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Jets4future y la venta de jets privados
Segarra, José Antonio; Valentí, Albert; Sanmartí, FrancCaso M-1305Dirección estratégica, MarketingEl caso se centra en un distribuidor europeo de jets privados. Se exponen las particularidades y problemáticas específicas de la comercialización de productos industriales de alto valor: ciclo de venta largo, unidad de decisión compleja e inversión significativa por parte del cliente para realizar la compra. Se discute el proceso de captación de clientes y las diferentes inversiones de marketing. También se describen tres decisiones concretas sob...Desde 8,20 €
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Web Analytics: Demystifying Performance Marketing
Gallo, Iñigo; Valentí, Albert; Segarra, JavierNota técnica MN-406-EMarketingIn this note, we provide a simple guide to assess your company's performance along the critical business phases of attracting visitors to your site, converting those visitors into customers, and having them come back. We keep concepts simple and stay away from unnecessary sophistication. Armed with this basic knowledge, you should be able to understand the principal goals, potential issues, and lines of work regarding your online presence.Desde 8,20 €
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Rappi: The Growth Dilemma
Valentí, Albert; Zunino, Diego; Panlilio, LorenzoCaso M-1377-EIniciativa emprendedora, MarketingThe Colombian startup Rappi, an on-demand delivery platform, became the first Colombian unicorn in only 3 years from its founding. The co-founder is reflecting on how to maintain the growth trend that drove the company?s success. Rappi?s executives face choices in three areas: organic growth, expansion to other product markets, and expansion in another geographical market.Desde 8,20 €
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The Captor Opportunity
Valentí, Albert; González, Jorge; Ernest MendozaCaso M-1380-EMarketingCaptor Materials is a company founded and managed by Ernest Núñez. The main asset of Captor Materials was a patented absorbent technology for the removal of nitrogen oxides (NOx) with an unprecedented high yield, which Núñez himself had developed years earlier. An accumulated exposure to NOx causes gradual health deterioration and eventually death. Núñez and his team had identified three main markets for Captor, on which the development and com...Desde 8,20 €
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Telefonica Czech Republic: The Free Revolution (B)
Segarra, José Antonio; Valentí, AlbertCaso M-1307-EDirección estratégica, Innovación y cambio, MarketingPart B of the case describes what happened eight weeks after the launch of the new Free pricing plans: the decision made by Luis Malvido, CEO of Telefónica Czech Republic; the competition's reaction; the evolution of the market and consumers; new information on the auction, etc. It also presents Telefónica's initial results.Desde 5,74 €
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Telefonica Czech Republic: The FREE Revolution (A)
Segarra, José Antonio; Valentí, AlbertCaso M-1306-EDirección estratégica, Innovación y cambio, MarketingThe case describes the concerns facing an executive of the Moreno group of companies who is not a member of the owning family when a strategic plan he has presented to the owners is rejected. It also illustrates the role played by the owning family in the governance structure of a family firm.Desde 8,20 €
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Jets4future and the Sale of Private Jets
Segarra, José Antonio; Valentí, Albert; Sanmartí, FrancCaso M-1305-EDirección estratégica, MarketingThe case centers on a European distributor of private jets. It explains the specificities and particular problems involved in marketing high-value industrial products: long sales cycle, complex decision-making unit, and significant investment on the part of the customer for the purchase. It discusses the process of customer acquisition and different marketing investments. It also describes three specific situations involving customers in which de...Desde 8,20 €
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Bank of Muntenia: Transforming the customer listening model
Valentí, Albert; Gallo, Iñigo; Mosquera, FelipeCaso M-1404-EMarketingIn June 2023, Nadia Cuza, recently appointed Head of Customer Experience at Bank of Muntenia, was reflecting on the journey taken to launch the new customer listening model and the challenges ahead. Less than a year earlier, a new model for measuring satisfaction after every customer interaction with the bank had been rolled out across the entire retail network: when visiting an office, logging into online banking, using an ATM or any other inter...Desde 8,20 €
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Keeping an eye on the brand: Etnia Barcelona's retail strategy
Oliver, Xavier; Valentí, Albert; Isaac Sastre BoquetCaso M-1407-EDirección estratégica, MarketingEtnia is an eyewear brand known for its stylish designs, particularly of colorful high-quality sun and prescription glasses. After many years relying on a wholesale distribution model with a large international network of opticians, the company had launched its own retail activities in 2017 with a flagship store in downtown Barcelona, followed by an outlet store in the outskirts of the city two years after. Both stores had been successful, quickl...Desde 8,20 €
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Bank of Muntenia - Teaching note: Transforming the customer listening model
Valentí, Albert; Gallo, Iñigo; Mosquera, FelipeNota del Instructor MT-60-EMarketingIn June 2023, Nadia Cuza, recently appointed Head of Customer Experience at Bank of Muntenia, was reflecting on the journey taken to launch the new customer listening model and the challenges ahead. Less than a year earlier, a new model for measuring satisfaction after every customer interaction with the bank had been rolled out across the entire retail network: when visiting an office, logging into online banking, using an ATM or any other inter...Desde 0,00 €