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Macsa: la venta de proyectos
García Pont, Carlos; Rocha e Oliveira, PauloCase M-1287MarketingLa fuerza de ventas de MACSA ha sido exitosa en la venta de impresoras, lásers y máquinas de etiquetado durante décadas. La reciente incorporación de proyectos en la oferta de la empresa requiere una nueva estrategia de ventas. Este caso trata los desafíos a que se enfrentan los directivos de la empresa en la elaboración e implementación de esta nueva estrategia.Starting at €8.20
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La reestructuración del sistema local de salud, de financiamiento y modelo asistencial: el caso de Camaragibe
Levcovitz E.; Machado de Souza H.; Sánchez, J.; Rosenmöller, MagdaCase P-999Service and Operations ManagementEl caso describe el proceso de aplicación del nuevo sistema de financiamiento y de modelo asistencial en el Municipio de Camaragibe en el Nordeste de Brasil, en el marco de la reestructuración del Sistema Básico de Salud Brasileño, mostrando los beneficios e implicaciones en la aplicación del nuevo sistema de asistencia de salud local. También analiza los atributos e inconvenientes en la aplicación de programas de este tipo y sobre todo qué cuida...Starting at €8.20
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Google AdWords: Developing and Growing the Spanish Market
Puig, Albert; Rocha e Oliveira, Paulo; García Pont, CarlosCase M-1239-EInformation Technologies, Knowledge and Communication, MarketingGoogle is the largest advertising space seller in the world. Its flagship product is the "sponsored links" ads on its search result page, regardless of how hard it is to take full advantage of them. These links are sold primarily through the Google Adwords site, with the support of a sales team.The challenge facing this business organization is complicated as it figures out how to boost sales of a seemingly simple product with such a diverse clie...Starting at €8.20
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Internet Marketing
Puig, Albert; Rocha e Oliveira, Paulo; García Pont, CarlosTechnical Note MN-370-EInformation Technologies, MarketingIn this technical note we explain what Internet marketing is, what it is used for, and how it is done. The note covers a wide variety of subjects, but is broadly in two parts. The first, more theoretical part explains why the Internet is a good medium for marketing. The second focuses on more practical issues, i.e., the things we must we know in order to do Internet marketing. To show that the Internet is a good marketing medium, we describe the ...Starting at €8.20
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Google AdWords: desarrollo y crecimiento del mercado español
Puig, Albert; Rocha e Oliveira, Paulo; García Pont, CarlosCase M-1239Information Technologies, Knowledge and Communication, MarketingLa empresa Google es el proveedor de espacio publicitario con mayor volumen de ventas del mundo. Su producto estrella son los enlaces patrocinados en las páginas de resultados de las búsquedas, a pesar de la dificultad que tiene sacarles el máximo partido. Estos enlaces se comercializa básicamente a través del sitio web Google Adwords, con el apoyo de una fuerza de ventas. El reto que afronta esta organización comercial es complejo, ¿cómo empujar...Starting at €8.20
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Market Orientation
García Pont, Carlos; Rocha e Oliveira, PauloTechnical Note MN-371-EMarketingThe purpose of this technical note is to define the concept of market orientation, demonstrate the advantages and characteristics of a market-oriented company and propose some ideas to help companies develop their market orientation. Market orientation is one of the central concepts in marketing literature. It gives companies a competitive edge by helping them understand and respond to market demands effectively, enhancing the awareness of the c...Starting at €8.20
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Javier Sánchez and the reforms in the management of Spanish hospitals
Keenov E.; García Prat, Antoni; Rosenmöller, MagdaCase P-1004-EService and Operations ManagementA policymaker in one of the Spanish regional governments has to manage the start-up of a new hospital. This task will force him to make a series of decisions about legal models applicable to hospitals, financing, human resources policies and mechanisms for organizing hospital care and coordinating it with primary care. The alternatives considered reflect the main options for reforming or transforming hospital management systems that are currently...Starting at €8.20
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Overcoming the Hidden Barriers to Innovation
García Pont, Carlos; Rocha e Oliveira, PauloArticle ART-2149-EInnovation and Change, MarketingNew research by the authors on the information-sharing processes at 20 multinational firms shows how companies are insufficiently attuned to the ebb and flow of their respective markets. With the market information they do have, they often fail to process it effectively. These problems represent major barriers to innovation. The authors discuss these barriers in depth, grouped according to the firm's ability to know, understand and use market in...Starting at €8.20
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Macsa: Making the Transition from Products to Projects
García Pont, Carlos; Rocha e Oliveira, Paulo; Valadas, JorgeCase M-1255-EMarketing, Service and Operations ManagementMACSA competed in the coding and product identification industry, as it proportioned firms with the ability to trace all of its products form raw material to the end consumer. Their traditional strategy had been to sell "products" such as ink-jet printers, lasers, and labeling machines. In recent years, the company started to sell "projects" which included machines, software, and consulting. The case describes the challenges faced by the CEO and ...Starting at €8.20
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Javier Sánchez y las reformas en la gestión de hospitales
Keenov E.; García Prat, Antoni; Rosenmöller, MagdaCase P-1004Service and Operations ManagementUn responsable político del gobierno de una de las regiones españolas se enfrenta a la puesta en marcha de un nuevo hospital. Esta tarea le pone ante la necesidad de tomar una serie de decisiones sobre modelos jurídicos aplicables a los hospitales, financiación, política de recursos humanos y mecanismos de organización de la asistencia hospitalaria y su coordinación con la asistencia primaria. Las alternativas reflejan las principales opciones de...Starting at €8.20