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First Boston's Union Carbide Deal: Acquiring a New Client, Teaching Note
Eccles, Robert G.; Rossano, PenelopeNota del Instructor HBS-411090-EServicios y operacionesTeaching Note for 897201.Desde 0,00 €
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Rebranding at Oliver Wyman Group, Teaching Note
Eccles, Robert G.; Rossano, PenelopeNota del Instructor HBS-412017-ELiderazgo y Dirección de personasTeaching Note for 409055.Desde 0,00 €
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a-connect: In Search of Talent Partners (A) and (B), Teaching Note
Eccles, Robert G.; Rossano, PenelopeNota del Instructor HBS-412014-ELiderazgo y Dirección de personasTeaching Note for 409036 and 411085.Desde 0,00 €
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Macsa: la venta de proyectos
García Pont, Carlos; Rocha e Oliveira, PauloCaso M-1287MarketingLa fuerza de ventas de MACSA ha sido exitosa en la venta de impresoras, lásers y máquinas de etiquetado durante décadas. La reciente incorporación de proyectos en la oferta de la empresa requiere una nueva estrategia de ventas. Este caso trata los desafíos a que se enfrentan los directivos de la empresa en la elaboración e implementación de esta nueva estrategia.Desde 8,20 €
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Macsa: Making the Transition from Products to Projects
García Pont, Carlos; Rocha e Oliveira, Paulo; Valadas, JorgeCaso M-1255-EMarketing, Servicios y operacionesMACSA competed in the coding and product identification industry, as it proportioned firms with the ability to trace all of its products form raw material to the end consumer. Their traditional strategy had been to sell "products" such as ink-jet printers, lasers, and labeling machines. In recent years, the company started to sell "projects" which included machines, software, and consulting. The case describes the challenges faced by the CEO and ...Desde 8,20 €
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Mittal's Pursuit of Arcelor (A)
Healy, Paul M.; Rossano, PenelopeCaso HBS-114056-EContabilidad y controlLakshmi Mittal, CEO of Mittal Steel, a UK-based company with Indian roots, took advantage of a weakened Arcelor that had successfully won a bidding war for Canadian steel company Dofasco, with an unsolicited bid to buy the company. Mittal's plans for acquiring Arcelor were initially thwarted by concerted opposition from Arcelor's board and several European governments. To Mittal's further surprise, on May 26, Arcelor orchestrated a merger with th...Desde 8,20 €