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Designing Channels of Distribution
Spekman, Robert E.; Farris, Paul W.Nota técnica DARDEN-M-0769-EMarketingThis note addresses the issues that arise and the complexities that must be addressed when designing a channel of distribution. Content includes the definition of a distribution channel, the steps in its design, functional discounting and margin allocation, the role channels play in branding, and recent trends.Desde 8,20 €
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A Better Way to Onboard AI
Babic, Boris; Chen, Daniel L.; Evgeniou, Theodoros; Fayard, Anne-LaureArtículo HBS-R2004C-ETecnologías de la informaciónIn a 2018 Workforce Institute survey of 3,000 managers across eight industrialized nations, the majority of respondents described artificial intelligence as a valuable productivity tool. But respondents to that survey also expressed fears that AI would taDesde 8,20 €
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J. C. Penney: Reinventing Fair and Square Deals (A)
Farris, Paul W.; Wilcox, Ronald T.; Thompson, SylvieCaso DARDEN-M-0835-EMarketingThe new CEO and the new president of the J. C. Penney Company, Inc. (JCP), invigorate the company with a new pricing strategy based on “Everyday Fair Prices.” Is the initial market reaction an indication of likely success? This first part of a two-part case contextualizes the initiative and provides a means of exploring differentiation in an evolving market.Desde 8,20 €
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Designing the Hybrid Office
Fayard, Anne-Laure; Weeks, John; Khan, MahweshArtículo HBS-R2102J-ELiderazgo y Dirección de personasIt's where people build trust through personal interaction, learn the nuances of their job, and build and maintain organizational culture. And it's through random in-person encounters between people from different functions and cultures that many of the most innovative business ideas are born. The authors conclude by showing how design, technology, and management practices can be used to make tomorrow's offices more effective as social, learning...Desde 8,20 €
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Choosing the Right Metrics for Listerine Brand Management in Brazil
Farris, Paul W.; Guissoni, Leandro; Araújo, OlegárioCaso DARDEN-M-0902-EMarketingRonaldo Art, brand manager for J&J's Listerine, reflected on the progress he had made in market penetration for the oral hygiene product from the time he started in the position in 2010 to late 2014. He wanted to develop a long-term strategy for the brand rather than stimulating short-term increases in market share, which could compromise the equity of the brand, its profitability, and its long-term competitive advantage. This case has been used ...Desde 8,20 €
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Quién movió mi cubo
Fayard, Anne-Laure; Weeks, JohnArtículo HBS-R1107HServicios y operacionesLos gestores vez desalienta la interacción informal entre los empleados, viéndolo como una distracción de "trabajo real". Hoy sabemos que los encuentros casuales en el trabajo promueven la cooperación y la innovación, y las empresas elaboran sus planos de planta y culturas con esto en mente. Entonces, ¿por qué sus cuidadosas, los esfuerzos bien intencionados a menudo van mal? El sentido común, resulta que es una guía pobre cuando se trata de dise...Desde 8,20 €