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EXECUTIVE MASTER IN MARKETING & SALES EMMS RESTYLING 2013 RESTYLING 2013 13 MONTHS PART-TIME | 2020-2021
BARCELONA, MADRID | SPAIN MILANO | ITALY SDA BOCCONI | EXECUTIVE MASTER IN MARKETING & SALES EMMS 2
EMMS GET MORE JUICE FROM YOUR TALENT
WHY EMMS? A UNIQUE EXECUTIVE PROGRAM IS IT YOU? PROGRAM STRUCTURE
CLASS PROFILE 2 LIFETIME ALUMNI OUR FACULTY KEY FACTS NETWORKS
We thank our participants for their suggestions, testimonials and photographs contained in this brochure. SDA BOCCONI | EXECUTIVE MASTER IN MARKETING & SALES EMMS 3
WHY EMMS?
When we ask candidates to commit weeks of their time to focus on a rigorous marketing and sales management program, they should expect superb schools and locations. With EMMS, that is exactly what they get. The EMMS program is run by two renowned institutions in Europe, SDA Bocconi School of Management in Italy and ESADE Business School in Spain. Located in Milano, Barcelona and Madrid, locations that top anyone’s list of exciting, innovative centers of commerce, the EMMS flavor is distinctly international, with a touch of Mediterranean style.
❝ Specializing means acquiring more ❝ EMMS is a unique program predicated in-depth knowledge of a sector or a work function, on the specifics of learning: the acquisition consolidating your skills and improving how of knowledge, the exercise of imagination and to apply them in order to go further. ❞ the reframing of a practice. ❞ GIUSEPPE SODA | Dean, SDA Bocconi School of Management KOLDO ECHEBARRIA | General Director, ESADE Executive Education SDA BOCCONI | EXECUTIVE MASTER IN MARKETING & SALES EMMS 4
EXECUTIVE MASTER IN MARKETING & SALES
XIV EDITION
❝ EMMS is a winning learning experience for forward-thinking managers who are devoted to achieve marketing and sales excellence in dynamic, challenging consumer and business markets. ❞ MARCO AURELIO SISTI | EMMS Co-Director, SDA Bocconi School of Management
❝ EMMS is for those marketing and sales executives who are ready to challenge themselves in an intense learning journey and ready to be change agents in their companies. ❞ MICHELE QUINTANO | EMMS Co-Director, ESADE Business School SDA BOCCONI | EXECUTIVE MASTER IN MARKETING & SALES EMMS 5
WHAT MAKES EMMS SO “JUICY” AND SPECIAL IN THE CHALLENGES OF TODAY AND THE FUTURE, EMMS WILL GIVE YOU A PRAGMATIC COMPREHENSION OF MARKETING & SALES STRATEGIES AND PRACTICES.
2 TOP BUSINESS SCHOOLS
F2F AND DL FORMAT 3 CITIES
CONTENTS
PEOPLE & NETWORK TEACHING METHODS
EXPERIENCE
EXECUTIVE COACHING SDA BOCCONI | EXECUTIVE MASTER IN MARKETING & SALES EMMS 6
EMMS A UNIQUE EXECUTIVE PROGRAM
FOR EXECUTIVES MOVING FORWARD A REALLY INTERNATIONAL PROGRAM During the program you will boost your skills and self-confidence, grow fast and become a more substantial contributor to your Studying and living in Milano, Barcelona and Madrid means the best mix of culture, leisure, people, and places. company, as well as a stronger and more internationally-oriented business leader. Three dynamic international centers will be your campus – three cities in the heart of European business, financial capitals and innovation hubs, with a great potential for 1 2 3 contacts and careers. MASTER SCHOOLS CITIES THE PROGRAM
MILANO BARCELONA MADRID SDA BOCCONI | EXECUTIVE MASTER IN MARKETING & SALES EMMS 7
A TRANSFORMATIONAL PROFESSIONAL AND PERSONAL EXPERIENCE EMMS participants develop a deeper knowledge of marketing and sales with a more strategic mindset; without leaving their job, they will open doors they never even knew were there, and meet their goals successfully. 1 2 3 4 5 6 Systematize Become a marketing Achieve a deeper and Develop effective Gain a proactive Become better marketing and sales and/or sales manager wider understanding strategic planning mindset based on prepared to face competences for innovative of customer dynamics capabilities in both methods and practices new challenges and grasp new companies with an and trends in both marketing & sales. to achieve marketing in professional life. perspectives. international scope. consumer and & sales excellence. business markets.
❝ An unforgettable life experience. Not just a great career opportunity but also a challenging change of mindset. Students agree that there is ARE ANY OF THESE GOALS a before and after EMMS. ❞ SIMILAR TO YOURS? LLUÍS MARTÍNEZ-RIBES EMMS Faculty IS IT YOU? SDA BOCCONI | EXECUTIVE MASTER IN MARKETING & SALES EMMS 8
PROGRAM STRUCTURE
JANUARY 2020 PART-TIME INDIVIDUAL DEGREE AWARDED FEBRUARY 2021 7 MODULES EXECUTIVE COACHING EMMS participants obtain a double degree in Marketing & Sales: the qualification degree by ESADE Business School/Ramon Llull University and the specialization certificate by 15 COURSES 4 WORKSHOPS FIELD SDA Bocconi School of Management. (F2F & DL) (F2F ONLY) PROJECTS
CRISTINA BELLIDO ANDUJAR EMMS Faculty
CALENDAR SDA BOCCONI | EXECUTIVE MASTER IN MARKETING & SALES EMMS 9
STRUCTURE AND CALENDAR*
JANUARY 2020 - FEBRUARY 2021 Part-time commitment, mixing 50% distance learning sessions with 50% face-to-face sessions.
1 MODULE 2 MODULE 3 MODULE 4 MODULE 5 MODULE 6 MODULE 7 MODULE JANUARY 2020 MARCH 2020 MAY 2020 JUNE 2020 SEPTEMBER 2020 NOVEMBER 2020 FEBRUARY FEBRUARY 2020 APRIL 2020 JUNE 2020 JULY 2020 OCTOBER 2020 JANUARY 2021 2021
FACE-TO-FACE MILANO BARCELONA MILANO BARCELONA MADRID MILANO BARCELONA RESIDENCY 13-18 JANUARY 2-7 MARCH 4-9 MAY 29 JUNE-4 JULY 7-12 SEPTEMBER 2-5 NOVEMBER 10-12 FEBRUARY
15 MARKETING MARKETING PRICE STRATEGY FINANCE FOR SALES MARKETING F2F WORKSHOP COURSES MANAGEMENT RESEARCH AND MARKETING MANAGEMENT 2 CREATIVITY AND COMMUNICATION MANAGEMENT & SALES INNOVATION & NEGOTIATION CHANNEL BRAND MARKETING SKILLS 4 MANAGEMENT MANAGEMENT SALES INTERNATIONAL ANALYTICS DIGITAL MANAGEMENT 1 MARKETING IN THE ERA BUSINESS & 360° BUSINESS FACE-TO-FACE F2F WORKSHOP GOING MANAGEMENT OF BIG DATA COMMUNICATION PROJECT WORKSHOPS ANTHROPOLOGY TO THE MARKET STRATEGIC PRESENTATION OF MARKETING CRM AND F2F WORKSHOP CONSUMPTION BUSINESS SOCIAL MEDIA INTELLIGENCE MARKETING GRADUATION CEREMONY F2F WORKSHOP PROJECT WORK LEADING AND LAUNCH MANAGING (SDA Bocconi PEOPLE and ESADE)
SUMMER BREAK WINTER BREAK 3-16 AUG. 23 DEC. - 10 JAN.
INDIVIDUAL EXECUTIVE COACHING
DISTANCE 20 JAN. - 28 FEB. LEARNING 9 MAR. - 30 APR. 11 MAY - 26 JUNE 6 - 31 JULY 14 SEPT. - 30 OCT. 9 NOV. - 22 DEC. 17 AUG. - 4 SEPT. 11-22 JANUARY ONLINE
COURSES WORKSHOPS PROJECT * SDA Bocconi and ESADE reserve the right to make any changes to the contents of this brochure (rules, curriculum, courses). SDA BOCCONI | EXECUTIVE MASTER IN MARKETING & SALES EMMS 10
EMMS MAKES THE DIFFERENCE
Most Master programs require you to put your career on hold. EMMS is different. Its modular structure means you will only need to take leave from your company for limited periods, allowing you to apply the new insights immediately in your workplace. You will also boost your skills and self-confidence, rapidly becoming a more substantial contributor at work as well as a stronger and more internationally oriented business leader.
TALKS WITH MANAGERS: GROUP WORK GUEST SPEECHES AND FACE-TO-FACE DISTANCE LEARNING IN F2F AND DL BUSINESS PROJECTS SESSIONS SESSIONS
KEY FACTS SDA BOCCONI | EXECUTIVE MASTER IN MARKETING & SALES EMMS 11
FACE-TO-FACE
Residency modules take place at ESADE Business School in BARCELONA and MADRID, and SDA Bocconi School of Management in MILANO. Participants will undertake 7 FACE-TO-FACE MODULES from January 2020 through February 2021.
The residency modules are rigorous. They consist of class time in three cities with leading professors from ESADE ❝ EMMS is ideal for energetic, and SDA Bocconi. Participants interact with accomplished executives outside the school and take advantage of forward-thinking executives opportunities to get to know and work with fellow participants from a range of backgrounds and nationalities. who want to reach out Participants enhance their understanding of marketing and sales management through theory and practice. and acquire a global mindset. ❞ Through 15 COURSES, you will study topics such as Strategic Marketing, Channel & Retail Management, Sales Management, Social Media Marketing, Digital Business and several others. As a result, you will be in a position ALESSANDRO ARBORE to offer profound contributions to your field, able to seize opportunities and develop superior strategies well EMMS Faculty ahead of competitors.
7 FACE-TO-FACE MODULES
15 COURSES SDA BOCCONI | EXECUTIVE MASTER IN MARKETING & SALES EMMS 12
DISTANCE LEARNING
Distance Learning modules are a continuation of the one-week residency modules. Lasting about 7 WEEKS following each residency module, these learning modules allow participants to return home and continue in their job while researching in greater depth topics started in the residential phase. © i STOCK
The combination of working and studying simultaneously, allows participants to put DISTANCE LEARNING: WORKLOAD THE ONLINE MODULES FEATURE what they learn into immediate practice. IT GENERALLY LASTS ABOUT 7-8 WEEKS LIVE/RECORDED ONLINE CLASSES The distance learning modules are as rigorous APPROXIMATELY 1.5 HOURS OF WORKLOAD PER DAY INDIVIDUAL AND GROUP ASSIGNMENTS as those that are conducted face-to-face, (THAT CAN BE DONE DURING THE WEEKEND) DISCUSSION FORUMS but the program’s intuitive, easy-to-use online “MEETING POINT” ON OUR WEB PLATFORM platform enables participants to move FACULTY-GUIDED BUSINESS GAMES INDIVIDUAL AND GROUP WORKING at their own pace. ONLINE CASES AND READINGS SDA BOCCONI | EXECUTIVE MASTER IN MARKETING & SALES EMMS 13
A TYPICAL DISTANCE LEARNING SCHEDULE © SHUTTERSTOCK©
AS ASSIGNMENT: 1 WEEK 2 WEEK 3 WEEK 4 WEEK 5 WEEK 6 WEEK Exercises + Readings DL DISTANCE LEARNING: STRATEGIC MARKETING Slides + Forum discussion CS/AS DL CS/AS VC DL/VC VC + Readings VC VIRTUAL CLASS: SALES MANAGEMENT 1 CS/AS VC/DL DL VC DL VC Online Class + Discussion CS CASE STUDY: PRICE STRATEGY & MANAGEMENT VC/DL CS/AS VC CS/AS CS/AS DL Readings + Forum Discussion SDA BOCCONI | EXECUTIVE MASTER IN MARKETING & SALES EMMS 14
FIELD PROJECTS
EMMS students will be expected to apply theories learned to real life, by carrying out a business project in a company, which will LATEST BUSINESS PROJECTS (EMMS XI, XII AND XIII) represent a practical application of skills and knowledge gained ALFA ROMEO IMAGINARIUM in classroom. BELLA AURORA LABS, S.A. INFINITY CLUB MED MINICONF SPA During the project, students will work under the supervision of COLORIFICIO SAN MARCO REEBOK an EMMS faculty member. A presentation and full-report of final FC BARCELONA RODI MOTOR SERVICES results will be drafted for the company at the end of the project. FEDON VOLVO RENAULT TRUCKS SDA BOCCONI | EXECUTIVE MASTER IN MARKETING & SALES EMMS 15
INDIVIDUAL EXECUTIVE COACHING
EMMS provides individual assessment and development of professional competences and sales skills, so that each participant will develop a plan to improve his/her professional profile. The applications used are Predictive Index, PRO and SSAT provided by PI Worldwide. These combine tests and personal guidance conducted by Prímula Asesores. SDA BOCCONI | EXECUTIVE MASTER IN MARKETING & SALES EMMS 16
HARD WORK & FUN: TEAMWORKING IS A KEY FOR SUCCESS
FIELD PROJECT SOCIAL EVENT
OUTDOOR ACTIVITY GRADUATION CEREMONY SDA BOCCONI | EXECUTIVE MASTER IN MARKETING & SALES EMMS 17
IS IT YOU?
WHEN YOU WANT TO:
Be an executive with enhanced perspectives
Make a leap forward in a global context with a broadened mindset
Fuel both your career and executive education
Experience top ranked Schools with connections worldwide
AND YOU HAVE
A university degree (in any discipline)
Minimum 4 years of work experience (not necessary in Marketing or Sales) and at least 27 years old
TOEFL or equivalent English proficiency test
YOUR GOALS MATCH OURS, THEN YES, IT’S YOU! SDA BOCCONI | EXECUTIVE MASTER IN MARKETING & SALES EMMS I
MORE EMMS
❝ EMMS has given me not only ❝ EMMS gave me the opportunity ❝ EMMS was the right program to expand academic aspects but also practical to deepen my existing knowledge my knowledge and gave me the right tools considerations to focus on re-thinking even further and gain additional to better understand market dynamics customer insight. ❞ management tools and skills. ❞ and brand strategies. ❞ WOOHYUNG LEE | EMMS 2019 NINO THOMMEN | EMMS 2019 LOREDANA CARCARINO | EMMS 2019 Korean | Chung Am Real Estate Developer Swiss | Marketing Manager EMEA Italian | Senior Product Development Manager, BlackRock Asset Management Procter and Gamble
❝ Thanks to the EMMS learning process, ❝ EMMS really is about the people ❝ You study, live and spend time with the I was able to apply the tools learned participating in the program creating best in terms of faculty and classmates and use some of the ideas generated by the unique multicultural and from across the world, and learn real life the class from day one. ❞ diverse EMMS experience. ❞ business solving skills in the process. ❞ RICCARDO TOSONE | EMMS 2018 SUSANNE STEUER | EMMS 2018 AHMED MUSTAFA HAQ | EMMS 2018 Italian | Senior Business Development Manager German | Account Executive Commodity Pakistani | Marketing Manager, DAB Pumps Trading & Retail - SAP, Germany Qatar National Import & Export Co. SDA BOCCONI | EXECUTIVE MASTER IN MARKETING & SALES EMMS II
CLASS PROFILE EMMS XII AND XIII EDITIONS
% 32 (AVERAGE) 44 (AVERAGE) 35 YRS (AVERAGE) 10 YRS (AVERAGE) 30 PARTICIPANTS WOMEN AGE WORK COUNTRIES EXPERIENCE REPRESENTED SDA BOCCONI | EXECUTIVE MASTER IN MARKETING & SALES EMMS III
CLASS PROFILE EMMS XII AND XIII EDITIONS
FUNCTIONAL AREA SECTORS COUNTRIES AUTOMOTIVE REPRESENTED SALES 33% BUSINESS/FINANCIAL ALBANIA SERVICES MARKETING 31% ARGENTINA CHEMICAL PRODUCTS BARBADOS % MARKETING & SALES 17 COMMERCE AND BRAZIL DISTRIBUTION SERVICES CANADA % OTHERS 19 EDUCATION AND CHINA TRAINING SERVICES CYPRUS FINLAND ENGINEERING FRANCE FASHION & DESIGN WORK EXPERIENCE GERMANY FMCG GOODS GEORGIA 4-5 20% HEALTHCARE PRODUCTS GREECE AND SERVICES IRAN % ITALY 6-9 39 HOSPITALITY SERVICES KUWAIT % INDUSTRIAL AND LEBANON 10-14 21 MECHANICAL PRODUCTS NICARAGUA ≥15 20% IT AND TLC PRODUCTS PHILIPPINES AND SERVICES PORTUGAL MEDIA & ROMANIA COMMUNICATION RUSSIAN FED. AGE TRANSPORTATION AND SERBIA LOGISTICS SERVICES SOUTH KOREA <30 20% REAL ESTATE SPAIN SWITZERLAND 30-35 35% TAIWAN TURKEY 36-40 34% UKRAINE UNITED STATES % >40 11 VENEZUELA SDA BOCCONI | EXECUTIVE MASTER IN MARKETING & SALES EMMS IV
EMMS: POSITIONS OF ANY KIND EMMS XII AND XIII CLASSES
MARKETING & SALES MARKETING SALES OTHERS
ENTREPRENEUR - CEO MARKETING MANAGER SALES DIRECTOR / MANAGER HR-ENGAGEMENT MANAGER GM - MANAGING DIRECTOR MARKETING STRATEGY DIRECTOR REGIONAL SALES MANAGER HEAD OF ADMINISTRATION COMMERCIAL DIRECTOR MARKETING REGIONAL VICE PRESIDENT FINANCIAL/CREDIT ADVISOR MARKETING&SALES DIRECTOR ASSOCIATE/ADVISOR EXPORT SALES MANAGER CORPORATE ASSOCIATE VICE PRESIDENT & MARKETING CATEGORY MANAGER SALES & AFTER SALES MANAGER AUDITOR MANAGER BRAND MANAGER AREA SALES MANAGER PRODUCT DEPARTMENT AND SPECIALIST MANAGER STRATEGIC BUSINESS DEV. BUSINESS DEVELOPMENT MANAGER PRODUCT/GROUP PRODUCT MANAGER SCIENTIST PRODUCT R&D MANAGER BUSINESS CONSULTANT/ADVISOR GLOBAL KEY ACCOUNT PLANNING MANAGER TRADE MARKETING MANAGER PROJECT MARKETING MANAGER BUSINESS TRAINER/LECTURER MANAGER/COORDINATOR DIGITAL STRATEGY MANAGER STRATEGIC/KEY ACCOUNT PROJECT MANAGER COMMUNICATION & EVENTS E-COMMERCE EXECUTIVE MANAGER MANAGER MANAGER ACCOUNT/SALES EXECUTIVE DIGITAL - SOCIAL MEDIA MANAGER CONTENT MARKETING MANAGER SDA BOCCONI | EXECUTIVE MASTER IN MARKETING & SALES EMMS V
COMPANIES OF ALL KINDS
EXAMPLES FROM RECENT EDITIONS (EMMS XII-XIII)
Accenture International Black Rock Fitch Ratings KPD-Expert Pitcher AG AccorHotels Bodega Somonte S.L. GCC Sarl Kuwait Petroleum Italia Spa Procter & Gamble Service GMBH ACMA SPA British American Tobacco General Electric International LCI Education Network Qustodio Technologies Air Dolomiti SPA Bullfrog - Percassi Group GIVI Group Little Prince Hospital ResponsAbility Investments Alfa Laval Copenhagen Chung AM CEBU Project Corp Google EMEA Medtronic Sacma Limbiate Arla Foods Ingredients Coral Innovations Happyrecome.co. Ltd Mercator S D.O.O. SAP Array Marketing Dynabrade Europe Srl SARL ILS Ship Design Microsoft Communication and Engineering Sedo GmbH Edenred Monde Nissin Corp. Art Jewellery Imateq Servizi CGN Editorial Cantabria Mylan GmbH Az. Agricola La Jara ING.A. Rossi Impianti Unione Fiduciaria Spa Elit Electronics Oliver Wyman Az. Terapeutica Italiana ATI Srl Intercos Europe Università di Parma Enervit Spa Parmalat Bausch&Lomb Optics e International Forest Products Vodafone Ernst & Young Spa Pelliconi & Co. Spa Health Care Johnson & Johnson WSE Italy Srl "FA (Future Aurora) Groupe Peter Pichler Architecture BCMI Labs (Digital Marketing)" Juvo (former Arduino SA) Philips Russia SDA BOCCONI | EXECUTIVE MASTER IN MARKETING & SALES EMMS VI
2 LIFETIME ALUMNI NETWORKS
EMMS participants develop an international professional network second to none - being Alumni from two prestigious international Business Schools, they enhance their worldwide reach.
BOCCONI ALUMNI ESADE ALUMNI ASSOCIATION Alumni are one of the greatest assets of business schools ESADE has more than 60,000 alumni who are also throughout the world. Bocconi Alumni Community a fundamental part of our international network. brings together more than 110,000 Alumni who have 12,000 alumni live and work outside Spain in a network acquired a Bocconi Degree. Over 16,000 come from spanning more than 100 countries. SDA Bocconi MBA and Master’s Programs. SDA BOCCONI | EXECUTIVE MASTER IN MARKETING & SALES EMMS VII
OUR FACULTY
The EMMS Directors represent a passion for teaching with a dedication to a high quality of life that characterize the program’s faculty. The work of the EMMS faculty (22 professors) is grounded in research, publishing, teaching and consultancy with some of the most famous companies in the world.
EMANUELA PRANDELLI EMMS Faculty
20 PROFESSORS FROM SDA BOCCONI, ESADE AND OTHER INT’L BUSINESS SCHOOLS
VAST CROSS INDUSTRY EXPERIENCE
INTERACTIVE, CHALLENGING AND ENGAGING TEACHING STYLES BASED ON MANAGERIAL METHODS AND TOOLS, REAL WORLD EXAMPLES AND CASE STUDIES SDA BOCCONI | EXECUTIVE MASTER IN MARKETING & SALES EMMS VIII
KEY FACTS
TUITION FEE START: APPLICATION ADMISSIONS INFOLINE: +39 02 5836.3176 € 36,000 13 JANUARY 2020 DEADLINE: REQUIREMENTS [email protected] 2 DECEMBER 2019 EARLY BIRD FEE END: University or bachelor degree WWW.SDABOCCONI.IT/EMMS € 32,400 12 FEBRUARY 2021 Min. 4 years of work experience (enrolled by 1 reference letter 23 September, 2019) Certified knowledge of English (TOEFL or equivalent)
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SDA BOCCONI SCHOOL OF MANAGEMENT ESADE BUSINESS SCHOOL
SDA Bocconi School of Management EXECUTIVE EDUCATION, has been a leading institution in management YOUR PARTNER FOR GLOBAL LEARNING training for over 40 years. ESADE Business School, since its inception, The School’s mission is to help individuals, has managed to create and maintain a high companies and institutions grow by value-added link between business and promoting managerial culture, knowledge academia, ensuring that organizations and and innovation. companies improve their management policies and become more and more MBA Programs, Executive and Specialized Masters, Executive Programs, competitive and socially responsible. Today, ESADE Business School Custom Programs, Applied Research, Research Labs and Knowledge offers companies an advanced learning model and effective solutions Centers all contribute to this - a wide offering aimed at professionals to their growing training needs; rigorous research in the pursuit of from all over the world and from all sectors of the economy. innovation and a meeting place for executives, professionals and SDA Bocconi is among the leading Business Schools in Europe and is entrepreneurs to exchange ideas, experiences and reflections. among the few to have gained the triple accreditation - EQUIS, AMBA and AACSB - which puts it in the élite of Business Schools worldwide. GLOBAL INFLUENCE Choosing to study at SDA Bocconi in Milano means choosing a ESADE Business School has grown to become a world leader stimulating environment in Italy’s entrepreneurial, industrial and financial in Executive Education thanks to its unique way of creating and capital - a gateway to Europe with a wealth of connections transmitting knowledge, being faculty the key to its success. and opportunities. Milano is also synonym for culture, fashion, design, As renowned experts in their respective fields, our faculty members are taste and the art of living. in close contact with the business world. ESADE professors take SDA Bocconi has also launched the pan-Asian hub with the opening a global approach toward shaping today's and tomorrow's of SDA Bocconi Asia Center, which aims to enhance the School’s management practices. global presence.
SDA Bocconi School of Management | Masters Division ESADE Business School Recruiting and Admissions Service Via Balilla, 18 - 20136 Milano, Italy Av. Esplugues, 92-96 | 08034 Barcelona - Spain Tel: +39 02 5836 3176 | [email protected] [email protected] | Phone +34 935 530 219
FOLLOW SDA BOCCONI ON: FOLLOW ESADE ON: © SDA Bocconi School of Management and ESADE Business School. All rights reserved. February 2018