Esta web utiliza cookies técnicas, de personalización y de análisis, propias y de terceros, para anónimamente facilitarle la navegación y analizar estadísticas del uso de la web. Obtener más información
Resultados de búsqueda
-
Becton Dickinson & Company: División de Sistemas VACUTAINER (Resumido)
Cespedes, Frank V.; Rangan, V. KasturiCaso HBS-502S25MarketingBecton Dickinson, una empresa fenomenalmente exitosa con una cuota de mercado 80% en el mercado de las agujas de recogida de sangre y jeringas se enfrenta a un cambio en el entorno de compra del cliente (presiones de contención de costos en los hospitales). Esto obliga a una reevaluación de la empresa es altamente exitosa política de producto y estrategia de canal. Uno de los principales clientes de la compañía amenaza con dejarlos por negarse a ...Desde 8,20 €
-
Andrew Sullivan and Faraway Ltd
Cespedes, Frank V.; Godden, AlexCaso HBS-813104-EIniciativa emprendedoraThe "Andrew Sullivan and Faraway Ltd" case series focuses on entrepreneurial selling, and is based on an older case study, "Deaver Brown and Cross River Inc." (9-394-042). It concerns two entrepreneurs, Andrew Sullivan and Hope Abasi, who have designed an innovative pushchair (baby stroller) and, a year later, are looking for an order from a large retailer. The case requires students to prepare, deliver, and evaluate Sullivan's sales calls on two...Desde 8,20 €
-
Cilkray Graphics, Teaching Note
Cespedes, Frank V.; Zalosh, AlisaNota del Instructor HBS-916513-EMarketingTeaching note for case 916512.Desde 0,00 €
-
The Springfield Nor'easters: Maximizing Revenues in the Minor Leagues, Teaching Note
Cespedes, Frank V.; Winig, Laura; Lovelock, Christopher H.Nota del Instructor HBS-2511-EMarketingTeaching Note for 2510Desde 0,00 €
-
Transition at DataCo
Cespedes, Frank V.; Knoop, Carin-IsabelCaso HBS-816058-EIniciativa emprendedoraThe founder of a data analytics company, Stefan Brecht, has several issues with his key business developer and head of marketing and sales, Tamara Smithson. Smithson, an early hire who had been instrumental in building the firm operates as an individual contributor, is hesitant to delegate tasks and clients, and, as Brecht sees it, "often puts client affairs ahead of company needs and procedures." Brecht is evaluating different options for dealin...Desde 8,20 €
-
Cabot Pharmaceuticals, Inc.
Cespedes, Frank V.; Gourville, John T.Caso HBS-510030-EMarketingTraces the 12-year career of a pharmaceutical salesperson, Bob Marsh, from recruitment to termination. Marsh has had an uneven career with Cabot Pharmaceuticals and eventually is asked to resign. Following his termination, a number of Marsh's former customers complain vigorously, and Cabot's vice president of sales is asked to investigate the matter and to decide what, if anything, to do about it. The case raises issues in aligning strategy and s...Desde 8,20 €
-
Succession and Failure (HBR Case Study and Commentary)
Cespedes, Frank V.; Galford, Robert; Bonsignore, Francis N.; Buck, Michelle L.; Younger, Jon; Leppert, ThomasArtículo HBS-R0406A-ELiderazgo y Dirección de personasNorman Windom, the chairman of Tiverton Media, may not know much about the world of popular music, but he does fancy himself a careful planner and a superb judge of managerial talent. That's why he's been grooming COO Sean Kinnane, a Wharton-minted numbers man, to take over an important division, Aleph Records, and one day Tiverton itself. But Derek Solomon, Aleph's 68-year-old CEO and founder, remains a creative force and a father figure to the ...Desde 8,20 €