Search results
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Kola Real: La expansión internacional
Ferré, Miguel; Natividad, GabrielCase PAD-DG-C-406EntrepreneurshipDescribe el caso de la internacionalización de una empresa peruana en varios países de la región, partiendo de unos modestos inicios en Ayacucho (1988). Se puede discutir la similitud o diferencias en la forma de nacer según el contexto de cada país.Starting at €8.20
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La retribución de los equipos de venta
Renart, Lluís G.Technical Note MN-353MarketingEsta nota técnica empieza analizando el contexto económico actual y las tendencias observadas en la dirección de equipos comerciales, tales como la "atomización de roles de venta" y la necesidad de reajuste casi permanente en los sistemas de retribución de vendedores. A continuación detalla las siete etapas del proceso de fijación de un sistema de retribución de vendedores. Y finalmente, termina aportando un conjunto de datos sobre cómo actúan re...Starting at €8.20
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Farggi
Parés Canalias, Francisco; Renart, Lluís G.Case M-994MarketingEn agosto de 1992, Häagen-Dazs abrió en Barcelona su primera tienda de helados de lujo en España. En julio de 1993, Farggi, una pequeña empresa familiar de Barcelona, también abrió su primera tienda de helados de lujo, a pocas esquinas de la de Häagen-Dazs, reproduciendo su manera de vender. El caso presenta la historia de Farggi, y permite analizar las circunstancias en las que una pequeña empresa local puede competir contra una gran multinacion...Starting at €8.20
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Imaginarium
Berasategui Rodríguez, Laureano; Parés Canalias, Francisco; Renart, Lluís G.Case M-1173Information Technologies, MarketingA primeros de marzo de 2001, el presidente de Imaginarium se plantea las principales decisiones a tomar sobre la estrategia comercial de su empresa. Imaginarium es una cadena de 161 jugueterías, de las cuales 53 son tiendas propias y 108 tiendas franquiciadas. De ellas, 112 están en España y otras 49 en otros nueve países. Los principales dilemas de estrategia comercial parecen centrados sobre: 1) el proceso de internacionalización y desarrollo d...Starting at €8.20
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Target’s Big Mistake: Mutated DNA
Thomas WatsonArticle IVEY-9B15TA10-EStrategyIn early 2015, Target announced that its Canadian operation would seek bankruptcy protection and abandon all the retail locations that it had acquired from the Zellers discount chain less than two years before, a move that would eliminate 17,000 jobs. This article examines how management strayed from the company’s founding principles when planning the expansion, which led Target to enter Canada with mutated brand DNA. In the 20th century, Target ...Starting at €8.20
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Q&A with Hap Klopp
Thomas WatsonArticle IVEY-9B15TF03-EStrategyHap Klopp founded The North Face, where he served as president and CEO for 20 years and built the largest and most successful retailer in its industry. In this Ivey Interview, he discusses lessons learned over his impressive career and warns against businesses looking to get rich overnight, because for every Silicon Valley success story there are countless failures and disappointments. The North Face is an example of disruptive technology, as it ...Starting at €8.20
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Manufacturing Investment
Thomas WatsonArticle IVEY-9B16TD05-EStrategyWhen it comes to attracting investments, Canada is a laggard despite being a trading nation with all the talent and tools required. The main reason is that few in Canada have tried to answer the why-invest-in-Canada question. With or without Canadians leading large corporations, investment decisions made in Detroit are not influenced by any special love for Canada; they’re based on business. In 2016, the argument for playing the incentive game is...Starting at €8.20
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CASE LEARNING: Selling Adultery
Gerard Seijts; Thomas WatsonArticle IVEY-9B16TE03-EStrategyA year after a massive data breach at its Ashley Madison adultery service, Avid Life Media relaunched in 2016 under a new name. The move was designed to help the business recover from the hacker attack that had exposed its security and governance issues and dashed the desire of investors to take the company public. It was also a strategic step to regain the trust of customers who had been outed as would-be cheaters. Now known as Ruby, the company...Starting at €8.20
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Trumping Divisive Leadership
Gerard Seijts; Thomas WatsonArticle IVEY-9B17TD02-EStrategyAmerica faces a previously unimaginable leadership crisis. And that is why businesspeople fleeing White House advisory councils over Trump’s response to the tragic events in Charlottesville—where a civil rights activist was killed during a violent clash—should be applauded, not attacked. Unfortunately, millions of Trump supporters don’t see a problem with the comfort that racists are taking from his leadership. And because these Trump supporters ...Starting at €8.20
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Why Mining Product Reviews Should Be on Retailers' Radar
Thomas WatsonArticle IVEY-9B15TC03-EMarketingMany early adopters of data mining wasted millions of dollars due to the significant amounts of dirty data contained in IT systems and the length of time required to build data warehouses. But the potential payoff of data mining has soared along with the growth of digital data. Today, thanks to the massive amounts of user-generated content online, firms do not need to build a data warehouse to benefit from data mining. Mining social media sites f...Starting at €8.20