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El caso HBR: Un ardid grande como un toro
Humphreys, John; Ahmed, Zafar U.; Pryor, MildredArticle HBS-R0905BMarketingCuando Chris Knox, un vendedor especializado en la parte superior Fleet Services, voluntarios para ir tras el negocio de Armadillo Gas & Power, decide probar un nuevo enfoque. Después de todo, nadie más del SFS ha tenido éxito con Dale Landry, director financiero de Armadillo. Knox se presenta en el rancho de Landry, pide a fotografiar su amada toro, presenta la foto como un regalo a la esposa de Landry, y los ingenieros de varios otros encuentro...Starting at €8.20
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Renova Toilet Paper: Avant-garde Marketing in a Commoditized Category (Portuguese Version)
Yakov, Bart; Seabra de Sousa, Raquel; Chandon, Pierre; Sweldens, StevenCase INSEAD-5685PT-PPMarketingRenova, a Portuguese toilet paper manufacturer, struggles to survive in a stagnant and widespread market dominated by international giants and private brands. With a view to growing and remaining independent, CEO Paulo Pereira da Silva considers three options 1) private label production, 2) new functional innovations and 3) the launch of black toilet paper. What should he do? And how should the chosen strategy be implemented? Exploring the challe...Starting at €8.20
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Renova Toilet Paper: Avant-garde Marketing in a Commoditized Category - Teaching note (Portuguese Version)
Yakov, Bart; Seabra de Sousa, Raquel; Chandon, Pierre; Sweldens, StevenTeaching Note INSEAD-5685TNPT-PPMarketingTeaching note for the case 5685Starting at €0.00
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World-Class Bull (HBR Case Study)
Humphreys, John; Ahmed, Zafar U.; Pryor, MildredArticle HBS-R0905X-EMarketingWhen Chris Knox, a top salesperson at Specialty Fleet Services, volunteers to go after the business of Armadillo Gas & Power, he decides to try a new approach. After all, no one else from SFS has succeeded with Dale Landry, Armadillo's CFO. Knox shows up at Landry's ranch, asks to photograph his beloved bull, presents the photo as a gift to Landry's wife, and engineers several other encounters before Landry learns that Knox is anything more than ...Starting at €8.20
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World-Class Bull (Commentary for HBR Case Study)
Humphreys, John; Ahmed, Zafar U.; Pryor, MildredArticle HBS-R0905Z-EMarketingWhen Chris Knox, a top salesperson at Specialty Fleet Services, volunteers to go after the business of Armadillo Gas & Power, he decides to try a new approach. After all, no one else from SFS has succeeded with Dale Landry, Armadillo's CFO. Knox shows up at Landry's ranch, asks to photograph his beloved bull, presents the photo as a gift to Landry's wife, and engineers several other encounters before Landry learns that Knox is anything more than ...Starting at €8.20
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How Low Will You Go? (HBR Case Study and Commentary)
Mobley, Mary Edie; Humphreys, John; Brown, John; Frank, Katherine; Narayandas, Das; Rousseau, DeniseArticle HBS-R0604A-EMarketingNo question, Galen McDowell knew how to sell. He quickly hooked a big-league outfit, Kinan Motors, as a potential customer. He invited their representatives to come take a tour of the company and, while they were in town, visit the Red Ruby Club. The Red Ruby? That's a strip club. Galen assured CEO Bob Carlton that it was upscale and full of businesspeople. He said his reps had often made use of the club to woo important accounts away from rivals...Starting at €8.20
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World-Class Bull (HBR Case Study and Commentary)
Humphreys, John; Ahmed, Zafar U.; Pryor, MildredArticle HBS-R0905B-EMarketingWhen Chris Knox, a top salesperson at Specialty Fleet Services, volunteers to go after the business of Armadillo Gas & Power, he decides to try a new approach. After all, no one else from SFS has succeeded with Dale Landry, Armadillo's CFO. Knox shows up at Landry's ranch, asks to photograph his beloved bull, presents the photo as a gift to Landry's wife, and engineers several other encounters before Landry learns that Knox is anything more than ...Starting at €8.20
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Papel higiénico Renova: Marketing vanguardista en la categoría de productos básicos
Yakov, Bart; Seabra de Sousa, Raquel; Chandon, Pierre; Sweldens, StevenCase INSEAD-5685SPMarketingRenova, empresa portuguesa fabricante de papel higiénico, está luchando por la supervivencia en un mercado de productos básicos estancado y dominado por gigantes internacionales y marcas blancas. Para crecer y mantener su independencia, su director general, Paulo Pereira da Silva, está considerando tres opciones: 1) fabricar una marca blanca, 2) innovaciones funcionales nuevas, y 3) lanzar un papel higiénico negro. ¿Qué debería hacer? ¿Y cómo deb...Starting at €8.20
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Papel higiénico Renova: Marketing vanguardista en la categoría de productos básicos - Nota del Instructor
Yakov, Bart; Seabra de Sousa, Raquel; Chandon, Pierre; Sweldens, StevenTeaching Note INSEAD-5685TNSPMarketingRenova, empresa portuguesa fabricante de papel higiénico, está luchando por la supervivencia en un mercado de productos básicos estancado y dominado por gigantes internacionales y marcas blancas. Para crecer y mantener su independencia, su director general, Paulo Pereira da Silva, está considerando tres opciones: 1) fabricar una marca blanca, 2) innovaciones funcionales nuevas, y 3) lanzar un papel higiénico negro. ¿Qué debería hacer? ¿Y cómo deb...Starting at €0.00