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ANA (A) and (B), Teaching Note
Chung, Doug J.Nota del Instructor HBS-516063-EMarketingTeaching note for cases 515034 and 516054.Desde 0,00 €
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Kjell and Company: Motivating Salespeople with Incentive Compensation (A), (B), (C), and (D), Teaching Note
Chung, Doug J.Nota del Instructor HBS-519100-EMarketingTeaching note for cases 517090, 517133, 519095, and 519096.Desde 0,00 €
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Outotec (A): Project Capture
Dolan, Robert J.; Chung, Doug J.Caso HBS-514064-EMarketingOutotec was a market leader in providing mining solutions to large mining companies. The company's specialization and proprietary technology created value for its customers and helped the firm differentiate from its competitors. Yet, Outotec was not pricing or marketing its solutions in a way that took advantage of its distinct capabilities and value-add. Outotec used a cost-based (inside/out) pricing policy, which was the industry norm. As a res...Desde 8,20 €