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HBSP (USA)
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DRW Technologies
Greyser, Stephen A.; Ellet, WilliamCase HBS-916535-EKnowledge and CommunicationEd Claiborne is a newly hired corporate vice president of procurement for DRW Technologies, a company that produces advanced military systems with 21 plants in the United States. Claiborne was hired from another company from within the industry, and the news of his arrival was announced in an email to corporate executives and plant managers and in the company newsletter. Before he has even met the procurement team, Claiborne is assigned his first...Starting at €8.20
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Atlantic Aviation Corporation: División Westwind
Bonoma, Thomas V.Case HBS-505S05MarketingPlantea cuestiones sobre el control y controlar los costos de demostración de vuelo para el avión de negocios Westwind. vicepresidente de marketing de Atlántico está preocupado por el aumento de los costos de demostración, pero no desea negar sólidas perspectivas de un paseo de evaluación. Se le pide al gerente general de la división de formular una política de cumplir ambos objetivos. Previsto para el uso en la sección de política de marketing d...Starting at €8.20
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Boston Whaler, Incorporated: gestión de la red de distribuidores
Bonoma, Thomas V.; Kane, Margaret L.Case HBS-512S16MarketingSr. Joseph Lawler, presidente de Boston Whaler, Inc. (BWI) recién nombrado, considera que una mejor gestión de concesionarios es la clave para el crecimiento continuo de su empresa. BWI fabricó un alto precio, el rendimiento de la línea de alta potencia y otros barcos para los mercados recreativas, comerciales y de otro tipo. Sus 250 distribuidores eran servidos por una pequeña fuerza de los directores regionales. La mayoría de los comerciantes n...Starting at €8.20
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Escuela Outward Bound Hurricane Island
Bonoma, Thomas V.; Clark, Bruce H.Case HBS-515S18MarketingEl huracán Island Outward Bound, una pequeña escuela, sin fines de lucro que ayudó a la educación experimental pionero en los Estados Unidos, se ha recuperado recientemente de una crisis financiera. Los estudiantes toman el papel de la nueva gerente de marketing de la escuela, que está preparando su primer plan de marketing para la organización. Frente a un presupuesto de marketing apretado, los estudiantes deben elegir entre varios programas de ...Starting at €8.20
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IDS Financial Services (Spanish version)
Bonoma, Thomas V.; Drumwright, Minette E.Case HBS-520S14MarketingScarce managerial talent, sales force turnover, and client attrition were potential problems underlying IDS' disappointing performance at mid-year 1987. The marketing vice president had three potential "fixes": 1) increasing or decreasing the $35 million budget for marketing programs, 2) accelerating the expansion of the 6,746-person sales force numerically, and 3) emphasizing the strategic geographical expansion of the sales force. The teaching ...Starting at €8.20
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Persuasion, Argument, and the Case Method
Ellet, WilliamBook Chapter HBS-2447BC-EThis chapter provides an overview of how case-based instruction is used in business and professional school settings, and introduces a new approach to case study that will help students gain a quick and constructive understanding of cases and more effectively employ business concepts that are already part of their working knowledge.Starting at €8.20
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What Is a Case
Ellet, WilliamBook Chapter HBS-2448BC-EThis chapter describes what a case is and provides some guidelines for reading a case actively and constructing your own meaning.Starting at €8.20
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Chapter 4: How to Analyze Decision Scenario Cases
Ellet, WilliamBook Chapter HBS-1024BC-EDecision scenario cases are the most commonly used in business classrooms. (An example of one such decision would be: should an entrepreneur sell his business or maintain control and grow it further?) This chapter begins with a definition of a decision analysis and then provides a six-part approach to conduct an analysis of a decision scenario.Starting at €8.20
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Chapter 5: How to Analyze Evaluation Scenario Cases
Ellet, WilliamBook Chapter HBS-1025BC-EThe focus of this chapter is evaluation scenarios cases, which portray a situation in which a deeper understanding of a subject is necessary to make a decision or to take a course of action. (For example, did the purchase of new computers for all employees at once improve productivity, or was it a waste of money?) A six-part approach to analyze a case evaluation scenario is provided.Starting at €8.20
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DRW Technologies, Teaching Note
Greyser, Stephen A.; Ellet, WilliamTeaching Note HBS-916536-EKnowledge and CommunicationTeaching note for case 916-535. This note addresses use of the case at different levels and in different courses, with considerable role play suggestions. Updated in September 2020, and now includes a supplemental section with specific experience-based guStarting at €0.00