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Procter & Gamble, Innovating the "Un-P&G" Way: The Importance of the Value Proposition in Your Company's Reverse Innovation Strategy
Govindarajan, Vijay; Trimble, ChrisCapítulo de Libro HBS-9200BC-EChapter 6 of "Reverse Innovation: Create Far from Home, Win Everywhere" shows how P&G has adapted its innovation strategy for a global market by focusing on the value proposition first and actual R&D and product development second. The chapter tells the story of how P&G's local growth team in Mexico created a brand of feminine products that addressed local consumers' particular needs, overcoming their company's organizational orthodoxy and deeply...Desde 8,20 €
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Who's Your Most Valuable Salesperson
Kumar, V; Sunder, Sarang; Leone, Robert P.Artículo HBS-R1504D-EU.S. businesses spend $800 billion annually on sales force compensation and another $15 billion on sales training. Yet the backward-looking metrics they rely on (such as revenue generated) to gauge the impact of this spending provide limited insight into how a salesperson will do going forward and what types of training and incentives will be most effective. As a result, many companies misallocate sales force investments. The authors worked with ...Desde 8,20 €
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How Valuable Is Word of Mouth
Kumar, V; Petersen, Andrew; Leone, Robert P.Artículo HBS-R0710J-EMarketingThis 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. The customers who buy the most from you are probably not your best marketers. What's more, your best marketers may be worth far more to your company than your most enthusiastic consumers. Those are the conclusions of professors Kumar and Petersen at the University ...Desde 8,20 €
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quéé valor tiene el "boca a boca"
Kumar, V; Petersen, Andrew; Leone, Robert P.Artículo HBS-R0710JMarketingEste 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. Los clientes que compran la mayor parte de usted probablemente no son sus mejores vendedores. Lo que es más, sus mejores vendedores pueden ser mucho más valor a su empresa a sus consumidores la mayoría de los entusiastas. Esas s...Desde 8,20 €
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Deere & Company Plows Under the Past: How (Sometimes) Playing the Underdog Can Lead to Winning Innovations in Emerging Markets
Govindarajan, Vijay; Trimble, ChrisCapítulo de Libro HBS-9209BC-EChapter 8 of "Reverse Innovation: Create Far from Home, Win Everywhere" describes farm equipment maker Deere & Company's false start in India and its impressively painstaking and disciplined effort to get back on track. The chapter details how the company learned to behave like an underdog and an upstart despite its celebrated global brand. *About the book:* A New York Times, Wall Street Journal, USA Today, Amazon, and Barnes & Noble bestseller. ...Desde 8,20 €
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A Research Agenda: The Methods and Research Behind "Reverse Innovation"--and What's Next
Govindarajan, Vijay; Trimble, ChrisCapítulo de Libro HBS-9217BC-EAppendix B of "Reverse Innovation: Create Far from Home, Win Everywhere" describes the theoretical methodology behind the book, shows how it builds on past work, and suggests important new directions for future academic research under three major headings: research on innovation, developed-world multinationals, and emerging-market competitors. *About the book:* A New York Times, Wall Street Journal, USA Today, Amazon, and Barnes & Noble bestselle...Desde 8,20 €
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EMC Corporation, Planting Seeds: Preparing Your Company for Successful Innovation in Emerging Markets
Govindarajan, Vijay; Trimble, ChrisCapítulo de Libro HBS-9201BC-EChapter 7 of "Reverse Innovation: Create Far from Home, Win Everywhere" introduces the first steps of organizational change necessary in order to capitalize on the shift of innovation to emerging markets. The chapter discusses the three steps behind the emerging-market innovation successes of EMC, a leading vendor of data-storage hardware, software, and services. *About the book:* A New York Times, Wall Street Journal, USA Today, Amazon, and Barn...Desde 8,20 €
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Partners In Health's Radical Model for Care: Adapting Emerging-Market Healthcare Innovations to Rich-World Populations
Govindarajan, Vijay; Trimble, ChrisCapítulo de Libro HBS-9211BC-EChapter 12 of "Reverse Innovation: Create Far from Home, Win Everywhere" reveals the steps needed to bring an innovation conceived in an emerging market back to an established economy. It details the challenges overcome by Boston-based global health organization Partners In Health as it applied solutions developed through its work in Haiti and Peru to the poorest citizens of Boston. *About the book:* A New York Times, Wall Street Journal, USA Tod...Desde 8,20 €
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The Future Is Far from Home: An Introduction to Reverse Innovation
Govindarajan, Vijay; Trimble, ChrisCapítulo de Libro HBS-9174BC-EChapter 1 of "Reverse Innovation: Create Far from Home, Win Everywhere" reveals a growing trend in which highly innovative products flow from emerging economies to developed ones. The chapter lays out this enormous and critical opportunity for business, both by sharing the relevant socioeconomic data and by telling stories--describing the little-known South Asian background behind the development of PepsiCo's Gatorade, how Wal-Mart's adaptations ...Desde 8,20 €
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The Five Paths of Reverse Innovation: Creating a Strategy That Fosters Innovation Far from Home and Enables Your Company to Win Everywhere
Govindarajan, Vijay; Trimble, ChrisCapítulo de Libro HBS-9192BC-EChapter 2 of "Reverse Innovation: Create Far from Home, Win Everywhere" reveals how your organization's global strategy must account for the shift of innovation to the developing world--and how those innovations can then be brought back home, as with GE Healthcare's Vscan ultrasound technology, originally created for a price-conscious Chinese market and brought to the United States as a low-cost scanner for every physician's pocket. The authors a...Desde 8,20 €