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The Art of Reinvention  Premium

Date: 18/09/2017 Author(s): IESE Insight Collaborator(s): Tomàs White, Mònica Document type: Non-refereed article By all accounts, the 80th anniversary exhibition of Pablo Picasso's "Guernica" has been a success, with thousands visiting daily and lines stretching round the block. What makes people want to line up to see an 80-year-old painting that in all likelihood they have seen before, if not in a museum, then in a coffee table book or online? To answer this, ... More information  

Smoothing the Procurement Process  Premium

Date: 18/09/2017 Author(s): Tadelis, Steven Document type: Non-refereed article In large, complex infrastructure projects, problems can arise from the common approaches of the public sector to contracting and award procedures. The rationale underlying contracts and award mechanisms of public procurement processes can lead to cost overruns and project delays. To avoid problems in the procurement of goods and services, the author ... More information   Read related article

How to Make Things Happen in Your Company 

Date: 18/09/2017 Author(s): IESE Insight Document type: Non-refereed article Plus: managing media businesses; when buying CSR doesn't work; financing therapeutic innovation; dodging the boomerang effect; how gold can mitigate losses; why companies turn to tech scouts; New York Times CEO Mark Thompson on listening to the other side. More information  

Better Together 

Date: 18/09/2017 Author(s): Argandoña, Antonio Document type: Opinion "I'm the private sector; you're the public. What can we accomplish together that not only plays to our respective strengths and creates new opportunities for both of us, but that ultimately serves the public -- the clients and customers we exist to serve?" The answers are contained in this magazine. More information  

IESE Insight. Issue 34. Third Quarter 2017  Premium

Date: 18/09/2017 Author(s): IESE Insight Document type: Review The opportunities for value creation double with public-private partnerships (PPPs). Pascual Berrone, Joan E. Ricart, Hugo Ferradans, Miquel Rodriguez and Jordi Salvador outline what businesses bring to PPPs in cities, and they highlight seven forces for success. Steven Tadelis analyzes the award process when public buyers and private suppliers negotiate ... More information  

Comprehensive Maintenance of the Barcelona Ring Roads 

Date: 28/07/2017 Author(s): Ricart, Joan Enric; Trillas, Fancesc; Ferradans, Hugo; Rodríguez Planas, Miquel Editor(s): Cátedra Carl Schroeder de Dirección Estratégica; PPSRC - Public-Private Sector Research Center Document type: Study and Monograph The document discusses the contract signed by Àrea Metropolitana de Barcelona for the maintenance of Barcelona's ring roads as an example of a public-private partnership. It details the tender process and describes the project's characteristics and its impacts. It also explores additional forms of transferring risk to the private sector in similar ... More information  

How to Make Things Happen 

Date: 16/07/2017 Author(s): Muñoz-Seca, Beatriz Document type: Book This book offers models and frameworks to analyze your service delivery systems as a whole. It presents the framework to solve customer problems by delivering the right knowledge at the right time to the right place and take advantage of the efficiency that technology and algorithms offer. Why do so many brilliant plans fail to deliver in practice? ... More information   Read related article

Decisiones comerciales y análisis cuantitativos 

Date: 05/07/2017 Author(s): Segarra, José Antonio Document type: Technical Note Nota para acompañar durante las primeras sesiones de un curso introductorio de dirección comercial, con el objetivo de exponer los aspectos analíticos cuantitativos más básicos. La nota describe los cálculos fundamentales para tomar decisiones de dirección comercial. Se describen los distintos tipos de costes, el margen de contribución y el punto ... More information  

Dynamic Product Rotation in the Presence of Strategic Customers 

Date: 07/2017 Author(s): Bernstein, Fernando; Martínez de Albéniz, Victor Document type: Article in Journal (refereed) Dynamic product rotation is perceived as a useful lever to increase sales. The effect over individual customers is, however, unclear: more choice in the future may induce them to postpone a purchase if the current offer is not sufficiently appealing, hoping to buy a better product in the future; moreover, visiting a store to learn about a new product ... More information  

El desafío: ¿cómo no morir de éxito? 

Date: 27/06/2017 Author(s): Moscoso, Philip Document type: Opinion La solución a la saturación turística no es sencilla y no se limita a un único eje de actuación. Para empezar, debemos cambiar el enfoque: no se trata de gestionar a turistas en una ciudad, sino de gestionar una ciudad turística. More information  
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