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Maha Research Labs: Sales Force Effectiveness
Sandeep Puri; Rakesh Singh; Bindu Gupta; Shraddha PuriCase IVEY-W27721-EKnowledge and Communication, MarketingIn January 2022, Maha Research Labs Private Limited (MRL) needed to boost its sales force effectiveness (SFE). Due to the COVID-19 pandemic, MRL experienced losses in sales revenue and saw dwindling profits through 2020 and 2021. The pandemic had changed the sales ecosystem of the pharmaceutical industry, with many physicians and retailers now preferring online sales presentations. MRL’s managing director was concerned about the increased marketi...Starting at €8.20
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La revolución del retail. Cómo afrontar el futuro omnicanal ante la difusa frontera entre la compra física y online
IESE InsightDossier 76197Marketing, Service and Operations ManagementLa digitalización, la pandemia, la crisis climática, la disrupción de las cadenas de suministro y la inflación han sacudido el comercio minorista. Pese al empeño por volver a la normalidad, en ese sector no existe tal cosa. Ahora que la frontera entre la compra física y online se difumina, ¿cómo pueden los minoristas afrontar el futuro omnicanal? Incluye entrevistas a Óscar García Maceiras (Inditex), Eva Kruse (Pangaia), Claire Bergkamp (Textile ...Starting at €15.00
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25 Game Changers: Insights From IESE Insight
IESE InsightArticle ART-2710-EDecision Analysis, Entrepreneurship, Information Technologies, Innovation and Change, Leadership and People Management, Marketing, StrategyIn celebration of our 25th edition, we have compiled 25 top insights by IESE professors published since the magazine's inception. Here we offer six years' worth of insights that, if put into practice, will have a deep, positive, lasting impact on your management and the world in which you operate. So read on!Starting at €8.20
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IESE Insight. Issue 32. First Quarter 2017
IESE InsightMagazine REV-69-EInformation Technologies, Innovation and Change, Leadership and People Management, Marketing, StrategyTech is changing how we do business. Break out of your bubble and learn to manage better in a digital age. Julián Villanueva and Luis Ferrándiz explain the best practices and missteps on the Stairway to Digitalization. Íñigo Gallo and Claudia Townsend highlight the critical differences between how material and experiential goods are evaluated and consumed. Bernd Skiera and Daniel M. Ringel describe how they used clickstream data to yield informat...Starting at €22.00
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Laurs & Bridz: Human Resource Policies for Sales Personnel - Teaching Note
Sandeep Puri; Bindu GuptaTeaching Note IVEY-8B18A006-EMarketingTeaching note for product 9B18A006.Starting at €0.00
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Pasaporte al éxito global
IESE InsightArticle ART-2591Knowledge and Communication, Leadership and People Management, Marketing, StrategyY además: la visión del presidente de Time Warner sobre la neutralidad de Internet, el peso de la relación previa a la hora de negociar, las oportunidades del marketing digital local, claves al asumir un nuevo cargo, el atractivo de España para las empresas extranjeras, los riesgos del greenwashing y la mejor fórmula para corregir una injusticia laboral.Starting at €8.20
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Passport to Global Success
IESE InsightArticle ART-2591-EKnowledge and Communication, Leadership and People Management, Marketing, StrategyPlus: Time Warner's Jeff Bewkes on net neutrality; contract negotiation time; local digital marketing; preparing for an executive role; reasons for optimism in Spain; greenwashing; three powerful remedies to restore justice for organizational wrongdoing.Starting at €8.20
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IESE Insight. Issue 2. Third quarter 2009
IESE InsightMagazine REV-2-EAccounting and Control, Business Ethics and Corporate Social Responsibility, Corporate Governance, Decision Analysis, Economics, Entrepreneurship, Finance, Information Technologies, Innovation and Change, Knowledge and Communication, Leadership and People Management, Marketing, Service and Operations Management, StrategyThis edition of the IESE Insight review shows how working together with others can multiply your company¿s own best effort. A study by Kathleen M. Eisenhardt (Stanford) and Pinar Ozcan (IESE) reveals how even small firms with few resources can use strategic alliances to strengthen their market position, gain new capabilities and resources, and grow during difficult times. Thomas Vollmann and Carlos Cordón (IMD) present a tested process to ...Starting at €22.00
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IESE Insight. Issue 14. Third Quarter 2012
IESE InsightMagazine REV-34-EInnovation and Change, Knowledge and Communication, Leadership and People Management, Marketing, StrategyJay Rao (Babson) defines his terms, so that everyone understands exactly what is meant by the discipline of innovation, before trying to put it into practice. IESEs Carlos García Pont & Paulo Rocha e Oliveira reveal the barriers that prevent organizations from having a market mind-set, which is essential for maintaining a cycle of innovation. Robert G. Cooper (Michael G. DeGroote School of Business, McMaster University) identifies five vectors t...Starting at €22.00
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IESE Insight. Issue 15. Fourth Quarter 2012
IESE InsightMagazine REV-36-EAccounting and Control, Business Ethics and Corporate Social Responsibility, Economics, Entrepreneurship, Finance, Innovation and Change, Knowledge and Communication, Leadership and People Management, Marketing, StrategyClaus Rerup (Richard Ivey School of Business) presents a framework for companies to improve their capability to pick up on signals that impending crises give off before they happen. The corporate communications consultant Alfonso González-Herrero looks at the key issues that companies must address, with forecasting and planning, in order to safeguard their reputations. IESE's José R. Pin provides a guide to help managers lead and communicate, so ...Starting at €22.00