Chiesa de Negri, Cosimo; Paniagua Granados, Francisco Javier; Salazar, Rafael; Tordera, Juan José; Villanueva Galobart, Julián
Over half of companies are seeing the same revenue or less than what they did five years ago, and in a fifth of cases, the decline is more than 25 percent. The companies most affected have been those innovating the least in their sales networks during the economic crisis, according to a survey coordinated by IESE's Cosimo Chiesa and Julián Villanueva.
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Nueno Iniesta, José Luis
Physical stores are losing relevance, as consumers increasingly opt for online, mobile and social channels. However, as a new report on the retail sector asserts, this does not mean the end of physical stores; rather, they need be reinvented to adapt to the new context. IESE Prof. J.L. Nueno identifies the top trends and emerging models that will breathe new life into the retail concept.
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Ferrer, Juan Carlos; Rocha e Oliveira, Paulo; Parasuraman, A.
The hard cost of flight delays came sharply into focus when the European Court rejected appeals by airlines to avoid paying compensation to passengers for late flights. Yet the soft cost of delays may be even more significant than airlines realize, costing them valuable customers, as a new study on the behavioral consequences of repeated flight delays reveals.
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Sauerbronn Jacinto, Rodrigo; Cerquinho, Fábio; Rocha e Oliveira, Paulo
What can a company do when it enters a foreign market that is already dominated by an entrenched market leader? This is a common problem for companies seeking to expand their business to overseas markets. A case study on pipe manufacturer Amanco's struggles to expand its market share in Brazil offers lessons on how companies can take on and even overcome a domestic market leader.
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Heiberg, Gerhard; Fernández Valbuena, Santiago; Ricotta, Eduardo; Nobrega, Jorge; Mesquita, Francisco; Donoso, Lluís; Cerri, Giovanni; da Nóbrega, Guilherme; Aranda, Sergio; Stark, Paulo Ricardo
In this special collection of podcasts recorded during the IESE Global Alumni Reunion held in Sao Paulo, Brazil, in November 2012, several leading experts in the areas of economics, IT, health care, media, marketing, strategy and operations comment on global business trends from the perspective of this fast-growing emerging market.
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González Herrero, Alfonso
How well a firm's reputation and balance sheet hold up in a crisis will depend on how well the firm communicates with stakeholders and with traditional and online media. Experience shows that good crisis management requires forecasting and planning. This article looks at key issues companies must address in order to safeguard their reputations.
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Campoy, David; García Pont, Carlos; Rocha e Oliveira, Paulo
Staging a major sporting event affords the host city a chance to boost its international profile and reputation. Barcelona, for example, is still reaping the positive effects of hosting the 1992 Olympic Games. As Brazil prepares for the 2014 World Cup and the 2016 Olympics, a case study examines what can be learned from the "Barcelona Effect" 20 years later.
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García Pont, Carlos; Rocha e Oliveira, Paulo
The authors reveal the main barriers that will stymie innovation, grouped according to your ability to know, understand and use market information. Overcoming these barriers is possible, if you have the right organizational attitude or mind-set.
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Armelini, Guillermo; Villanueva Galobart, Julián
In their attempts to maximize the impact of their campaigns by using online and social media channels, advertisers should not give up on traditional mass media like television. Indeed, as Julián Villanueva and Guillermo Armelini explain, traditional advertising may hold the key to sparking electronic word of mouth (e-WOM) or viral marketing.
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Capizzani, Mario; Ramirez Huerta, F.J.; Rocha e Oliveira, Paulo
The emerging ranks of consumers in Latin America represent significant opportunities for companies, particularly those in the consumer credit and financial industries. In their paper, "Consumer Credit in Latin America: Trends and Opportunities in Credit and Store Cards," Mario Capizzani, Felipe Javier Ramirez Huerta and Paulo Rocha e Oliveira investigate the trends and prospects for consumer credit growth in the region.
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