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How to Sell Services More Profitably
Reinartz, Werner; Ulaga, WolfgangArtículo HBS-R0805F-EDirección estratégicaThis article includes a one-page preview that quickly summarizes the key ideas and provides an overview of how the concepts work in practice along with suggestions for further reading. When products become commodities, manufacturing companies may seek to differentiate themselves with value-added services - a potentially profitable strategy. Unfortunately, companies often stumble in the effort. Reinartz and Ulaga conducted in-depth studies of 18 l...Desde 8,20 €
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cómo vender servicios más rentablemente
Reinartz, Werner; Ulaga, WolfgangArtículo HBS-R0805FDirección estratégicaEste artículo incluye una vista previa de una página que resume rápidamente las ideas clave y proporciona una visión general de cómo los conceptos funcionan en la práctica, junto con sugerencias para la lectura adicional. Cuando los productos se convierten en mercancías, las empresas de fabricación pueden tratar de diferenciarse con servicios de valor añadido - una estrategia potencialmente rentable. Por desgracia, las empresas a menudo tropiezan...Desde 8,20 €
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Scaling a Startup: People and Organizational Issues
Eisenmann, Thomas R.; Wagonfeld, Alison BerkleyCaso HBS-812100-EIniciativa emprendedoraThis note discusses the organizational challenges that startups often encounter as they begin to scale rapidly, along with approaches to addressing these challenges suggested by scholars, investors, and experienced entrepreneurs. The challenges fall into five broad areas: the need to formalize organizational structure; executive transitions; the need for management systems/processes; evolution of the board of directors role; and, preservation of ...Desde 8,20 €
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Dividend Policy at Linear Technology (Spanish version)
Baker, Malcolm P.; Wagonfeld, Alison BerkleyCaso HBS-209S19FinanzasIn 1992, Linear Technology, a designer and manufacturer of analog semiconductors, initiated a dividend. The firm increased its dividend by approximately $0.01 per share each year thereafter. In fiscal year 2002, Linear experienced its first significant drop in sales since its 1986 initial public offering. Sales dropped by 47%, and profits fell by 54%. In the spring of 2003, CFO Paul Coghlan is deciding whether to recommend yet another increase in...Desde 8,20 €