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Hewlett Packard. Organización de sistemas informáticos: la venta a clientes corporativos
Narayandas, Das; Dudley, Robert C.Case HBS-502S17MarketingA finales de 1996, Manuel Díaz, jefe de ventas mundiales para el ordenador Organización de Sistemas (HP) de Hewlett-Packard (OSC), está revisando los resultados de una auditoría del enfoque de gestión de clientes empresariales de HP con el objetivo de identificar oportunidades de organización que podrían ofrecer el mercado y HP la siguiente ola de crecimiento al tiempo que reduce aún más los costos de ventas y soporte. enfoque de gestión de clien...Starting at €8.20
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Educating the Next Generation of Leaders
Moldoveanu, Mihnea C.; Narayandas, Das; Hoffman, Reid; Yeh, Chris; Casnocha, BenArticle HBS-R1902B-EThe Spotlight feature, "The Future of Leadership Development," suggests that traditional executive education programs are no longer sufficient or cost-effective for teaching the technical, relational, and communication skills that today's business leaders need. Organizations and individuals alike will benefit by embracing the "personal learning cloud"--the vast array of online courses, interactive platforms, and instructional software tools that ...Starting at €8.20
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SAP: Branding in the Digital Age
Narayandas, Das; Migdal, AmramCase HBS-518058-EMarketingBy 2017, digital, social, and mobile technologies were rapidly changing the way many of SAP's traditional customers did business over the last decade. In response to this trend, SAP had acquired companies with capabilities in e-commerce, human capital, workforce management, travel and expense management, and other areas. No longer able to rely on a single contact point through customers' IT departments, SAP's salesforce now had to target a variet...Starting at €8.20
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Ron Johnson: Retail at Target, Apple, and J.C. Penney
Narayandas, Das; Herman, Kerry; Mazzanti, LisaCase HBS-513103-EMarketingTo maximize their effectiveness, color cases should be printed in color. In April 2013, Ron Johnson (HBS '84) stepped down after just 18 months as CEO of J.C. Penney. In his brief tenure, Johnson, an acclaimed retailer respected for his innovation and success in shaping the retail image at Target and Apple, introduced dramatic departures from J.C. Penney's traditional retail approach, and enacted changes quickly and simultaneously, with little ma...Starting at €8.20