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Offering the Right Service in the Right Place: Growing Orthopedics at the Brigham and Women's/Faulkner (BW/F) Hospitals, Teaching Note
Narayanan, V.G.; Brem, LisaNota del Instructor HBS-110073-EContabilidad y controlTeaching Note for [108016].Desde 0,00 €
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Emergia: Driving Profitability on Help Desk Contracts
Martinez-Jerez, F. Asis; Brem, LisaCaso HBS-111048-EFinanzasEmergia wants to keep its customers happy with its contact center service, but the margins on the help desk contract are dangerously low. Can Miguel Neira, the COO, increase margins while preserving the customer relationship?Desde 8,20 €
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Liza Davis and the Bargain Hunting Customer
Martinez-Jerez, F. Asis; Brem, LisaCaso HBS-111040-EContabilidad y controlLiza Davis, an upscale women's fashion retailer, is reeling from worldwide recession and lower demand. Should the company target the fast growing bargain hunter segment or hold the line on price discounts to preserve its brand image? Customer profitability calculations show that the bargain hunting customer loses money--does that mean the company should ignore this customer in favor of full-price shoppers?Desde 8,20 €
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Todovino: Can Your Rival Be Your Friend
Martinez-Jerez, F. Asis; Brem, LisaCaso HBS-111071-EContabilidad y controlTodovino sells Spanish wines through wine clubs and web sites. Founder-CEO Gonzalo Verdera has partnered with many companies to create cobranded wine clubs, but now he is pondering a joint venture with one of his rivals, a brick-and-mortar wine chain. Todovino would provide the online presence for the chain. Should Verdera help his rival? What are the risks and benefits for Todovino?Desde 8,20 €
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Henkel Iberica (A)
Martinez-Jerez, F. Asis; Narayanan, V.G.; Brem, LisaCaso HBS-105023-EServicios y operacionesIn 2002, Esteban Garriga, customer service director at Henkel Iberica, questions whether Collaborative Planning, Forecasting, and Replenishment (CPFR) would help manage retail promotions and limit their impact on the stock-outs and obsolete inventory. Describes the situation facing Henkel Iberica, the Spanish subsidiary of the German consumer products company Henkel KgaA, with respect to the management of retail promotions. The increasing number ...Desde 8,20 €
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La Estrategia de Captación de Clientes de Internet en Bankinter
Martinez-Jerez, F. Asis; Narayanan, V.G.; Brem, LisaCaso HBS-104S02Contabilidad y controlBankinter, un relativamente pequeño banco español, tiene una gran presencia como un proveedor de servicios financieros a Internet. Abriendo el camino a la rentabilidad a través de Internet Bankinter dará una gran ventaja competitiva sobre los bancos españoles más grandes y consolidadas. Ann Peralta, director de la red de Internet en Bankinter, debe evaluar si los miles de nuevos clientes llegando de otros portales son rentables para el banco. Per...Desde 8,20 €
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HubSpot: Lower Churn though Greater CHI
Martinez-Jerez, F. Asis; Steenburgh, Thomas; Avery, Jill; Brem, LisaCaso HBS-110052-EContabilidad y controlHubSpot, a web marketing startup is under pressure from VCs to rapidly acquire new customers and to maintain a low level of customer churn. In the case, students explore the drivers of customer churn and uncover opportunities to increase customer retention across the customer selection, selling, and training processes. Students assess a metric, CHI (Customer Happiness Index) which HubSpot uses to predict which customers will churn, and suggest al...Desde 8,20 €
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Web Site Blues (HBR Case Study and Commentary)
Maruca, Regina Fazio; Siegel, David; Carpenter, Candice; Ticoll, David; Rayport, JeffreyArtículo HBS-99209-EMarketingSo far, Rachel Soltanoff's instincts had been right. As CEO in this fictional case study, she had successfully navigated TradeRite Software's transition from a news service for stockbrokers to a $70 million provider of shrink-wrapped software geared toward both brokers and the growing day-trader market. Now a well-financed start-up, Stocknet.com, was testing a very competitive product that traders could download directly over the Web. And TradeRi...Desde 8,20 €
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How Do You Manage an Off-Site Team? (HBR Case Study and Commentary)
Maruca, Regina Fazio; Egan, Robert M.; Miles, Wendy; Birstler, John R.; Klayton-Mi, MargaretArtículo HBS-98405-ELiderazgo y Dirección de personasIn this fictitious case study, HBR editor Regina F. Maruca explores the challenges of managing employees in the alternative workplace. Allison Scher is threatening to quit. Penny Ryan wants to run the team. The manager of these off-site workers, Craig Bedell, feels blindsided by their conflict. And the whole mess has Maggie Pinto, the head of HR, wondering if she should cancel the companywide rollout of the telecommuting program. How did this sit...Desde 8,20 €