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Carlyle Japan (C)
Godes, David B.; Egawa, Masako; Yamazaki, MayukaCaso HBS-508094-EMarketingThis is a supplement to the (A) and (B) cases. It documents the shift in Carlyle's networking strategy. The firm decreased its focus on building contacts in commercial banking an increased instead the focus on building more contacts with industry directly.Desde 5,74 €
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EFI, Inc. (C)
Godes, David B.; Barley, LaurenCaso HBS-508046-EMarketingThis is a follow-on case to EFI, Inc. (A) and (B). It reports on the sales force's response to the new plan and provides some data as to their performance in the quarters immediately following the implementation of the new plan.Desde 5,74 €
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EFI, Inc. (A)
Godes, David B.; Barley, LaurenCaso HBS-508044-EMarketingEFI has a unique sales compensation challenge. They cannot allocate sales credit for their core product to individual salespeople. So, they've historically paid the sales force as a team. This has worked out fine, since they've been a near-monopoly seller of a single product category. However, this has changed. Not only are they facing new competition in their core product bu they also have diversified into other products that allow them to ident...Desde 8,20 €
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Customer Referencing: Three Programs
Godes, David B.Caso HBS-508101-EMarketingThis case for faculty only. It is not approved for student use. Three different reference programs are presented (IBM, AMdocs, VMware). Students can assess the applicability of each of the approaches to various contexts. This case allows for a discussion of "word of mouth" communication in a B2B setting. For a number of reasons, word of mouth doesn't flow as naturally in these settings as compared with consumer domains. Thus, firms need to manag...Desde 8,20 €
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Blogging at BzzAgent, Teaching Note
Godes, David B.Nota del Instructor HBS-508118-EMarketingTeaching Note for [508102].Desde 0,00 €
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Blogging at BzzAgent
Godes, David B.Caso HBS-508102-EMarketingTo maximize their effectiveness, color cases should be printed in color. BzzAgent is a word-of-mouth marketing firm. The founder, Dave Balter, sees blogs as an important way to communicate BzzAgent's unique positioning: transparency. He sees the firm's blog--the BeeLog--as a way for the firm to participate in conversations with clients, employees, and "agents." However, he has been unhappy with the level of interaction the blog has been generatin...Desde 8,20 €
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Managing the Sales Function, Module Note -- INSTR
Godes, David B.Nota del Instructor HBS-508099-EMarketingInstructor's guide - not available for classroom use. This is a module note for instructors for the module titled, "Managing the Sales Function"Desde 0,00 €
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Butler, Shine, Stern & Partners
Godes, David B.Caso HBS-508043-EMarketingTo maximize their effectiveness, color cases should be printed in color. Selling an intangible like advertising services is a difficult task. The first step is to understand how brands buy these services. What are they looking for? What do they need to learn? How do they go about assessing things like creativity, trust, and loyalty? This set of cases puts the students into the roles of the seller (an advertising agency named Butler, Shine, Stern ...Desde 8,20 €
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Hasbro Games--Pox (A) and (B), Teaching Note
Ofek, Elie; Godes, David B.Nota del Instructor HBS-508112-EMarketingTeaching Note for [505046] and [505047].Desde 0,00 €
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Carlyle Japan (A)
Godes, David B.; Egawa, Masako; Yamazaki, MayukaCaso HBS-508092-EMarketingTamotsu Adachi, Managing Director of Carlyle Japan, wants to formulate a strategy to improve his firm's ability to source high-quality deals at competitive valuations, or prices. Buyout funds like Carlyle typically have two deal phases: sourcing and monitoring. These correspond to (i) "selling" the benefits to a business owner of going with Carlyle as a buyout partner, and then (ii) increasing the value of that business following the buyout. Sinc...Desde 8,20 €