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Hewlett Packard Enterprise: The Dandelion Program
Pisano, Gary P.; Austin, Robert D.Caso HBS-617016-ELiderazgo y Dirección de personasThis case describes Hewlett Packard Enteprise's "Dandelion Program," which has developed a new service offering for the company's clients by drawing on the special talents of people with autism. The company has deployed "pods" organized around 8 or 9 employees with autism, to function as high performance mini-ecosystems, which have turned out to be 30% more effective than average service teams (in some areas). The case centers around questions of...Desde 8,20 €
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SAP SE: Autism at Work
Pisano, Gary P.; Austin, Robert D.Caso HBS-616042-ELiderazgo y Dirección de personasThis case describes SAP's "Autism at Work" program, which integrates people with autism into the company's workforce. The company has a stated objective of making 1% of its workforce people with autism by 2020. SAP's rationale for the program is based on the belief that "neurodiversity" contributes to the company's overall innovative capabilities ("We believe that innovation comes from the edges.") Thus, the program is not viewed as a subsidized ...Desde 8,20 €
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Neurodiversity as a Competitive Advantage
Austin, Robert D.; Pisano, Gary P.Artículo HBS-R1703F-EMany people with neurological conditions such as autism spectrum disorder and dyslexia have extraordinary skills, including in pattern recognition, memory, and mathematics. Yet they often struggle to fit the profiles sought by employers. A growing number of companies, including SAP, Hewlett Packard Enterprise, and Microsoft, have reformed their HR processes in order to access neurodiverse talent--and are seeing productivity gains, quality improve...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 €