Date: 04/2013
Author(s): Chiesa de Negri, Cosimo; Paniagua Granados, Francisco Javier; Salazar, Rafael; Tordera, Juan José; Villanueva Galobart, Julián
Document type: Study and Monograph
Estamos muy satisfechos de poner a su disposición el cuarto estudio realizado por el IESE sobre la gestión de redes de ventas en España. Confiamos en que los resultados de esta encuesta sirvan de reflexión para la mayor profesionalización de nuestras fuerzas comerciales en un entorno como el actual, de fuerte recesión económica, y que dicha profesionalización ...
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Date: 20/12/2012
Author(s): Vila Vilar, Victoriano; Villanueva Galobart, Julián; Poyatos, Juan Miguel
Document type: Case
En este documento se describe la evolución del programa de ventas a cuentas globales de Vodafone España entre los años 2007 y 2012, como continuación del caso del mismo nombre en su versión condensada, M-1297. Se detalla la relación necesaria entre las organizaciones locales y las centrales para asegurar la coordinación de la operación.
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Date: 21/11/2012
Author(s):
Interviewee(s): Rahnema, Ahmad; Káganer, Evgeny; Prats Moreno, Mª Julia; Villanueva Galobart, Julián; Sponsor(s): IESE - International Open Programs
Document type: Interview (Video)
As a business leader in a fast-paced, hypercompetitive market, you probably have little time during your day-to-day activities to explore global trends and their long-term impact on your organization. IESE's Fast Forward Program will allow you to step back, gain perspective, and strategize for the future in an energizing and interactive learning forum. ...
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Date: 11/10/2012
Author(s): Armelini, Guillermo; Villanueva Galobart, Julián
Document type: Non-refereed article
A Nike usou o recurso mais uma vez. Durante a final da Copa da UEFA de futebol de 2012, levou ao ar um comercial de TV no qual talentos promissores entravam em campo contra grandes estrelas do esporte, anunciando que "Minha Hora Chegou". Uma versão mais longa, com conteúdo interativo, pode ser assistida no YouTube. O vídeo recebeu 9 milhões de acessos ...
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Date: 06/2012
Author(s):
Collaborator(s): IESE; Other collaboration: Villanueva Galobart, Julián; Bel, Ignacio; Cebrián, Sebastián; Editor(s): CIEC - Centro Internacional de las Empresas de Comunicación
Document type: Book
El reconocimiento del papel de la Dirección de Comunicación Corporativa se encuentra en la génesis de este libro, una obra que recoge doce casos reales que abordan diferentes situaciones de Comunicación Corporativa -en empresas de distinto tamaño y de diversos sectores-, fruto de la colaboración entre el IESE y Dircom.
Se aborda la gestión de la marca ...
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Date: 02/05/2012
Author(s): Ziskind, Julie Michelle; Villanueva Galobart, Julián
Document type: Case
This case study covers the implementation stage, in March 2011, of the digital paywall by the U.S. paper the New York Times, which was ultimately launched in September 2011. It also provides some background and describes the current challenges facing the newspaper industry in the United States.
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Date: 25/04/2012
Author(s):
Interviewee(s): De la Vega, Ignacio; Villanueva Galobart, Julián; Macció R.; Díaz-Giménez, Javier; Sanchez-Runde, Carlos J.; Done, Adrian A.; Lago Esteban, Alejandro; Berrone, Pascual; Rodríguez Lluesma, Carlos; Sieber, Sandra; Rahnema, Ahmad; Serrano López, Juan; Sponsor(s): IESE - Custom Programs
Document type: Report (Video)
The CMP is a blended custom program designed together with BBVA for the Management Team of the Group, aimed at reinforcing the management competencies of BBVA managers, such as decision making, maintaining a strategic vision and a global mindset. The core content of the program is also specifically aligned with the Group's Corporate strategy and long ...
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Date: 04/2012
Author(s): Armelini, Guillermo; Villanueva Galobart, Julián
Document type: Non-refereed article
Ever since the birth of web 2.0, consumer-controlled, Internet-based technologies, such as blogs, social networking sites, and wikis, have been forcing firms to reconsider their marketing strategies. First, as many studies have shown, younger consumers watch less television as other screens compete for their attention, leading to substantially lower ...
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Date: 15/03/2012
Author(s): IESE Insight
Interviewee(s): Schultz, Howard; Interviewer(s): Villanueva Galobart, Julián
Document type: Interview
When Howard Schultz resumed his role as CEO of Starbucks in 2008, he had his work cut out for him. Yet, by 2010, profits were up again. How did Starbucks achieve such a turnaround? Schultz sat down with IESE Prof. Julián Villanueva at a Continuous Education session on IESE’s Madrid campus to discuss how to perk up a brand.
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Date: 13/03/2012
Author(s):
Interviewee(s): Schultz, Howard; Interviewer(s): Villanueva Galobart, Julián
Document type: Interview (Video)
From the late ’90s onward, Starbucks’ growth seemed unstoppable. But when Starbucks’ performance took a nosedive in 2008, Howard Schultz resumed his role as CEO to help get the company back on track. Now, with profits back up and planned expansions in Brazil and China, how did Starbucks achieve its dramatic turnaround? Schultz sat down with IESE Prof. ...
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