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Olympia Machine Company, Inc. (Spanish Version)
Cespedes, Frank V.; Shapiro, Benson P.Case HBS-709S04MarketingEl equipo de dirección de un proveedor de equipos industriales está debatiendo método para compensar los vendedores de la compañía. Diferentes ejecutivos han ofrecido diferentes alternativas al método actual de salario fijo más los gastos. Cada opción tiene diferentes implicaciones para la estrategia de negocios, organización, sistemas de control, y los requisitos de gestión de ventas. Como resultado, el caso plantea cuestiones y análisis pertine...Starting at €8.20
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SafeBlend Fracturing (Spanish version)
Shapiro, Benson P.; Cespedes, Frank V.; Zalosh, AlisaCase HBS-915S14MarketingThe CEO of SafeBlend Technologies must set a price for the company's environmentally friendly fracturing fluid additive. The firm is negotiating a new contract with its biggest client, Bristol Natural Gas. For the past two years, SafeBlend has been the sole provider of additives to Bristol due to aggressive negotiation and limited competition. New competitors are entering the market, and the CEO believes one competitor is prepared to offer Bristo...Starting at €8.20
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Cumberland Metal Industries (C): Model Year 1979 Negotiations with Beta Motors (Spanish Version)
Shapiro, Benson P.; Cline, Craig E.Case HBS-518S26MarketingDiseñado como un caso (b) la clase lado de salida después de la discusión de la (A) y.Starting at €5.74
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Milford Industries (A) (Spanish version)
Shapiro, Benson P.; Dolan, Robert J.Case HBS-502S06MarketingThe new district sales manager for a tool company must determine how to get his district "back on track." The case presents various qualitative and quantitative information on the salespeople. Teaching objectives include the specification of the tasks of a district sales manager and the sales analysis helpful to him in his job. A rewritten version of an earlier case series.Starting at €8.20
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Ti-Tech (B)
Shapiro, Benson P.; Gourville, John T.Case HBS-508096-EMarketingThis case concerns the selection and scheduling of orders by a small industrial titanium fabricator that recently has been plagued by poor deliveries and a lack of capacity. At the time of the case, Ti-Tech must decide which of four orders to accept, with capacity making it impossible to accept all four. Each order represents a different mix of labor, revenues, and potential future work. The case forces the student to choose among the four orders...Starting at €5.74
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Hearts on Fire--Brand Development Manager
Cespedes, Frank V.; Shapiro, Benson P.Case HBS-709436-EMarketingHearts On Fire, a successful branded diamond producer, established the position of Brand Development Manager (BDM) to build the company's presence, sales, and relationships with its retail customers. After 1 year, the CEO, CFO and President must evaluate the impact of the BDM on retail customers, the type of person required to be successful in this position, internal coordination issues with the company's sales force, and the financial returns ve...Starting at €8.20
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Pricing, Profits and Customer Value
Cespedes, Frank V.; Shapiro, Benson P.; Ross, Elliot B.Case HBS-811016-EStrategyThis note discusses how some firms (start-ups and established companies) maximize customer value and profits via their pricing processes. It is aimed at companies that compete on the basis of performance initiatives rather than absolute cost advantages and low price. It is suitable for use in courses or modules in Pricing, Entrepreneurial Management, Strategy, or Marketing.Starting at €8.20
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Recuperaciones Unidas y Nacional Aurea, S.A.
Miravitlles, L.; Nueno, José Luis; Serra, FernandoCase P-586-EService and Operations ManagementStarting at €8.20
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Barna Biológica, S.A. (B)
Baxter, E.; Nueno, Pedro; Serra, Fernando; Yragui J.Case P-503-EService and Operations ManagementStarting at €5.74
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IPRESA - Instrumentos de Precisión, S.A. (C)
Álvarez Alvarez, José Luis; Serra, FernandoCase P-614Service and Operations ManagementPequeña empresa española que ha pasado por un proceso de adquisición de nuevas tecnologías, se plantea qué estrategia tecnológica seguir en el futuro, desde las escasas capacidades internas, tanto técnicas como de recursos humanos.Starting at €5.74