Search results
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Fundamentos del "coaching"
Poelmans, Steven; Larburu A.Technical Note DPON-32Leadership and People ManagementEl "coaching" aparece como un proceso de aprendizaje y desarrollo que minimiza la distancia existente entre lo que la empresa es en la actualidad y lo que se quiere llegar a ser en el futuro. En esta nota técnica se describen: las tipologías de "coaching", quiénes participan en él, y el proceso para llevarlo a cabo.Starting at €8.20
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La comunicación en el proceso de "coaching"
Larburu A.; Poelmans, StevenTechnical Note DPON-67Leadership and People ManagementPara instrumentar el proceso el coach utiliza multitud de herramientas. Sin embargo, todas las técnicas, teorías y procesos que el coach aplica utilizan un medio común, la comunicación. La comunicación es una competencia fundamental de coaching. Por ello, el objetivo de esta nota técnica es profundizar sobre el proceso de comunicación y las variables que intervienen en la comunicación, así como revisar las diversas técnicas de comunicación releva...Starting at €8.20
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La gestión del valor del cliente
Villanueva, Julian; Nueno, José LuisTechnical Note MN-352MarketingLos clientes son el activo más importante para la mayoría de las empresas: es muy caro captarlos y, si son retenidos, generarán beneficios durante su relación con la empresa. En este sentido, el Valor del Cliente es una métrica que mide la suma de los beneficios futuros descontados de un cliente, netos de costes de marketing. Podemos por tanto decir que la actividad de un directivo debe ir encaminada a mejorar los procesos de adquisición de clien...Starting at €8.20
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¿Pueden la cultura o el deporte revitalizar los centros comerciales
Nueno, José LuisTechnical Note MN-372MarketingNacidos a finales de la década de los cuarenta, los centros comerciales han experimentado desde entonces numerosas transformaciones para lograr su objetivo: atraer a un público cada vez más exigente y con una mayor oferta a su disposición. A lo largo de estos 70 años, los centros han visto como los sucesivos modelos que adoptaban alcanzaban la etapa de maduración e incluso una fase de declive. Esto les ha obligado a reinventarse constantemente y ...Starting at €8.20
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Note on Scenario Planning in High-Uncertainty Environments: The Disruption Matrix
Costa, Carlos; Nueno, José LuisTechnical Note MN-405-EDecision Analysis, Innovation and Change, StrategyThe coronavirus pandemic is an unexpected external event with a profound impact on demand in all sectors that is highly conditioned by decisions that correspond to external stakeholders. After overcoming their initial shock, within this context companies have to think about their future in two or three years; however, it is very difficult for the management team to plan and define a clear strategy when it remains unknown when and how they will be...Starting at €8.20
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Change Management in Coaching
Larburu A.; Poelmans, StevenTechnical Note DPON-68-ELeadership and People ManagementOne of the key skills in successful coaching is change management in third parties. Managing the changes affecting the coached party is the essential content or objective of the process: the coached party's change and learning process. To this end, we will work on the management of: 1) the real context (the day-to-day environment of the coached party, i.e., action); 2) the mental context (the perceptions the coached party constructs, based on rea...Starting at €8.20
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The Action Orientation of the Coach
Larburu A.; Poelmans, StevenTechnical Note DPON-69-ELeadership and People ManagementAgroinnovation is a European business that is part of a worldwide group that is the market leader in seed and plant protection and which produces products essential in modern agriculture. In recent years there have been two important changes: the use of new technologies in the client interface (B2B) and the move to an open-plan office. Technological change has simplified and streamlined many of our systems. They open new ways of offering services...Starting at €8.20
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Communication in Coaching
Larburu A.; Poelmans, StevenTechnical Note DPON-67-ELeadership and People ManagementWhen implementing a process, a coach uses many different tools. However, all the techniques, theories and processes the coach applies have one thing in common: communication. Communication is a fundamental skill in coaching. The aim of this note is therefore to delve into the communication process and the variables involved in communication, and to review the different communication techniques in the different phases of the coaching process: unde...Starting at €8.20
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Group Decision Making
Sahibzada, Khatera; Stepanova, Olena; Poelmans, StevenTechnical Note DPON-44-ELeadership and People ManagementThe aim of group decision making is ultimately to develop and manage a successful and profitable organization. One way of doing so is to be aware of the processes and dynamics that occur in group decision making. Organizational teams need to fully understand and take into consideration all factors, individual, organizational, and cultural, in order to strategize the best approach to a decision. By adopting a systems approach, they can develop a ...Starting at €8.20
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Can Culture and Sports Revitalize Shopping Centers
Nueno, José LuisTechnical Note MN-372-EMarketingLaunched in the late forties, shopping centers have undergone many changes since then to achieve their goal: to attract a public that is increasingly demanding and that has a wider selection than ever before. Over the past seventy years, shopping centers have witnessed how successive models have been adopted and have reached their maturity stage and even decline. This has forced them to constantly reinvent themselves and seek new formulas, from r...Starting at €8.20