INSEAD the business school for the world

Entrepreneurship

by Publication Date
published: 25 Jan 2016

  • Topic: Entrepreneurship
  • Industry: Consulting & IT
  • Region: Global

Show details ...

Abstract:
This is a 1-on-1 first interaction negotiation between John, a senior sales manager of high-end, state-of-the-art laptops (Boost computers), and Cindy, a procurement manager of a business consulting firm. Cindy has invited John to discuss his proposal to sell 50 of the latest technology computers.

Pedagogical Objectives:
• Value discovery, value creation and value claiming • The difference between interests, options and positions • Positional bargaining and its risks • Preparing and prioritizing interests • Creating options • Managing the risks of information disclosure • Identifying and using sources of legitimacy • Power in negotiation versus negotiation power (alternatives)

Keywords:
Sales Negotiation, Pricing Negotiation, Procurement Negotiation, Negotiation under Time Pressure, Managing Information Asymmetry, Value Discovery, Value Creation, Value Claiming, Alternatives and Power Perception

Related:

published: 25 Jan 2016

  • Topic: Entrepreneurship
  • Industry: Consulting & IT
  • Region: Global

Show details ...

Abstract:
This is a 1-on-1 first interaction negotiation between John, a senior sales manager of high-end, state-of-the-art laptops (Boost computers), and Cindy, a procurement manager of a business consulting firm. Cindy has invited John to discuss his proposal to sell 50 of the latest technology computers.

Pedagogical Objectives:
• Value discovery, value creation and value claiming • The difference between interests, options and positions • Positional bargaining and its risks • Preparing and prioritizing interests • Creating options • Managing the risks of information disclosure • Identifying and using sources of legitimacy • Power in negotiation versus negotiation power (alternatives)

Keywords:
Sales Negotiation, Pricing Negotiation, Procurement Negotiation, Negotiation under Time Pressure, Managing Information Asymmetry, Value Discovery, Value Creation, Value Claiming, Alternatives and Power Perception

Related:

published: 25 Jan 2016

  • Topic: Entrepreneurship
  • Industry: Biological products
  • Region: Other Regions

Show details ...

Abstract:
This case explores the difficulties involved in commercialising vaccines in low-income settings. The focus is the dengue vaccine, launched at the end of 2015, which was first commercialised in emerging markets. It considers issues of affordability and distribution, highlighting the need for business model innovation in all industries.

Pedagogical Objectives:
- Identify key decision makers in a market with multiple stakeholders - Understand the need to focus on demand (rather than cost-cutting alone) when supplying the BOP - Exploring the pros and cons of extra-industry and public-private partnerships

Keywords:
Vaccines, Business Model Innovation, Dengue, Drug Delivery, Bottom of the Pyramid, Intrapreneurship, Pharmaceuticals, Emerging Markets, Hmi, Pharmaceutical and Medical Device Sectors

Related:

published: 25 Jan 2016

  • Topic: Entrepreneurship
  • Industry: Biological products
  • Region: Other Regions

Show details ...

Abstract:
This case explores the difficulties involved in commercialising vaccines in low-income settings. The focus is the dengue vaccine, launched at the end of 2015, which was first commercialised in emerging markets. It considers issues of affordability and distribution, highlighting the need for business model innovation in all industries.

Pedagogical Objectives:
- Identify key decision makers in a market with multiple stakeholders - Understand the need to focus on demand (rather than cost-cutting alone) when supplying the BOP - Exploring the pros and cons of extra-industry and public-private partnerships

Keywords:
Vaccines, Business Model Innovation, Dengue, Drug Delivery, Bottom of the Pyramid, Intrapreneurship, Pharmaceuticals, Emerging Markets, Hmi, Pharmaceutical and Medical Device Sectors

Related:

published: 30 Nov 2015

  • Topic: Entrepreneurship
  • Industry: Video entertainment production and distribution
  • Region: Asia

Show details ...

Abstract:
Zee Entertainment Enterprises Limited (ZEE) is one of India's leading television, media and entertainment companies. It is among the largest producers and aggregators of Hindi programming in the world, with an archive of over 120,000 hours of television content. With the rights to over 3,500 movie titles, ZEE houses the world's largest Hindi film library. It entertains over 959 million viewers across 169 countries. A pioneer of the entertainment industry in India, ZEE's brands include Zee TV, Zee Cinema, Zee Premier, Zee Action, Zee Classic, Ten Sports and ETC Music. It also offers channels in regional languages such as Zee Marathi and Zee Bangla. The group’s integrated range of businesses support the content-to-consumer value chain model, enabling it to become a pioneer in content aggregation and distribution through cable and satellite as well as new media.

Pedagogical Objectives:
The rapid expansion of digital media has overtaken the delivery platforms of media firms, threatening traditional content production and distribution models, particularly for broadcast firms in the West. Digital encroachment has been slower in Asia, giving traditional media firms like ZEE a breathing space to develop a digital strategy – having observed the lessons of their peers in OECD economies – in response to the threat. The case explores scenarios and strategies for ZEE and other traditional broadcast firms in Asia. With its recent aggressive moves into markets beyond India, ZEE represents an increasingly important class of emerging market multinationals.

Keywords:
Emerging Markets, Emerging Market Multinational Corporations, International Business, Global Strategy, South to South Trade, Global Entertainment Industry

published: 23 Sep 2015

  • Topic: Entrepreneurship
  • Industry: Entertainement and sports
  • Region: Asia

Show details ...

Abstract:
This case describes the tragedy that occurred on Everest in 1996 - when teams led by highly-skilled guides got caught in a terrible storm, causing the death of the team leaders and several of the client climbers. It delves into the factors that help teams survive when they encounter turbulence, and why others in similar circumstances meet tragedy. The case builds on the experience of one of the team leaders who was on the mountain that year, and discusses three different teams on the mountain that year.

Pedagogical Objectives:
The main objective is to discuss high performance team leadership under turbulence. The recent financial crisis has provided a particularly vivid context for this case. It can be taken from different angles: leadership, collaborative team work (or not), crisis management, and managing under turbulent conditions. Further materials are being developed for the case (video excerpts, teaching note, transparencies).

Keywords:
Team Work, High Performance Teams, Crisis Management, Collaboration, Project Management, Goal Setting, Wicfe, Fair Process, Communication, Psychology, Gender, Education, Entrepreneurship, Leadership

Related:

published: 29 Jun 2015

  • Topic: Entrepreneurship
  • Industry: Computer hardware/software and IT
  • Region: North America

Show details ...

Abstract:
This governance simulation is a role-play between a powerful, charismatic chair-CEO and an equally powerful and demanding board of directors. The aim is to achieve the respective characters' goals and find the best possible and most workable outcome for all the stakeholders involved given the circumstances.

Pedagogical Objectives:
Participants gain a better understanding of the governance function by observing and experiencing how board relationships and dynamics influence the board's decisions and actions. They are challenged to discusss and resolve issues faced by the HP board of directors as they assess the performance of the business and its leader.

Keywords:
Acquisition, Decision Making, Board Governance, Tough Leadership, Merger, Personality Conflicts, Strategic Direction, Abrasive Leadership

published: 29 Jun 2015

  • Topic: Entrepreneurship
  • Industry: Computer Processing and Data Preparation and Processing Services
  • Region: Other Regions

Show details ...

Abstract:
This case describes the story of Kaspersky Lab, one of the fastest growing IT security companies in the world. Under the leadership of its founder, Eugene Kaspersky, the Moscow-based company attains $711 million in revenues, becoming one of the world's top three market players and a widely recognized brand.

Keywords:
Leadership, Entrepreneurship, Strategy, Information Technologies, Innovations, International Expansion, European Competitiveness, Europe, Best Practices

published: 11 Jun 2015

  • Topic: Entrepreneurship
  • Industry: Private Equity and Venture Capital
  • Region: Europe

Show details ...

Abstract:
This case examines a critical decision faced by the partners of a venture capital firm, Adara Venture Partners, in June 2013. In the course of raising their second fund, the partners face the prospect of an anchor investor pulling out because Adara had not yet assembled sufficient capital to meet the end-of-month deadline to complete the fund’s first closing. As a consequence, the partners are evaluating the possibility of the GP itself underwriting a portion of the gap in the fund’s total capital commitment—which involves weighing a host of critical issues at the heart of venture capital fund management: GP economics, fundraising strategy, investor relations and the fund’s investment strategy.

Pedagogical Objectives:
An overarching objective is for participants to understand the entrepreneurial challenge of building a venture capital firm from the ground up. The specific decision addressed in the case—whether or not the partners should proceed with underwriting a portion of the firm’s second fund—allows participants to explore a host of issues that relate to the management of a venture capital fund.

Keywords:
Venture Capital, Private Equity, Entrepreneurship, Spain, Start-Ups, Financing, Europe, Technology, Corporate Governance, Value Creation, Strategy and Implementation, Gpei, Gpei-Case

published: 26 May 2015

  • Topic: Entrepreneurship
  • Industry: Activities of venture and development capital companies
  • Region: Europe

Show details ...

Abstract:
In 2004, BC Partners is considering an investment in Amadeus, a major IT player in the global airlines and travel industry. In order to win in a very competitive auction BC Partners needs to evaluate two distinct business strategies as to their risk-return profile and impact on financing structure.

Pedagogical Objectives:
To evaluate different strategic options in an investment target and how they impact bidding structure and drive returns later on. Discuss how PE firms can position themselves in a competitive M&A process.

Keywords:
Buyout, Travel Industry, Repositioning, Delisting, Lbo, Airlines, Take Private, Leverage, Corporate Governance, Value Creation, Strategy and Implementation, Gpei, Gpei-Case

by Publication Date


Share