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  1. Novartis. Estrategia comercial para el éxito MK1-138

    This interactive case study has been developed for students to apply their knowledge about how to develop a sales strategy and a commercial plan. It takes a practical approach and includes two interactive exercises: The first exercise Launch of Exforge in Spain and the second Launch of Rasilez Galvus & Eucreas in Spain. In both exercises students have to plan the commercial and promotional strategy for these new products as well as for those already existing already in the market.

    Academic Area:
    Marketing & Communications
  2. Solvent S.A. (A) GE1-119-A

    This case is about Solvent S.A. and disputes between its shareholders eventually leading to a shocking turn of events. The beginning of the case gives details about the cement industry as well as information on how the company was started. When the company was founded, the shareholders included family members from the Salazar and Santos family and a family friend, Edgar Dangond. It describes how the there was a lot of trust between the shareholders and there was a family feel.

    But then it goes on to describe how a series of disputes split the shareholders into two groups. The first dispute happened in November 2005, when there was a cash flow problem so the general manager, Dangond’s son, decided to delay the payment of dividends two weeks without informing shareholders. The shareholders were upset about this and included it as a point at their meeting. During this meeting, the general manager’s salary came up and things started to get ugly. While Santos and Dangond considered the salary to be acceptable, Salazar and his family considered it to be totally unrealistic. This split them into two groups.

    The situation continued to go downhill leading to the approval of a new board. After yet another disagreement where Javier Dangond and Juan Santos were accused of working together too closely, Santiago Santos Prado shocked the shareholders during a meeting where he read a letter stating that the company culture had changed and there was no longer trust so he and his son wanted to either sell their shares or to buy more shares until they reached 51% and were no longer the minority.

    Academic Area:
    Entrepreneurship
  3. BBVA SI1-126-M

    BBVA – The Web 2.0 Innovation (Re)-Evolution provides details of the bank’s Innovation and Transformation journey that began in 2007. This case focuses specifically on the Web 2.0 applications that BBVA developed during this period and the part they played in the company's strategy.

    This case is organized through a timeline with video interviews which allow students to review the situation of the company before the Innovation and Transformation journey as well as to consider the challenges that this plan may bring in the future.

    Academic Area:
    Digital Technologies & Data Science | Innovation
  4. BBVA SI1-126-I-M

    BBVA – The Web 2.0 Innovation (Re)-Evolution provides details of the bank’s Innovation and Transformation journey that began in 2007. This case focuses specifically on the Web 2.0 applications that BBVA developed during this period and the part they played in the company's strategy.

    This case is organized through a timeline with video interviews which allow students to review the situation of the company before the Innovation and Transformation journey as well as to consider the challenges that this plan may bring in the future.

    Academic Area:
    Digital Technologies & Data Science | Innovation
  5. Carrera y Carrera SI1-123-M

    Carrera y Carrera is an interactive case about the implementation of an ERP system in a company devoted to traditional jewelry and involved in a process of modernization and internationalization. The case describes the steps of an ERP implementation showing the production process of a piece of jewelry by means of videos and allows the student to simulate the decision making process during an ERP implementation in an interactive exercise.

    The case targets MBA students in the subject of Information Systems & Technologies, related to ERPs, professionals of Information Systems and Technology Programs, as well as students of Programs of the Luxury Sector or Family Business.v

    Academic Area:
    Digital Technologies & Data Science
  6. Novartis. Commercial Strategy for Success MK1-138-I

    This interactive case study has been developed for students to apply their knowledge about how to develop a sales strategy and a commercial plan. It takes a practical approach and includes two interactive exercises: The first exercise Launch of Exforge in Spain and the second Launch of Rasilez Galvus & Eucreas in Spain. In both exercises students have to plan the commercial and promotional strategy for these new products as well as for those already existing already in the market.

    Academic Area:
    Marketing & Communications
  7. ANALYZING THE NONMARKET ENVIRONMENT OF BUSINESS:THE … DE2-114-I

    This technical note introduces a framework for analyzing the nonmarket enviornment of business, i.e. the social, political, regulatory and legal context in which the firm operates.

    Academic Area:
    Strategy | Entrepreneurship | Marketing & Communications
  8. Novartis, commercial strategy for success MK1-138-I-M

    This interactive case was developed so students learn and put into practice their knowledge of developing a business strategy and sales plan. The case presents two interactive exercises which simulate students’ proposed business strategy for facing the commercial challenges the Spanish company Novartis faced in 2008.

    The first exercise corresponds to the launch of Exforge in Spain and the second exercise to the launch of Rasilez, Galvus y Eucreas. In both exercises, the student should plan his/her business strategy for these new products as well as those that already existed on the market. At the end of the exercise, the student will obtain numerical results and graphs of the obtained sales, profitability of the strategy, Share of Voice among others.

    Academic Area:
    Strategy | Marketing & Communications
  9. Novartis, estrategia comercial de éxito MK1-138-M

    This interactive case was developed so students learn and put into practice their knowledge of developing a business strategy and sales plan. The case presents two interactive exercises which simulate students’ proposed business strategy for facing the commercial challenges the Spanish company Novartis faced in 2008.

    The first exercise corresponds to the launch of Exforge in Spain and the second exercise to the launch of Rasilez, Galvus y Eucreas. In both exercises, the student should plan his/her business strategy for these new products as well as those that already existed on the market. At the end of the exercise, the student will obtain numerical results and graphs of the obtained sales, profitability of the strategy, Share of Voice among others.

    Academic Area:
    Strategy | Marketing & Communications
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