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Prices
Villanueva, Julian; Segarra, José Antonio; Ferrer, IciarTechnical Note MN-385-EAccounting and Control, MarketingDeveloping a pricing policy is particularly complex. While a company can choose from different pricing strategies, it should always be aware that a price is the expression of a value. This value depends on various factors, including the perceived quality of a product and brand reputation. A company must also consider its cost structure, since pricing below cost would lead to financial losses. Furthermore, it must study the behavior of its competi...Starting at €8.20
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The 91-92 Phone Card: Launch and Reassessment
Agell, Pere; Segarra, José AntonioCase M-1023-EMarketingIn the early nineties, Telefónica of Spain foresees the imminent liberalization of the market and decides to promote public telephony with the launch of a calling card as a new means of payment in phone booths. The product was successful in neighboring countries, but it failed to take off in Spain. Coins are still preferred for 95% of calls. The reasons are unclear: bad segmentation, an unattractive product, excessive face value, low distribution...Starting at €8.20
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Annual Accounts
Segarra, José Antonio; Carrillo, JordiTechnical Note JN-29-EAccounting and Control, Corporate Governance, FinanceThis note describes the legal obligation of every corporation's management to prepare its annual accounts, which must then be submitted for approval by the general assembly of shareholders and subsequently filed for recording in the Commercial Registry. The note further details the documents included in the annual accounts and the legal requirements that must be met.Starting at €8.20
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Openforyou.com
Dahab, Deborah; Segarra, José AntonioCase M-1107-EInformation Technologies, MarketingA new virtual store selling bicycles and accessories aimed at serious cyclists is weighing up the alternatives for growth and financing in light of modest initial results. The entrepreneur, an MBA who has made the switch from off-line business, reflects on the mistakes made in the past and how best to grow the business in the future. Should he change the brand? Is the pricing policy right? How can he make the site viable and increase the number o...Starting at €8.20
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Visualfy: Improving the Quality of Life of an Invisible Community
Gallo, Iñigo; Segarra, José AntonioCase M-1359-EEntrepreneurship, Marketing, StrategyVisualfy is a start-up introducing technology (software and hardware) to help people in the deaf community solve some basic problems in their homes: for example, knowing whether someone is ringing the doorbell, whether the baby is crying or the fire alarm is going off. This case presents the reader with the start-up's situation just a few months before launch. The two founding partners have to make key decisions to ensure the launch's success: Wh...Starting at €8.20
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Tergasa (A)
Segarra, José Antonio; Fernández, Albert; Carrillo, JordiCase M-1294-EFinance, MarketingTergasa, founded in 1988, is a textile industry SME facing a difficult situation, which includes cash flow problems and profitability difficulties in one of its business lines. Concern is growing among the owners and management. The owners are worried about the equity risk (since they have underwritten the business) and management is concerned about the steps that need to be taken to solve the company's financial and management issues.Starting at €8.20
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Campus Cerdanya
Lucarini S.; Segarra, José AntonioCase M-1194-EInformation Technologies, Service and Operations ManagementSandro Lucarini has just landed an administrative concession to build a sports and cultural residence in the Cerdanya. After leaving a brilliant career in consulting and spending a year and a half devising a business plan and negotiating with Town Hall, the time has come to take the plunge. The investments and how they will be financed, the choice of partners in the new company and the agreements for monitoring and revising the business model are...Starting at €8.20
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El País
Agell, Pere; Segarra, José AntonioCase M-815-EMarketingIn 1981, after a period of unprecedented success that had taken El País to first place in the Spanish newspaper market, the paper's management was considering launching an edition in Barcelona. El País's readership in Catalonia was marginal in relation to its demonstrated potential in the rest of Spain. As a first step, the management commissioned an image and use survey of the daily press market in Barcelona, together with a concept test for a ...Starting at €8.20
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El País (Portuguese Version, Brazil)
Agell Ferrer, Pere; Segarra, José AntonioCase M-815-PBMarketingIn 1981, after a period of unprecedented success that had taken El País to first place in the Spanish newspaper market, the paper's management was considering launching an edition in Barcelona. El País's readership in Catalonia was marginal in relation to its demonstrated potential in the rest of Spain. As a first step, the management commissioned an image and use survey of the daily press market in Barcelona, together with a concept test for a ...Starting at €8.20
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Company in Crisis: The Liquidation Process in Insolvency Proceedings
Castiella, Miguel; Trenchs, Miguel; Segarra, José AntonioTechnical Note JN-36-ECorporate Governance, FinanceFinancially distressed companies suffering from an absolute and irrecoverable loss of competitiveness can find in the Insolvency Act [Ley Concursal] the possibility of an orderly liquidation proceeding. This note examines the duties of receivers in liquidation declarations and the procedure to be followed, exploring the alternatives of individual asset liquidations and production unit sales. It provides a thorough description of the process by wh...Starting at €8.20