la empresa, con una cultura de organización familiar, se ve en la necesidad de formalizar un nuevo sistema formal de control de gestión y de reporte financiero.Starting at €8.20
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Aceitera del Sol - Teaching Note
Corrales, José MaríaTeaching Note IAE-IAE-TN117-03223-SPLeadership and People Management, StrategyTeaching note del caso Aceitera del SolStarting at €0.00
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Green Ox
Moore, Marian Chapman; Wilcox, Ronald T.; Henderson, GeraldineCase DARDEN-M-0722-EMarketing”Green Ox” was written specifically for a midterm exam in an MBA marketing management class. Rather than focus on one particular concept or issue (e.g., segmentation, product line depth), the case challenges students to develop a marketing strategy for a food and beverage manufacturer’s new line of sports beverages, which contain beneficial antioxidants. Focal decisions include choosing a segmentation scheme(s) and a specific target segment(s) an...Starting at €8.20
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The Cycling Industry
Farris, Paul W.; Hoeller, DanielTechnical Note DARDEN-M-0744-EMarketingThis note explores brand evolution in a growing industry. Four high-end U.S. bicycle frame manufacturers (Trek, Seven, Moots, and Cérvolo) compete for brand status in the $2,000-and-up mountain bike market. Challenged by a coming carbon shortage and famed cyclist Lance Armstrong's retirement, the continued domination of Asian imports, and the reduction in the number of local bike shops, this industry faces significant strategy challenges.Starting at €8.20
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ZS Associates: Sales Force Sizing
Spekman, Robert E.; Kumar, Sameer; Kalla, AryaCase DARDEN-M-0745-EMarketingThis case describes a consulting firm that is assisting a pharmaceutical company as it faces a strategic question regarding how to determine the size of its sales force. An Excel file containing two of the case exhibits is included and is available by contacting sales@dardenbusinesspublishing.com. A related Technical Note entitled "A Note on Sizing the Sales Force" (UVA-M-0746) is available that describes several approaches one could employ to si...Starting at €8.20
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Does TripSense Make Sense?
Farris, Paul W.; Skurnik, Ian; Zimmerman, AlanCase DARDEN-M-0757-EMarketingThis case prompts students to determine how Progressive Insurance can best assess the customer interest, technical feasibility, economic viability, and actuarial justification of TripSense, its usage-based pricing program.Starting at €8.20
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Progressive Insurance: Not Your Standard Insurance Story
Farris, Paul W.; Pfeifer, Phillip E.; Zimmerman, AlanCase DARDEN-M-0758-EMarketingProgressive Insurance, a leader in the automotive insurance market, has succeeded through innovation. This case describes the company’s strategies for differentiating its service through programs such as Immediate Response Vehicles and Express Quote. Through these programs and a series of creative advertising campaigns, Progressive has built a strong brand in a relatively short time.Starting at €8.20
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Catalina Marketing Corporation: Developing a Retailer Value Proposition
Venkatesan, Rajkumar; Leliveld, IngmarCase DARDEN-M-0764-EMarketingThis case tracks the relationship between Catalina, a provider of customized coupons for consumer packaged goods manufacturers, and the Meijer Stores supermarket chain. An optional instructor-only multimedia product is available featuring top company executives talking about the co-creation of this new product with a major customer. Class discussion centers on the challenges of executing a co-creation initiative in business-to-business settings. ...Starting at €8.20