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Europa Group Seguros, S. A.: Estrategia Go-To-Market
Font, Vicente; González, JorgeCaso M-1378MarketingEuropa Group Seguros (EGS), filial española de una compañía de seguros alemana, tiene que decidir qué hacer con la fuerza de ventas directa lanzada el año anterior. Los primeros resultados no son concluyentes. Al decidir, deberá tener en cuenta que desde la sede le han reclamado un crecimiento constante. Algunos de los miembros del equipo operativo de EGS señalan que sería mejor para la compañía invertir en la red de agentes tradicional, mientras...Desde 8,20 €
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ArteOliva
González, Jorge; Segarra, José AntonioCaso M-1132-EMarketingArteOliva has launched a new extra virgin olive oil, packaged in cartons. After the product has been on the market for a few months, management decides to launch a TV advertising campaign to make consumers more aware of its benefits.Desde 8,20 €
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Market Segmentation
González, JorgeNota técnica MN-400-EMarketingThe consumer's needs; providing good customer service: without a doubt, these concepts expressed by Theodore Levitt (1960) almost 60 years ago are at the core of the field of marketing. Considering the customer as the focal point of all commercial efforts quickly leads us to the realization of another equally important reality, namely that a "customer," in the abstract, does not exist. There are a host of specific customers-each with their own pe...Desde 8,20 €
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Anuntis and Anuntis.com
Segarra, José Antonio; González, JorgeCaso M-1120-EMarketing, Tecnologías de la informaciónThe Anuntis group published classified advertisement papers in various cities in Spain. In early 2000 the company's managers were weighing up a number of growth options. One issue was how to transfer their business model to the Internet. Another was the proposal to launch umbrella brands for the group's publications. Lastly, they had to decide on an internationalization strategy for Latin America.Desde 8,20 €
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Defining the Marketing Strategy
González, JorgeNota técnica MN-410-EMarketingThis introductory note defines the main elements involved in developing a marketing strategy. First, the various market actors are introduced, and two key analyses for understanding supply and demand - the value proposition and customer segmentation- are identified. Second, the two dimensions that determine choice of market - the target customer and positioning - are presented. Finally, the main components of operational decisions at the commerci...Desde 8,20 €
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SEUR: Digitalizing Express Shipping
Foncillas, Pablo; González, JorgeCaso M-1309-EDirección estratégica, Marketing, Tecnologías de la informaciónThe heads of marketing at SEUR (Servicio Urgente de Transportes; "Urgent Shipping Service" in English) were ready to present in the meeting room the results of the first six months since the relaunch of the company's new website. They had recently opted for promoting a website with a clear transactional focus. The meeting had been called to examine some aspects of the new site's performance, such as how sales were evolving with respect to target...Desde 8,20 €
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The Captor Opportunity
Valentí, Albert; González, Jorge; Ernest MendozaCaso M-1380-EMarketingCaptor Materials is a company founded and managed by Ernest Núñez. The main asset of Captor Materials was a patented absorbent technology for the removal of nitrogen oxides (NOx) with an unprecedented high yield, which Núñez himself had developed years earlier. An accumulated exposure to NOx causes gradual health deterioration and eventually death. Núñez and his team had identified three main markets for Captor, on which the development and com...Desde 8,20 €
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Market Selection: Target Customers and Positioning
González, JorgeNota técnica MN-412-EMarketingMarket selection involves a greater commitment than any other marketing decision and consists of two parts: 1) selection of the target customer, and 2) positioning. This technical note outlines the main criteria for selecting a target customer and offers a series of recommendations on how to define positioning. Finally, an overview of the key concepts of strategic analysis required to evaluate the sustainability of positioning is provided.Desde 8,20 €
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Mármoles del Sur, S.A. (A). Novamármol
González, Jorge; Segarra, José AntonioCaso M-1162-EFinanzas, MarketingA group of businessmen, advised by a wealth manager, must decide on taking an equity stake in a marble fabrication company. The company has a patent and a productive process that could revolutionize the traditional marble sector. The factors determining the valuation of the business are under debate with the current family owners and the group of interested entrepreneurs and managers. The challenge is to assess the business opportunity of this ne...Desde 8,20 €
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The Shubert Organization: The Show Must Go On (condensed)
Beech, María Alejandra; Villanueva, Julian; González, JorgeCaso M-1240-EMarketingIn January 2009, Bob Wankel sat in his office at the historic Sardi's building on 44th Street, New York, as he considered the challenges ahead: several Broadway shows were closing, and a severe economic downturn threatened future productions. Many were calling for changes in the theater industry, and the Shubert Organization (where Mr. Wankel had worked for 33 years) had recently lost its Chairman, Gerald Schoenfeld. As the firm's new President a...Desde 8,20 €