Esta web utiliza cookies técnicas, de personalización y de análisis, propias y de terceros, para anónimamente facilitarle la navegación y analizar estadísticas del uso de la web. Obtener más información
Resultados de búsqueda
-
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 €
-
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 €
-
San Leon Energy: Hydraulic Fracturing in Poland
Rice, C; Zagart, A; Myers, ACaso SGSB-IB101-EThis case explores how to manage the political risks of using a controversial energy extraction technology in the European Union. San Leon Energy, an Irish energy firm, was committed to developing large unconventional shale gas reserves in Poland. To reach these reserves, San Leon needed to use a technique called hydraulic fracturing (“fracking”). Pioneered in the United States during the early 2000s, fracking involved pumping a mixture of water...Desde 8,20 €