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Telefonica Czech Republic: The Free Revolution (B) 

Date: 25/09/2013 Author(s): Segarra, José Antonio; Valentí, Albert Document type: Case Part B of the case describes what happened eight weeks after the launch of the new Free pricing plans: the decision made by Luis Malvido, CEO of Telefónica Czech Republic; the competition's reaction; the evolution of the market and consumers; new information on the auction, etc. It also presents Telefónica's initial results. More information

Telefonica Czech Republic: The FREE Revolution (A) 

Date: 25/09/2013 Author(s): Segarra, José Antonio; Valentí, Albert Document type: Case The case describes the concerns facing an executive of the Moreno group of companies who is not a member of the owning family when a strategic plan he has presented to the owners is rejected. It also illustrates the role played by the owning family in the governance structure of a family firm. More information

Laboratorio Benati: revitalizando la línea de medicamentos  

Date: 06/09/2013 Author(s): Segarra, José Antonio; Valentí, Albert Document type: Case En abril del 2013, Marco di Lucca, director general del Laboratorio Benati Italia estaba reunido con sus directores analizando el impacto de los últimos cambios legislativos en los resultados de la empresa. Benati era el laboratorio líder en Italia en el mercado dermatológico desde hacía más de una década y había alcanzado una gran reputación entre ... More information

Jets4future and the Sale of Private Jets 

Date: 08/03/2013 Author(s): Segarra, José Antonio; Valentí, Albert; Sanmartí, Franc Document type: Case The case centers on a European distributor of private jets. It explains the specificities and particular problems involved in marketing high-value industrial products: long sales cycle, complex decision-making unit, and significant investment on the part of the customer for the purchase. It discusses the process of customer acquisition and different ... More information
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