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E-Cigarettes: The Wild, Wild West
Farris, Paul W.; Wicks, Andrew C.; Mead, Jenny; Abbott, KatherineCase DARDEN-M-0876-EMarketingIn 2014, tobacco giant Reynolds American Inc. (RAI) had to confront the rapidly evolving global tobacco industry landscape. E-cigarettes, once considered a fad, were becoming increasingly popular. Facing uncharted territory, tobacco companies were uncertain about how to most successfully enter this market and how to do so rapidly.Starting at €8.20
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Eye Care (E): A Second Assesment
Cebrecos, Enrique; Stein, GuidoCase DPO-205-ELeadership and People ManagementIn February, as usual, Alejandro had his 2009 Global Perfomance and Development meeting with his superior, Tiago de Vasconcelos. His results had been very good: sales growth was 12.5%, reaching 100.3% of budgeted sales, above 98.1% of the business unit. In the new refractive line he had achieved 98%, compared to the average of 87%. Alejandro declared that communication had improved significantly, but even so he was nervous about his meetings with...Starting at €5.74
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Eye Care (E): Una segunda evaluación
Cebrecos, Enrique; Stein, GuidoCase DPO-205Leadership and People ManagementEn Febrero, como era habitual, Alejandro tuvo la reunión de "2009 Global Perfomance and Development" con su superior Tiago de Vasconcelos. Los resultados habían sido muy buenos: un crecimiento de las ventas del 12,5%, alcanzando el 100,3% del presupuesto por encima del 98,1% de la Unidad de Negocio. En la nueva línea de refractiva obtuvo el 98% frente al 87% de media. Alejandro afirmó que la comunicación había mejorado de forma sensible; sin emb...Starting at €5.74
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E-Cigarettes: The Wild, Wild West - Teaching Note
Farris, Paul W.; Wicks, Andrew C.; Mead, JennyTeaching Note DARDEN-M-0876TN-EMarketingTeaching note for product M-0876Starting at €0.00
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Eye Care (A, B, C, D y E) - Nota del instructor
Stein, GuidoTeaching Note DPOT-47Leadership and People Management, MarketingAlejandro Lanzagorta es un business manager de la multinacional de productos oftálmicos Eye Care. Lleva catorce años en la compañía y destaca por sus resultados (ha recibido varios premios) y entrega. Aspira a ser el director de su unidad de negocio y los últimos que han ocupado ese puesto han corroborado sus expectativas. Por ello, cuando en el 2006 quedó vacante el puesto, pensó que sería su oportunidad, pero fue ocupada por un veterano direct...Starting at €0.00
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Marketing a Pure Play E-Tailer: Historical Emporium Inc.
Farris, Paul W.; Yemen, GerryCase DARDEN-M-0901-EMarketingThe material in this case provides customer data that were available to the case protagonists to make data-driven decisions. From their garage to a 16,000-square-foot warehouse and office in San Jose, California, Chris and Alicia Allen built a business, Historical Emporium Inc. (HEI) that generated nearly $8 million in sales in 2015. They both had previously worked in the technology field. In true techie fashion, the pair continually thought abou...Starting at €8.20
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Marketing a Pure Play E-Tailer: Historical Emporium Inc. - Teaching Note
Farris, Paul W.; Metz, Joshua; Yemen, GerryTeaching Note DARDEN-M-0901TN-EMarketingTeaching note for product M-0901Starting at €0.00
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Dirección por Competencias: Aspectos teóricos y prácticos en su diseño e implantación
Pin Arboledas, José Ramón; Stein, GuidoTechnical Note DPON-66Leadership and People ManagementLa nota describe los aspectos prácticos de la dirección por competencias (DpC), tanto en su diseño como en su administración. Analiza las modalidades posibles de los dos componentes de la DpC: a) el proceso (con sus impresos y el circuito de la información), y b) la relación de" coaching" entre "coach" (evaluador) y "coachee" (evaluado). Enmarca la DpC como instrumento integrador de la política de recursos humanos para dar valor a la compañía des...Starting at €8.20
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Pricing Jonstan's
Pfeifer, Phillip E.; Farris, Paul W.Case DARDEN-M-0807-EMarketingThis case is intended for MBA audiences and is used for the first-year and second-year elective, Data Analysis and Optimization. Swati Su's boss had been planning to raise prices for their brand, Jonstan’s, across all forms and sizes for each of its four major customers (consisting of the largest retailers in the United States). When Su questioned his thinking, he offered two justifications.Starting at €8.20
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Designing Channels of Distribution
Spekman, Robert E.; Farris, Paul W.Technical Note DARDEN-M-0769-EMarketingThis note addresses the issues that arise and the complexities that must be addressed when designing a channel of distribution. Content includes the definition of a distribution channel, the steps in its design, functional discounting and margin allocation, the role channels play in branding, and recent trends.Starting at €8.20