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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 €
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The Panic of 1861 and the Advent of Greenbacks and National Banking (B)
Bruner, Robert F.; Caires, Michael T.Caso DARDEN-F-1823-EFinanzasSet in 1870, the B case describes Chief Justice Samuel P. Chase's opinion in Hepburn v. Griswold, which challenged the constitutionality of a national fiat currency. The B case also discusses reactions to the ruling and subsequent court decisions.Desde 5,74 €
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The Financial Crises of the 1890s and the High Tide of Populism (A)
Bruner, Robert F.Caso DARDEN-F-1831-EFinanzasSet in November 1896, the case describes the views of the two leading candidates for US president, William Jennings Bryan and William McKinley, along with those of three other figures: J. P. Morgan, Mary Elizabeth Lease, and Eugene Debs. The task for the student is to assess the role of money and financial crises in the evolving political landscape—these five people reflect policy positions across the political spectrum. The main controversy in t...Desde 8,20 €
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The Financial Crises of the 1890s and the High Tide of Populism (B)
Bruner, Robert F.Caso DARDEN-F-1832-EFinanzasThe A case describes the views of the two leading candidates for US President, William Jennings Bryan and William McKinley, along with those of three other figures: J. P. Morgan, Mary Elizabeth Lease, and Eugene Debs. The task for the student is to assess the role of money and financial crises in the evolving political landscape – these five people reflect policy positions across the political spectrum. The main controversy in the case is whether...Desde 5,74 €
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The Panic of 1861 and the Advent of Greenbacks and National Banking (A)
Bruner, Robert F.; Caires, Michael T.Caso DARDEN-F-1822-EFinanzasSet in 1870, the case describes the situation of Supreme Court Chief Justice Salmon P. Chase, who must render an opinion in Hepburn v. Griswold, which challenges the constitutionality of the creation of a national fiat currency, so-called greenbacks. In 1862, Chase was Secretary of the Treasury in Abraham Lincoln’s administration and reluctantly endorsed creating the greenbacks. Now, eight years later, he still harbors misgivings. The task for th...Desde 8,20 €
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Fonderia del Piemonte S.p.A - Teaching Note
Bruner, Robert F.; Schill, Michael J.Nota del Instructor DARDEN-F-1764TN-EFinanzasTeaching note for product F-1764Desde 0,00 €
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Fonderia del Piemonte S.p.A.
Bruner, Robert F.; Schill, Michael J.Caso DARDEN-F-1764-EFinanzasThe managing director of this specialty foundry must decide whether to approve a major investment to automate part of her plant’s production process. The case presents information sufficient to build cash-flow forecasts of production costs incremental to this investment. Discounted cash flow (DCF) analysis reveals that this investment project is attractive but that the benefits hinge on important assumptions about the plant’s business volume, the...Desde 8,20 €