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A consulting team to an international food packaging company (SDYesBox) is attempting to decide which algorithm is the most useful for selecting two national markets in Central America and the Caribbean. SDYesBox wants to work closely with its immediate customers – manufacturers in the dairy and food industry and their customers (retailers) – to develop and market innovative products to low-income consumers in emerging markets; the “next big opportunity for the dairy industry” according to SDYesBox.

New product development and market selection in emerging markets in Latin America.

Five algorithms are “on the table” for assessing 14 countries by 12 performance indicators: weighted-benchmarking each country by the country leader's indicator scores; tallying by ignoring indicator weights and selecting the countries having the greatest number of positive standardized scores; applying a conjunctive and lexicographic combination algorithm; and using a “fluency metric” of how quickly consumers can say each country aloud. At least one member of the consulting team is championing one of these five algorithms. Which algorithm do you recommend? Why?

Learners gain skills, insights, and experience in alternative decision tools for evaluating and selecting choices among emerging markets to enter with new products for low-income (bottom of the pyramid) products ands services.

Teaching notes are available for educators only. Please contact your library to gain login details or email support@emeraldinsight.com to request teaching notes.

The purpose of this paper is to provide a framework with which to understand the issues that arise in the discussion cases included in this Special Issue and explains the role of case studies in the education of those responsible for leading organizations.

This paper is based upon the review of literature from a range of disciplines, all of which is relevant to executive learning; the analysis of the cases and papers in this Special Issue, and interviews with colleagues who use the case method.

The case method is useful in the education of managerial decision makers who face complex situations, but it is most effective when the cases contain certain essential ingredients and when the instructor is skilled in discussion leadership. These ingredients include the presence of a protagonist, the deep description of a problematic situation, the existence of at least two reasonable courses of action, and sufficient data to evaluate each alternative. The interactive nature of case discussions reinforces those values and behaviors that associate with civility.

Since some of the discussion cases were in the process of completion, it was not always possible to evaluate the experience with their use in the classroom.

The introductory paper points to broader opportunities for the use of the case method, and for its adaptation to experiential learning, than is generally recognized in academia.

The use of discussion cases in management schools, where future business leaders interact with professors and classmates in an environment of critical learning and respect for opinions of others, encourages behaviors of civility.

This introductory paper is valuable in providing a framework to integrate and make sense of the diverse topics, situations, and contexts described in the cases contained in the Special Issue.

The purpose of this paper is to illustrate a unique opportunity to analyze the implications of two different approaches to develop and deploy a national public electronic procurement system.

The authors used multiple data collection methods. The data were collected from 2009 to 2013 from primary sources, studies, consulting work, seminars, official documents and the written press. The structure includes a teaching case, a teaching note and a discussion on the potential of case research as a powerful method to elicit valuable insights and knowledge creation.

The research shows that literature on E-Procurement and E-Government is oblivious to the disruptive character of this technology in public administration. This case allows the discussion on the consequences of this omission for the success of E-Procurement implementations. Lessons drawn are extendable to other E-Government ventures.

Despite multiple stakeholder views and a long and difficult debate among different technical platforms, the underlying problem remains unnoticed. The authors show that decisions on E-Procurement implementations should also consider organizational design and adoption of innovation strategies. By re-framing the problem, much of the complexity of the decision disappears.

Many nations around the world are developing or revamping their National Public E-Procurement Systems, this parsimonious account of a complex decision allows for the exploration and discussion of the various complexities surrounding technological innovations in public management and brings light to a critical and mostly ignore success factor associated with the choice on the implementation and operational model.

The purpose of this paper is to examine the formative potential of the case method on MBA students’ “civility” – the procedural dimension of the ethics field. While a robust literature has focussed on the impact of teaching ethics (content) on students’ behavior, to-date no study has explored the link between the pedagogy used (method) and students behavioral dispositions.

A thorough theory review was conducted, covering the different pedagogy literatures that frame the discussion on the link between learning methods and ethics in general, and civic-minded behavior in particular. Drawing on relevant findings from these literatures, some implications are drawn, and tentative propositions are laid out.

The study seeks to readdress the existing imbalance between the cognitive and the formative aspects of education, placing emphasis on the latter. The paper proposes that, other things being equal, MBA programs that make intensive and systematic use of the case method will foster civility among students. Through the iterative practices embedded in the case method, students internalize a number of behavioral predispositions that form the basis of civic behavior.

This paper calls for an approach in managerial education that goes beyond the transmission of knowledge. In particular, the paper emphasize the importance of seeing the MBA as “little schools of democracy,” where civic-oriented inclinations can take root in future business leaders. This finding carries substantial implications for business schools and professors, in Latin America and beyond.

The transmission of technical knowledge has traditionally been considered the backbone of managerial education – a purely cognitive process. This paper, on the other hand, seeks to highlight the transformative potential of the MBA through the use of the appropriate learning methodologies - the case method in particular. By focussing on the concept of civility, the paper seek to go beyond the prevailing focus on content among ethics scholars and highlight the relevance of habits as a necessary first step on the shaping of civic-minded business leaders. This paper adds a much needed missing link between learning methods and civic behavior.

The purpose of this paper is to examine the use of simulators as pedagogical complements to traditional case studies. The research performs experiments with a case and its accompanying simulator to assess the additional learning attained by the use of a case with its simulator as compared to using the case alone. The paper also describes the development and proposed use of cases and simulators combined.

The paper describes the development of one companion simulators, it outlines its proposed use, and it shows the results of an experiment to assess marginal learning with the simulator.

The research finds that simulators increase the understanding of subjects when used to support a case study. Students and teachers perceive the use of companion simulators as valuable.

The research provides ground for developing a new generation of case studies in which the traditional case is enhanced and augmented by simulators developed for one particular case and intended to be used only with that case.

This research has practical implications in how management is taught and learned.

The paper has implications in terms of possible changes that can be introduced to the teaching of management in business schools.

This research provides one of the few extant assessments of the learning that can be attained with the use of simulators in management education. The research proposes the creation of a new entity, the “Case+Sim” that draws on the traditional strengths of managerial case studies to be used in educating managers, but complements the case studies with simulators, which provide an added value in permitting students to test their thinking using a realistic interactive learning environment.

The purpose of this paper is to empirically investigate the role of knowledge management (KM) in creating a culture of learning and creativity in a non-western context. It further seeks to stimulate broader empirical and theoretical discussions on this topic.

As little is known about KM approaches in the regional context, the qualitative approach was chosen as an appropriate method of studying this phenomenon. The openness of the qualitative method enables data collection that is not constrained by predetermined categories of analysis, and thus allows for a level of depth and detail that quantitative methods cannot provide. The empirical investigation is based on semi-structured interviews and conducted in the KM department of Dubai Municipality.

Results indicate that the impact of KM on organisational learning (OL) is below expectations. Written official statements or policies are not sufficient to enforce learning and creativity. Notably, institutional changes at the extreme produce conditions that might reduce the rate of OL. The role of KM is to develop context-specific strategies to embrace learning and creativity.

The developmental process as it unfolds in Dubai has hardly been addressed by academics. However, because of the absence of research related to the regional context in general and KM and OL in particular the authors recommend future researchers to explore the impact of institutional settings on managing knowledge and learning. Researchers can identify in this regard the complexity of an emerging economy and attempt to develop a more fine-tuned understanding of its relationship to KM and OL.

In light of the institutional structures, the findings on KM and OL provide managers guidance in making decisions under extremely uncertain institutional settings.

KM and OL have been discussed within organisational and management research; however, the majority of these studies adopt a western-based perspective. This paper contributes to the understanding of the relationship between KM and OL in an emerging market setting, which has so far received insufficient attention.

This case illustrates the challenges that Pollo Campero, a Guatemalan fast food company, faces when expanding in the US market. The purpose of this paper is to stimulate a discussion about consumer segmentation, competitive strategy and the internationalization of emerging market multinationals.

The case study is based on primary research conducted in conjunction with the company, including interviews with senior management and an ample review of documents. Secondary sources have been used to gather information about the industry, the US market and consumer segments.

The case illustrates that Pollo Campero was initially very successful in the US market because it appealed to consumers of Central American origin. It found it harder to appeal to a broader range of US consumers, who had no emotional attachment to the brand.

This is a complex, in-depth case study suitable for use with advanced MBA students and practitioners. Depending on the aims of the instructor, different aspects of the case can be highlighted and it can be used in a competitive strategy class as well as in a corporate strategy class or a strategic marketing course. It can be used in a class focussing on brand, positioning and consumer segmentation, a class on competitive strategy in the fast food industry, or a class on the international strategy of emerging market multinationals.

The purpose of this paper is to propose a framework that uses complexity as a means of better understanding the role that case studies can play in the classroom and in building bridges between research and practice.

The paper synthesizes complexity theory and the practical classroom and case writing experiences of the author into a framework.

A narrow view of the impact of case studies severely limits their widespread adoption. Rather than treating a case study as a document of very limited value to an academic career, the author needs to recognize their role in building relationships between research and practice. Through these relationships, opportunities for students and two-way flows of knowledge between academia and practice can be achieved.

The framework developed assumes that domain of study is complex – involving many interacting elements taking place in a context where an objectively “right” or “best” answer is unlikely to be realized. It is less clear that it is applicable to situations where optimal procedures are available and can be taught or learned.

A key implication of the framework is that separating the use of case studies in the classroom (i.e. case facilitation) from the development of case studies in the field (i.e. case writing) can greatly diminish their value.

The proposed framework argues for greater interaction between the academic and practitioner communities.

The paper offers a comprehensive perspective on cases that is rarely expressed. It should be of particular value to faculty and administrators seeking to justify the development and use of case studies.

The purpose of this paper is to develop conceptual knowledge and skills in making financial policy decisions in a rapidly growing and profitable enterprise.

This teaching case was written by documenting and analyzing published information available to the public about Apple. It presents Apple's situation at the end of April 2012. The company reported net profits of US$11.6 billion and income from sales of US$39.186 billion both for the January-March 2012 quarter. Given this highly successful situation, students should assume the role of the company's chief financial officer, Peter Oppenheimer, and make recommendations to the board of directors about what to do with what appears to be a huge cash surplus that the company has accumulated through the years.

Students/participants are usually surprised by the fact that accumulating excess cash could become a problem for any company. Through several discussions of the case the authors have found that answers to this central dilemma depend on students/participants’ experiences. Executive education participants try to maintain the cash and find possible investments, while the less experienced (MBA students) worry about the negative effects of the excess liquidity on value creation. While the former group might be influenced by cash constraints situations frequent in Latin America, the latter group approaches the problem from a theoretical perspective.

Since the case was written using public data, therefore it does not take into account the actual opinions and actions of Apple's management team except for those reported by the press.

The case points toward an overall discussion on conceptual topics such as dividend policies, share buybacks, and stock splits. It frames this discussion in terms of a financial strategy matrix developed by Hawawini and Viallet. According to this matrix, the company is creating value with excess liquidity, and this context helps practitioners to determine the optimal solution and provides executives with a clear guideline. The management's problem, in this case, is to find ways to invest surplus liquidity productively, or failing that, to define the best way to return it to shareholders.

This teaching case provides students and practitioners with a practical application of the Hawawini and Viallet framework to the solution of the financial problem faced by successful companies like Apple. Moreover, it shares the teaching experiences of the authors in both MBA and executive education programs.