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Indo Gives its Sales Force New Mobily Technology (B)
Almenar, E.; Comín, Marta; Sieber, SandraCase SI-169-EInformation Technologies, Innovation and Change, Knowledge and CommunicationAfter introducing a new sales system for glasses as a pilot program, Indo, an optical company, expanded the scope of its experiment to check the results. The case study describes how the sales personnel and clients accepted the change from a partially computerized system to one that was thoroughly computerized.Starting at €5.74
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Indo Gives its Sales Force New Mobility Technology (A)
Almenar, E.; Comín, Marta; Sieber, SandraCase SI-168-EInformation Technologies, Innovation and Change, Knowledge and CommunicationIn 2006, Indo, an optics manufacturer, decided to change the working method of its sales division for glasses. Physical material was replaced with online information that facilitated the work of the sales personnel and ensured they always had the most up-to-date information. But the new system was not completely accepted by clients, who were used to touching the product. Even some members of the sales staff were wary about changing an effective w...Starting at €8.20
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Indo dota a su red de ventas de una nueva tecnología móvil (A)
Almenar, E.; Comín, Marta; Sieber, SandraCase SI-168Information Technologies, Innovation and Change, Knowledge and CommunicationEn 2006, el fabricante óptico Indo se planteó dar un giro a la manera de trabajar del equipo de ventas de la división de gafas. La sustitución del material físico por información "on line" permitiría a sus comerciales trabajar con mayor agilidad y disponer de información siempre actualizada. Pero el nuevo sistema podía causar reticencias entre los clientes, acostumbrados a tocar el producto, y entre los mismos comerciales, reacios a cambiar un mo...Starting at €8.20
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Indo dota a su red de ventas de una nueva tecnología móvil (B)
Almenar, E.; Comín, Marta; Sieber, SandraCase SI-169Information Technologies, Innovation and Change, Knowledge and CommunicationTras haber introducido un nuevo sistema de ventas de gafas en una prueba piloto, la empresa óptica Indo amplió el alcance de su experimento para comprobar la fiabilidad de los resultados. El caso describe cómo aceptaron comerciales y clientes el cambio de un sistema parcialmente informatizado a otro digitalizado en gran medida.Starting at €5.74
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Google 2015
Sieber, Sandra; Valor Sabatier, JosepCase SI-217-EInnovation and ChangeThe case presents Google's situation in 2007 , with an emphasis on its competitive positioning in the search engine and online advertising markets. The organization and working philosophy that have made Google the undisputed leader in its industry are considered.Starting at €8.20
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Google 2015
Sieber, Sandra; Valor Sabatier, JosepCase SI-217Innovation and ChangeEl caso presenta la situación de Google en el año 2015, haciendo énfasis en su posicionamiento competitivo en el mercado de los buscadores y de la publicidad en Internet. Se describe también la organización y la filosofía de trabajo que ha permitido a esta empresa ser el líder indiscutible en su sector.Starting at €8.20
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Make Way for the Sharing Economy
Lago, Alejandro; Sieber, Sandra; Mazzella, Frédéric; Sundararajan, Arun; Butt d'Espous, Verena; Möhlmann, Mareike; Ranchordás, SofiaDossier DOS-30-EInformation Technologies, Innovation and Change, StrategySharing, collaborative, peer-to-peer: whatever you call it, this dossier will help you manage the opportunities.Starting at €15.00
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Social Lending at Zopa.com
Mitchell, Jordan; Sieber, SandraCase SI-163-EInformation Technologies, Innovation and ChangeZopa.com is the web's first lending exchange where individual borrowers and individual lenders can come together. Borrowers can access funds directly from other individuals instead of dealing with a bank. Since its launch in March 2005, Zopa's model of social lending had been the latest poster child for challenging traditional banks' business models. Despite the hype, many industry observers doubted that a direct model without intermediaries woul...Starting at €8.20