Muxxic Latina

Academic Archive , IESE Cases

Muxxic Latina, the international recording company created by PRISA and Universal Music Group for the purpose of establishing a joint presence in the booming U.S.Latin music market, not only wants to create a uniform platform with which to penetrate Spanish-speaking countries, but also they want to actively participate in the globalisation of contemporary music...
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Teléfonos de México, S.A. de C.V. and the Prodigy Internet Plus decision

Academic Archive , IESE Cases

The case analyzes the strategy Telmex must follow in order to increase the customer base of its ISP service in Mexico. The low disposable income of the Mexican population and the inability to afford computers must be taken into account. The company must also consider its recent acquisition of Prodigy (one of the leading...
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Zara’s Scours World For Trends, Then Makes Clothes

The Wall Street Journal

"I've seen millions of plants, but never one like Zara's," says Jose Luis Nueno, a professor of retailing at IESE, the graduate business school at Spain's University of Navarre. Mr. Nueno carried out a four-year study of sales at Zara. "In terms of technology and industrial production, they are way ahead." Zara takes only four...
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Lastminute.com

Academic Archive , IESE Cases

Various aspects of lastminute.com are analysed: the increase in the asking price for the shares just prior to the company’s IPO; the threat of disintermediation; the low conversion rate of subscribers into active customers; and the general evolution of its business model (the entrepreneurs are aiming to reduce their dependence on sales of intermediation...
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Condisline.com

Academic Archive , IESE Cases

Condisline.com, the Condis supermarket chain’s online store, is already operational in Catalonia. The case analyses the company’s strategy to expand the service to the rest of Spain.   Arasa, Oriol; Nueno Iniesta, José Luis; wrote this case published in IESE Publishing, January 10th, 2001 Go to case
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Inditex S.A.

Academic Archive , IESE Cases

The case describes the Inditex business model and its key success factors, as well as the challenges facing the group in the future and the opportunities open to other retailers. An analysis is given of alternative growth strategies and the competitors in the market segment. The case provides interesting documentation on the Inditex group....
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Recreational Equipment Incorporated (REI)

Academic Archive , IESE Cases

Dave Towe, manager of the San Diego area store for Recreational Equipment Incorporated, sighed as he read the morning paper. The article made public what Dave already knew: REI was seriously considering relocating the location of the San Diego store. He knew that moving the store out of North Park area would probably lead...
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The Mass Marketing of Luxury

Business Horizons

"Four distinct circles of management practice, implemented together, can ensure the success of a luxury brand in the global marketplace."
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Managing Internationally: The International Dimensions of the Manager

Academic Archive , Academic articles , Estudios

"In this paper we report on the study undertaken by a multidisciplinary team from IESE on managing internationally. Our starting point is that managing internationally is not confined to multinational companies, large firms, expatriates or headquarter-subsidiary relations. Instead, we submit that the management task in general has become increasingly complex, as managers are forced...
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Henkel Ibérica: The Re-Launching of Conejo Vajillas

Academic Archive , IESE Cases

In October 1985, S.A. Casamitjana Mensa (leader on the Spanish bleach market) was acquired by the Henkel Ibérica, S.A. Group (one of the biggest manufacturers of chemical products, adhesives, hygiene products, cosmetics, etc.). The takeover caused the new company problems managing marketing and sales. The problem was integrating Casamitjana’s brands, sales force, distribution management...
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