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Executive Master in Marketing and Sales

A program to take a comprehensive look at the markets of today and tomorrow.

Home
Master's Degree / Postgraduate:
May 2025
Duration
12 months (master's degree)
8 months (postgraduate)
Location
Semipresential -
Costa Rica/Panama
Modality
Part time
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Summary

This specialization combines classic marketing fundamentals with the latest trends to give you a broader view of the field. The program focuses on four fundamental pillars: sales, market analysis, digital marketing and sustainability.

The Executive Master in Marketing and Sales (EMMS) will prepare you to understand markets in depth, anticipate and make effective decisions. You will become a more competitive professional in today's demanding environment.

CRM INCAE
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Postgraduate or master's degree, you decide

Our executive master's degrees have a modular and flexible format that adapts to your needs. You can choose to obtain a postgraduate degree by taking 8 months of the Marketing and Sales specialization or obtain a master's degree by adding 4 more months of General Management, before or after the specialization. In addition, the contents are taught in a hybrid format, combining 50% face-to-face and 50% online.

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Content of the EMM

*The pre-program is taken only once, either at the beginning of the master's or graduate program.
**The General Management modules must be completed at the end of the specialization if you wish to obtain the master's degree.
***Postgraduate modules are those that must be completed for the postgraduate degree only.
INCAE reserves the right to make changes to its programs.

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Why INCAE?

INCAE is recognized by international rankings as the most prestigious business school in Latin America. We have international professors with extensive experience, with doctorates from the best universities. Our programs follow a comprehensive learning model for executives based on practical methodologies such as case analysis and business simulations. In addition, they allow students to network, expanding their network of contacts with entrepreneurs and leaders from around the world.

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Requirements
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Investment
Costa Rica / Panama
Total postgraduate investment $ 16,500
Total master's degree investment $ 24,500

The investment includes tuition, teaching materials and meals during all on-site modules at the Costa Rica campus and the executive center in Panama. It does not include lodging or transportation. For accommodation options, please contact our Admissions Manager directly.
Ask about special benefits for companies whose executives are enrolled in this master's program.

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Financial assistance

We offer you different financing options, programs and scholarships to help you cover the cost of the master's degree.

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What do our alumni say?
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What do our alumni say?

"After 13 years of working for Amazon and living in a world that demands transformation and innovation, it becomes essential to keep acquiring new knowledge. INCAE is a badge that makes me demonstrate to customers true strategy, analytics and leadership."

Paola Quiros
Advertising Operations Manager at Amazon Advertising
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Professional impact
Where do our alumni work?
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Learn more about the Executive Master's Degrees at INCAE
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Teachers
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Esteban R. Brenes
Esteban R. Brenes
Ph.D. University of Florida
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Esteban R. Brenes
Esteban R. Brenes
Ph.D. University of Florida
Contact
esteban.brenes@incae.edu
Networks
https://cr.linkedin.com/in/esteban-r-brenes-b932a04
Networks
Academic Background
  • MBA - INCAE Business School
  • Engineering - Industrial Engineer, Universidad de Costa Rica
  • Ph.D. - Agricultural Economics and International Trade and Marketing, University of Florida (Gainesville)
Teaching in INCAE

Teaching areas

  • Strategy

Courses

  • Business Strategy
  • Corporate Strategy

Programs

  • Executive MBA
  • MBA

Executive Programs

biography

He specializes in the areas of Strategy and Entrepreneurial Studies and was Dean of INCAE Business School from 2001 to 2007. He is currently Academic Director of the Executive MBA (EMBA) and the Senior Management Program. He was a visiting professor at the University of Michigan, USA for 10 years, at Cotrugli Business School, Europe for 8 years and led the Steve Aronson Research Chair in Strategy and Agribusiness at INCAE for 12 years. He has taught in executive programs at the Business Schools of the Universities of Michigan, Chicago and Duke and In Company programs for Carlsberg, Coca Cola, Oracle, CEMEX, Citibank, Chiquita, among others.

He has more than 30 international academic publications, 60 case studies and four books, namely: The Future of Entrepreneurship in Latin America with J. Haar, Understanding Entrepreneurial Family Businesses in Uncertain Environments: Opportunities and Resources in Latin America with M. Nordqvist et.al., Desafíos Presentes y Futuros del Medio Ambiente y La Productividad en la Agroempresa Centroamericana and Evaluación de Proyectos en Impacto Ambiental.

President and founder of Brenes, Artavia Consultores y Asociados S.A.(www.bacyasociados.com). Among other companies he has consulted in business and corporate strategy, mergers and acquisitions and family businesses in: Kraft CA, Holcim CR, Tetra Pak C&C, Panama Canal Authority, Grupo Britt NV, Grupo Monge, Interbank Peru, Bantrab Guatemala, Fertica Panama, Hospital Clinica Biblica, Televisora de Costa Rica S.A., MercaSid, Grupo Rica, Distribuidora Pedro Oller, Grupo De Sola, among others. Former Minister of Science and Technology and Minister of Agriculture and Livestock of the Government of Costa Rica.

Work experience

He is Professor of Strategy and Entrepreneurship in the Master's programs and former Dean of the Faculty and Master's programs at INCAE. For 10 years he was Visiting Professor in Entrepreneurial Strategy and International Business at the University of Michigan Business School, Ann Arbor, has been Director of Doctoral Dissertations at HEC, Business School, Paris and has lectured in residential and executive programs at the Business Schools of the Universities of Michigan, Chicago and Duke.

For the past eight years he has been a visiting professor at Cotrugli Business School, Europe. He has taught "In Company" programs, among other companies, for Alstom Group, Roche, Carlsberg, Coca Cola, BASF, Oracle, Novartis, CEMEX, COFIA-AFP - Citibank, Sanofi, Millicom (TIGO) and Chiquita.

Professor Brenes is currently the Director of the Executive MBA (EMBA), Director of the Senior Management Program (PAG) at INCAE and holder of the Steve Aronson Chair in Strategy and Agribusiness. The Chair was created thanks to a significant donation from Mr. Steve Aronson, founder of the Britt Group N.V.

Professor Brenes has a number of international publications including the edition of two books, "The Future of Entrepreneurship in Latin America" with J. Haar and "Understanding Entrepreneurial Family Businesses in Uncertain Environments: Opportunities and Resources in Latin America" with M. Nordqvist et al, the first in second edition 2016 and the second from 2012. Other recent publications include "Learning to become a high reliability organization in the food retail business", "Assesing agri-business firms' performances: Organizational and marketing business models of high/low sales and ROE outcomes", Strategy and innovation in emerging economies after the end of the commodity boom-insights from Latin America" and "Hospital Clinica Biblica in 2013" published in the Journal of Business Research, 2016. Additionally, Professor Brenes has 12 articles published in internationally prestigious academic journals, more than 50 case studies and two other books entitled "Desafíos Presentes y Futuros del Medio Ambiente y la Productividad en la Agroempresa Centroamericana" (Present and Future Challenges of the Environment and Productivity in Central American Agribusiness) and "Evaluación de Proyectos en Impacto Ambiental" (Project Evaluation in Environmental Impact).

In addition to his academic work, Dr. Brenes is founder of the consulting firm bac&asociados S.A. His work in the area of consulting is focused on business and corporate strategy, mergers and acquisitions and the management of family businesses. Some of the organizations for which he has collaborated include: Banco Davivienda, Kraft CA, Holcim CR, Tetrapak CA&C, Chiquita CA, Panama Canal Authority, Grupo Britt NV, Grupo Monge, Grupo Cuesta de Moras, Hospital Clínica Bíblica, Televisora de Costa Rica S.A., Distribuidora Pedro Oller, Grupo De Sola, Alimentos Pro Salud (Sardimar), Industrias Borja, Banco Popular y de Desarrollo Comunal (CR), Banco de Costa Rica, Interbank Perú, Banco Salvadoreño, Banco del Pacífico, POPS, Cemento Panamá and Bolsa de Valores de Guayaquil. Additionally, he is a member of the Board of Directors of different companies in the fields of health, services to oil companies, construction, retail and agribusiness.

During the period from May 1998 to June 2000, he served as Minister of Science and Technology and Minister of Agriculture and Livestock of the Government of Costa Rica and, as such, was also Chairman of the Board of Directors of public companies in the areas of production, irrigation and drainage and marketing of agricultural, agro-industrial and fishing products.

D. in Agricultural Economics with a major in International Trade and Marketing from the University of Florida (Gainesville) with the support of a Fulbright scholarship from the U.S. Government, and an MBA with honors in Business Administration from INCAE. Previously, he obtained a Grade in Industrial Engineering from the University of Costa Rica.

Guillermo_Cardoza_INCAE
Guillermo Cardoza
Ph. D. Université de la Sorbonne
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Guillermo_Cardoza_INCAE
Guillermo Cardoza
Ph. D. Université de la Sorbonne
Contact
guillermo.cardoza@incae.edu
Academic Background
  • D. in Economics and Development, Université de la Sorbonne, Paris.
  • Post-doctorates at KSG- Harvard University and Sloan School of Management -MIT, Boston.
  • Masters in Economics and Development, International Relations and Business Management at the University of La Sorbonne (Paris I and Paris III), Paris.
  • Chemical Engineering, Universidad Nacional de Colombia, Bogotá.
Teaching in INCAE

Teaching areas:

  • Organizational Change and Development
  • Competitiveness
  • International Business
  • Technology and Innovation

Courses:

  • Innovation
  • Change Management
  • Design Thinking
  • Creativity

Programs:

  • Executive MBA
  • MBA

Executive Programs:

  • Executive Master in Marketing
  • Executive MBA
  • Board of Directors Program: Succeeding and Creating Value as a Board Member
  • Design Thinking: Customer-Centered Innovation
  • Management with Leadership: Organizational Change Strategies
  • Global Senior Executive Program - SEP
  • Senior Management Program - PAG
  • Women's Executive Leadership Program II: Driving Business Growth
biography

Guillermo Cardoza has been a full-time professor of Innovation and Change Management at INCAE Business School since 2013. He has developed his career in teaching, research, management of academic institutions and business consulting in the United States, Europe and Latin America and is the author of books and numerous academic publications.

Since 1988 he has been advising several governments in the region (Brazil, Mexico, Colombia, Venezuela and several Caribbean countries) and has worked as a teacher and consultant for various international organizations and multinational companies such as the Inter-American Development Bank (IDB), Scientific and Cultural Organization (Orcyt, Cresalc), The Third World Academy of Sciences (TWAS), International Council of Scientific Unions (ICSU), Committee on Science and Technology for Developing Countries (COSTED), Association of Caribbean States (ACS-AEC), UNESCO, Adidas, E&Y, Pfizer, P&G, Roche Pharma, Abbott, Grupo Santander, 3M, Nestlé, Cargill, Telefónica, Banesto, La Caixa, BUPA-Sanitas and Walmart.

During his tenure as Executive Director of the Latin American Academy of Sciences - ACAL (1987-1996), Professor Cardoza created and directed the Center for Science Studies. At IE Business School (Madrid), where he was associated as professor of Management of Innovation and Competitiveness in emerging economies, he was director for thirteen years and a member of its steering committee; and created the Euro-Latin American Center, responsible for the internationalization of the school in Latin America and for research on the internationalization of emerging market companies. In 2000 he co-founded the Sumaq Alliance, formed by IE Business School together with seven of the most prestigious business schools in Latin America.

He holds three master's degrees: in Latin American Studies, in International Relations and in Management. From 1981 to 1982 he was Process and Planning Engineer at 3M Colombia and Chief Laboratory Engineer at IMA S.A., Bogota, Colombia.

He has been a research fellow in Innovation, Competitiveness and Economic Development in Emerging Markets at Harvard University, John F. Kennedy School of Government, BCSIA - Belfer Center for Science and International Affairs, Cambridge, MA. In addition, he has postdoctoral training in System Dynamics at MIT - Massachusetts Institute of Technology, Sloan School of Management, Cambridge, MA.

He has taught International Economics and Technological Development, with a master's degree in International Economics from the Universidad Central de Venezuela, Caracas, Venezuela (1991-1996) and has done management consulting at Marino Recio y Asociados Caracas, Venezuela (1988-1992).

He holds a Ph.D. in Economics and Development, International Relations and Business Management from the Sorbonne University (Paris I and Paris III) and a degree in Chemical Engineering from the National University of Colombia. He has been a research fellow at the Kennedy School of Government at Harvard University in innovation and competitiveness (1996-2000) and a postdoctoral student at the Sloan School of Management - MIT in System Dynamics. He was also a Visiting Scholar at DRCLAS - Harvard University and the Sloan School of Management - MIT (2019).

Publications

Articles

Research work

Work experience

2019 Visiting Scholar, DRCLAS - Harvard University, Cambridge, MA.

2019 Visiting Scholar, MIT - Sloan School of Management, Cambridge, MA.

2013-Pres. Full Professor of Innovation and Change Management, INCAE Business School, Alajuela, Costa Rica.

1999-2012 Professor on Management of Innovation and Competitiveness in emerging economies, IE Business School, Madrid, Spain.

2000 Co-founder of SUMAQ, Ibero-American Business School Network, Madrid, Spain.

1999-2009 Founder and Director, Euro-Latin America Center, IE Business School, Madrid, Spain.

1999-2003 Member, IE Business School's Direction Committee, Madrid, Spain.

1988-1996 Founded and conducted research on public policies at the ACAL - Center for Information and Science Studies, Caracas, Venezuela.

1987-1996 Executive Director, Latin America Academy of Sciences (ACAL), Caracas, Venezuela.

1996-1999 Research Fellow in Innovation, Competitiveness and Economic Development in Emerging Markets, Harvard University, John F. Kennedy School of Government, BCSIA - Belfer Center for Science and International Affairs, Cambridge, MA.

1997-1998 Postdoctoral training in Systems Dynamics, MIT - Massachusetts Institute of Technology, Sloan School of Management, Cambridge, MA.

1991-1996 Professor of International Economics and Technological Development, Master in International Economics, Universidad Central de Venezuela, Caracas, Venezuela.

1993-1996 Researcher on technological innovation and economic growth, Latin America Center for Information and Science Studies (CIEC-ACAL), Caracas, Venezuela.

1988-1992 Management Consulting, Marino Recio y Asociados, Caracas, Venezuela.

1985-1994 Université de la Sorbonne Nouvelle, Paris III and Paris I, Paris, France.

  • Ph.D. in Economics and Development. Dissertation: Economic restructuring in Latin America: towards a new role in the global economy.
  • Master in Latin American Studies (DEA)
  • Master in International Relations (DESUP)
  • Master in Management (DESS)

1981-1982 Process and Planning Engineer, 3M Colombia, Bogotá, Colombia. 1981 Laboratory Chief Engineer, IMA S.A., Bogotá, Colombia.

1974-1981 Chemical Engineer, Universidad Nacional de Colombia, Bogotá, Colombia.

1988-pres. Advisor to Latin American governments (Brazil, Mexico, Colombia, Venezuela and several Caribbean countries).

1990-pres. Training and consulting for International Organizations and Multinational Corporations: IDB-Interamerican Development Bank, UNESCO -United Nations Educational, Scientific and Cultural Organization (Orcyt, Cresalc), TWAS - The Third World Academy of Sciences (TWAS), ICSU/COSTED - International Council of Scientific Unions (ICSU), Committee on Science and Technology for Developing Countries (COSTED), Association of Caribbean States (ACS-AEC), Adidas, E&Y, IBM, Pfizer, P&G, Roche Pharma, Abbot, Grupo Santander, 3M, Nestlé, Cargill, Telefónica, Banesto, La Caixa, BUPA-Sanitas and Walmart.

1990-Pres. Researcher and Guest Lecturer at several universities and international organizations:

Harvard University (Cambridge, MA), MIT- Sloan School of Management (Cambridge, MA), Babson College (Waltham, MA), TWAS - Third World Academy of Sciences (Trieste), INASP (London), UNESCO (Paris), Association of Caribbean States (Port of Spain), Instituto Brasileiro de Informacion Cientifica y Tecnologica (Brasilia), Conselho Nacional de Pesquisas (Brasilia), Institut des Hautes Etudes de l'Amérique Latine, Université de la Sorbonne Nouvelle-Paris III, Maison de l'Amérique Latine (Paris), Universidad Central de Venezuela (Caracas), Universidad Metropolitana (Caracas), Universidad del Norte (Barranquilla), Procter and Gamble (Caracas), Universidad Nacional de Colombia (Bogota), Universidad de la Asunción (Asunción), Universidad de los Andes (Bogota), Pontificia Universidad Catolica de Minas Gerais (Belo Horizonte), SPAE-SPOL (Guayaquil).

Luciano Ciravegna
Luciano Ciravegna
Ph.D. The Development Studies Institute, London School of Economics
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Luciano Ciravegna
Luciano Ciravegna
Ph.D. The Development Studies Institute, London School of Economics
Contact
luciano.ciravegna@incae.edu
Academic Background
  • M.P.A. University of Oxford
  • B.A. Economic History, London School of Economics
  • Ph.D. The Development Studies Institute, London School of Economics
Teaching in INCAE

Teaching areas:

  • Competitiveness
  • Entrepreneurship
  • Strategy
  • Marketing
  • International Business
  • Policy

Courses:

  • Advanced Marketing
  • Marketing Management 2

Programs:

  • MBA
  • Executive Programs
  • ExMaster in Marketing and Sales
  • Branding and Positioning Strategies
  • Strategic Marketing for the Digital Era
biography

Luciano Ciravegna is a full professor and Director of Research at INCAE Business School, where he teaches courses in the areas of Marketing and Strategy. He is also Director of the Steve Aronson Chair of Agribusiness and Sustainability at this business school.

His teaching experience includes courses for undergraduate, graduate, MBA and executive programs in international business, corporate strategy, competitive strategy, competitiveness and development, and business risk analysis at the following institutions: INCAE, The London School of Economics, Royal Holloway College, ESCP, Los Andes Business School and University of Hong Kong. 

He has conducted research and consulting work in Costa Rica, El Salvador, Honduras, Guatemala, Nicaragua, Panama, Peru, Chile, Brazil, Colombia, Ecuador, Argentina, United Kingdom, Austria and Italy. He has also worked as a business risk analyst with a focus on Latin American markets.

His academic career and international experience began at the age of 16, when he was admitted to the United World College. He then obtained a degree in Economic History from the London School of Economics and published his undergraduate thesis in Italian as his first book. 

After undergraduate studies, he became a Fellow of St. Antony's College, University of Oxford, where he graduated from a two-year research master's program, the MPhil (Master of Philosophy) in Latin American Economics and Politics. 

He earned his Ph.D. at the Institute of Development Studies at the London School of Economics, with the support of scholarships from INCAE, the Centro Studi D'Agliano, the London School of Economics and the Italian Social Science Council. 

During his doctorate, Ciravegna worked as a consultant on competitiveness, cluster and political risk in Guatemala and Costa Rica for INCAE-CLACDS; in London for the political risk consultancy Executive Analysis; in Vienna for UNIDO; and in Italy for the Province of Turin. 

He is the author of three books and his articles have been published in top-ranked journals by Financial Times and ABS: Journal of International Business Studies, Strategic Management Journal, Entrepreneurship Theory and Practice, Journal of Business Ethics, Global Strategy Journal and Journal of World Business..

Francisco Conejo
Francisco Conejo
He earned his Ph.D. from the University of Otago (New Zealand).
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Francisco Conejo
Francisco Conejo
He earned his Ph.D. from the University of Otago (New Zealand).
Contact
francisco.conejo@incae.edu
Academic Background
  • D. in Marketing from the University of Otago (New Zealand).
  • MBA and MS in International Business from the University of Colorado (USA).
Teaching in INCAE

Teaching areas:

  • Marketing

Executive Programs

biography

Francisco J. Conejo is the Director of the Marketing Area, as well as Director of the Executive Master in Marketing and Sales at INCAE Business School.

He is also an Associate Professor of Marketing. He has over 20 years of international teaching experience, having taught a variety of undergraduate and master's level courses in Costa Rica, the United States, and New Zealand. He currently teaches Marketing 1/ Marketing Fundamentals, Marketing Management, Sustainable Marketing, and Qualitative Research for Marketing and Sales in the different programs offered by INCAE. He also supervises student consulting projects.

His research combines different areas of marketing, psychology, and sustainability. Through this mix he seeks to improve how consumer behavior is understood and managed. His research has been published in a variety of international journals, such as the Journal of Macromarketing, Journal of Brand Management, Journal of Place Branding & Public Diplomacy, Journal of Sport and Tourism, Journal of Brand Strategy, and Journal of Digital & Social Media Marketing, among others.

Prior to joining the academic field, Dr. Conejo worked extensively in the corporate environment marketing goods and services in different categories. He has experience with the U.S. general/mass market. He also has experience with ethnic marketing, having served the Asian, Hispanic and African-American segments. To that is added international marketing experience, having helped take U.S. brands around the world. All of this experience informs his teaching and research.

Dr. Conejo is a graduate of the University of Colorado (USA), from where he obtained his MBA and MS in International Business. D. in Marketing from the University of Otago (New Zealand).

Publications
Carla_Fernandez_INCAE
Carla Fernández Corrales
Senior Director of Executive Education & INCAE Online / Ph.D. in Business Administration, University of Illinois
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Carla_Fernandez_INCAE
Carla Fernández Corrales
Senior Director of Executive Education & INCAE Online / Ph.D. in Business Administration, University of Illinois
Contact
carla.fernandez@incae.edu
Academic Background
  • Ph.D. in Business Administration, University of Illinois at Urbana-Champaign, 2017.
  • M.Sc. in Computer Science and Informatics, University of Costa Rica, 2012
  • Bachelor's Degree in Industrial Engineering, Universidad de Costa Rica, 2004.
Teaching in INCAE

Teaching areas:

  • Technology and Innovation

Courses:

  • Digital Transformation II
  • Project Management

Programs:

  • MBA
  • Global MBA

Executive Programs:

  • Executive Master in Business Analytics
  • Executive Master in Marketing
  • Board of Directors Program: Succeeding and Creating Value as a Board Member
  • Business Intelligence: Building a data-driven enterprise
  • Business Strategy
  • Agile Organizations: Adapting in Times of Uncertainty
  • Senior Management Program for Human Resources
  • Senior Management Program - PAG
biography

Carla Fernández Corrales is the Senior Director of Executive Education & INCAE Online and is an Assistant Professor at INCAE Business School. She earned her Ph.D. in Business Administration with a concentration in Information Systems from the University of Illinois at Urbana-Champaign. In addition, she obtained a Grade in Industrial Engineering and an M.S. in Computer Science with honors, both from the University of Costa Rica. She was awarded a Fulbright scholarship from the U.S. Department of State.

Dr. Fernández Corrales' research focuses on the study of technology management and innovation using machine learning methods. Her teaching and consulting interests focus on the strategic use of information technologies, data science and agile methodologies.

As a consultant, lecturer and TEDx speaker, Professor Fernández Corrales stands out for her ability to communicate highly specialized knowledge about technology to non-technical audiences, establishing connections with the value proposition, strategy and risk analysis in organizations.

Passionate about innovation and the digital transformation of higher education, she has also served in various academic leadership positions, including Director of Educational Technologies (METICS) at the University of Costa Rica, Director of Learning Innovation at INCAE Executive Education and Academic Director of the MBA programs at INCAE Business School.

Florian_Federspiel_INCAE
Florian M. Federspiel
Ph.D. IE Business School
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Florian_Federspiel_INCAE
Florian M. Federspiel
Ph.D. IE Business School
Contact
florian.federspiel@incae.edu
Academic Background
  • B.A. - Psychology and Management (Honors) - Bradford University
  • M.Sc - International Management - IE Business School
  • Ph.D. - Management - IE Business School
Teaching in INCAE

Teaching areas

  • Management Decisions
  • Quantitative Methods

Executive Programs

biography

D. in Management Decision Sciences from IE Business School and an MSc. in International Management from the same school. He is an Assistant Professor at INCAE Business School and focuses on Management Decision Sciences.

He is also an Adjunct Professor in the Operations and Technology area at IE Business School, and a member of the Decision Analysis Society (INFORMS), as well as co-editor of the Ask Das column in Decision Analysis Today.

His research focuses on the intersection of theoretical knowledge of decision making (related to mathematical models), and how it is actually done in practice (related to cognitive and social psychology), for application in managerial decisions.

Work experience

Florian Federspiel is Assistant Professor at INCAE Business School and focuses on Management Decision Sciences.

Prior to joining INCAE Business School, he was a Visiting Scholar in the Operations and Information Management Group at Georgetown University McDonough School of Business in the USA and an Adjunct Professor in the area of Operations and Technology at IE Business School in Spain.

His research focuses on the intersection of theoretical knowledge of decision making (related to mathematical models), and how decisions are actually made in practice (related to cognitive and social psychology), always with the aim of identifying possible failures and interventions to combat such failures in managerial decisions.

He is a member of the Decision Analysis Society of the Institute for Operations Research and the Management Sciences (INFORMS), as well as editor of the Ask DAS column of Decision Analysis Today.

Elena Fumagalli INCAE
Elena Fumagalli
Ph.D. Marketing, HEC Paris
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Elena Fumagalli INCAE
Elena Fumagalli
Ph.D. Marketing, HEC Paris
Contact
elena.fumagalli@incae.edu
Academic Background
  • Ph.D. in Marketing, HEC Paris, France.
  • M.C. in Marketing Management from Università Commerciale Luigi Bocconi, Milan, Italy (cum laude).
  • Visiting doctoral candidate at Texas A&M, Mays School of Business.
Teaching in INCAE

Teaching areas:

  • Marketing
  • Marketing

Executive Programs

biography

She is currently an assistant professor of Marketing at INCAE Business School and until February 2023 was an assistant professor of Marketing at the Universidad Torcuato Di Tella, in Buenos Aires, Argentina.

She received a Ph.D. in Marketing from HEC Paris, France and an M.C. in Marketing Management from Università Commerciale Luigi Bocconi, Milan, Italy, where she graduated cum laude. She spent a year as a visiting doctoral student at Texas A&M, Mays School of Business.

Professor Fumagalli directs her research towards the study of consumer behavior and welfare. To investigate these issues, she uses both experimental design and survey methods. Specifically, her focus is on understanding how negative emotions such as loneliness, disgust, among others, influence people's purchasing decisions.

Her work has been published in several international journals such as the Journal of Consumer Psychology, Journal of Retailing, Frontiers in Psychology and Current Opinion in Psychology. She currently has articles under review in the International Journal of Research in Marketing and with Current Research in Ecological and Social Psychology.

Because of her experience as a marketing consultant and active researcher, she has been invited to participate in workshops, doctoral colloquia and conferences in different countries. In December 2022, for example, she addressed the topic "Covid-19, vaccine brand preference and political orientation" at the SMLA: Strategic Management in Latin America Conference, held in Buenos Aires.

In 2022 she participated in the podcast ¡Compórtate! of Behavioral Insights (Argentina), where she spoke about consumer behavior. And, that same year, the Argentine newspaper La Nación interviewed her to address the topic "Dispersion, an evil of the times that puts technology in the spotlight".

Throughout her academic and professional career, she has earned a number of awards such as third place in the Best Undergraduate Course Professor category from Di Tella Business School (2022), a fellowship from Harvard Business School's Global Colloquium on Participant-Centered Learningl program, and the Editor's Choice Award for Marketing from SAGE in 2021.

Professor Fumagalli is fluent in Italian (her native language), English and Spanish.

Publications
Margaret Grigsby INCAE
Margaret Rose Grigsby
Postgraduate degree in Leadership Coaching at Georgetown University, Washington DC.
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Margaret Grigsby INCAE
Margaret Rose Grigsby
Postgraduate degree in Leadership Coaching at Georgetown University, Washington DC.
Contact
margaret.grigsby@incae.edu
Networks
https://cr.linkedin.com/in/margaretrosegrigsby
Networks
Teaching in INCAE

Executive Programs

biography

Margaret Rose Grigsby is a distinguished Professor of Leadership and Marketing and the President of Brainpower Latin America. As an Executive Coach for senior leaders, a sought-after speaker on leadership and women's leadership, and a consultant specializing in brand strategy and personal branding, she brings a wealth of expertise to her field.

With nearly 25 years of executive experience in multinational corporations, Margaret has held leadership roles across Latin America and the Caribbean. Her career includes positions as CEO in Argentina, COO in Colombia, President and General Manager in Costa Rica, VP for Latin America in Mexico, and VP Director in the Caribbean, among others. This extensive regional exposure has provided her with a deep understanding of cultural nuances and market dynamics across Latin America.

Margaret holds a graduate degree in Leadership Coaching from Georgetown University in Washington, D.C., an MBA from INCAE Business School, and a double major in Social and Organizational Psychology from McGill University in Montreal, Canada.

Camellia_Ilie_INCAE
Camelia Ilie Cardoza
President / Ph.D. in Business Administration. Summa Cum Laude. Comillas Pontifical University, ICADE. Madrid. Spain
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Camellia_Ilie_INCAE
Camelia Ilie Cardoza
President / Ph.D. in Business Administration. Summa Cum Laude. Comillas Pontifical University, ICADE. Madrid. Spain
Contact
camelia.ilie@incae.edu
Academic Background
  • Ph.D. - Business Administration. Summa Cum Laude. Universidad Pontificia Comillas, ICADE, Madrid, Spain.
  • Grade - Engineer. Polytechnic University, Bucharest, Romania.
  • Diploma - Financial Times Non-Executive Director Diploma, Financial Times
  • Diploma - Senior Executive Program. ESADE Business School, Madrid, Spain & Babson College, Boston, USA.
  • Certificate - Corporate Governance: Essentials for a New Business Era. The Wharton School.
  • Certificate - Preparing to be a Corporate Director, Harvard Business School.
Teaching in INCAE

Teaching areas

  • CEO and Board of Directors
  • Change and Business Transformation
  • Corporate Governance
  • Strategic Leadership Development
  • Talent Development
  • Women Leadership

Executive Programs:

  • Executive MBA
  • ExMaster in Business Analytics
  • ExMaster in Finance
  • ExMaster in Marketing and Sales
  • Board of Directors Program: Succeeding and Creating Value as a Board Member
  • President's Club
  • Management with Leadership: Personal and Team Leadership
  • Leading People & Change Management
  • Women Lead: Strategies for Women Development
  • Women's Executive Leadership Program
biography

Professor Camelia Ilie Cardoza is a leader with more than 30 years of experience in strategy, innovation, and financial management in organizations in Europe, Latin America, and the United States of America. Before her appointment as President of INCAE Business School, a leading business school in Latin America, she was Dean of Strategy and Institutional Affairs, Dean of Executive Education and Strategic Innovation, Chair of the Leadership Center, and full-time professor at INCAE.

During the last decade, INCAE's Executive Education area has been positioned in the Top 25 of the Financial Times world ranking. Likewise, in alliance with Emeritus, she led the creation of INCAE Online, an online education start-up. Over 6,500 participants from 15 countries attend the programs of INCAE each year.

As a professor of Corporate Governance, she leads programs that help presidents, CEOs, and board members improve their governance systems and manage digital transformation and innovation. She has also taught programs and advised multinational corporations such as Banco Santander, PWC, Inter-American Development Bank, Bankinter, Telefónica, Iberia, Maersk, and Copa Airlines.

She was trained as an engineer and obtained a doctorate in business administration at the University of Comillas. She has worked at IE Business School and ESADE Business School in Spain. She was a research fellow at the Rockefeller Center for Latin American Studies at Harvard University and regularly writes in the column "Perspectives in time of change" in the Harvard Review for Latin America.

Dr. Ilie researches corporate governance, higher education, business school models, MBA programs, female entrepreneurship, and leadership. She was recognized as one of the 12 most influential women in business education by BlueSky Thinking. She received the Woman of the Decade award in Education and Leadership in Latin America from the Women's Economic Forum and is listed by Forbes magazine as the 100 most powerful women in Central America and the Caribbean.

Publications

Articles

Other articles

Work experience

Leadership Voices Podcast

Click on the menu to see all the chapters of the Leadership Voices playlist.

TEDTalks

The depth of aesthetics | TEDxPuraVida

Let's change our brains | TEDxPuraVidaSalon

Changing our World | TEDxPuraVida

Urs P. Jäger INCAE
Urs P. Jäger
Senior Director of Impact and Sustainability / PhD in Strategic Change Management, University of St.Gallen (HSG)
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Urs P. Jäger INCAE
Urs P. Jäger
Senior Director of Impact and Sustainability / PhD in Strategic Change Management, University of St.Gallen (HSG)
Contact
urs.jager@incae.edu
Networks
https://cr.linkedin.com/in/urs-j%C3%A4ger-b8311143
Networks
Academic Background
  • PhD - Strategic Change Management (Habilitation / tenured) - University of St.Gallen (HSG)
  • Ph.D. - Leadership and Business Ethics - University of St.Gallen (HSG)
  • Bachelor's Degree - Business Administration - University of St.Gallen (HSG)
Teaching in INCAE

Teaching areas

  • Entrepreneurship in emerging countries
  • Negotiation
  • Sustainability in emerging countries as risk and opportunity 

Courses

  • Fundamentals of Sustainability II
  • Sustainability in emergent economies
  • Negotiation
  • Fundamentals of Sustainability II
  • Sustainable Strategy
  • Negotiation
  • Fundamentals of Sustainability II
  • Entrepreneurship in emerging countries
biography

Urs Jäger is a strategist, researcher and teacher, specialist in strategic change management, leadership, business ethics, entrepreneurship and impact management with extensive experience in Europe and Latin America.

He is the Senior Director of Impact and Sustainability and Associate Professor at INCAE Business School, and Executive Director of VIVA Idea. He guides his work from approaches of action research methodology, sustainability, entrepreneurship and social innovation, with a focus on the inclusion of formal and informal markets, working in emerging countries.

He holds the VIVA Idea Schmidheiny Chair in Sustainability at INCAE Business School, in joint leadership with other colleagues. The Chair focuses on developing solutions that enable leaders to manage their impact and develops solutions based on an action research approach.

As executive director of VIVA Idea, an organization that is part of the VIVA Trust ecosystem of organizations that supports sustainable development throughout Latin America, he executes processes of action, accompaniment and training for leaders of companies, foundations, governments, non-governmental organizations and communities in managing impact. Impact management means the way in which leaders can make decisions and act to promote social progress. In this process, VIVA Idea collaborates with the Chair at INCAE Business School.

Urs Jäger's research focuses on collaborations between actors in unequal situations (such as indigenous peoples and multinational corporations), drivers of informal market development and governance practices that strengthen informal market development with a focus on social and economic progress. Together with his teams, he has developed action-research studies in Europe, Indonesia and more than ten countries in Latin America.

Work experience

2013 to date: Associate Professor. INCAE Business School (Costa Rica)

2013 to date: Research Director. VIVA, in collaboration with INCAE Business School (Costa Rica).

2007 to date: Associate Professor (Privatdozent). University of St. Gallen (Switzerland).

2011 to 2012: Visiting Research Professor. INCAE Business School (Costa Rica)

2006 to 2011: Founding Co-Director. Center for Leadership and Values in Society (CLVS-HSG), University of St. Gallen. 2006: Visiting Scholar. Peter F. Drucker and Masatoshi Ito Graduate School of Management, Los Angeles (USA).

2003 to 2006: Assistant Professor. Institute of Management, University of St. Gallen.

2000 to 2003: Management Accountant/Financial Services Project Manager and Human Resource Consultant. Lufthansa Group (aviation company) (Frankfurt, Germany)

1999 to 2000: Research Associate. Institute for Leadership and Human Resources Management, University of St. Gallen.

1998 to 1999 : Portfolio Management Analyst. Investment banking firm (Zurich, Switzerland).

1998: Junior Consultant. Management Centre of St. Gallen (MZSG). (St.Gallen)

1997 to 1998: Project Member. Institute for Business Ethics, University of St. Gallen.

1997: Consultant. Consulting Group for Nonprofit-Organizations (BSU). (Stuttgart, Germany)

1996: Researcher. Institute of Work Psychology, Swiss Federal Institute of Technology (ETH) (Zürich, Switzerland).

1991 to 1992: Corporal. Swiss Military Service (Switzerland)

Carlos_Quintanilla_INCAE
Carlos Quintanilla
Ph.D. - University of Michigan
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Carlos_Quintanilla_INCAE
Carlos Quintanilla
Ph.D. - University of Michigan
Contact
carlos.quintanilla@incae.edu
Academic Background
  • Ph.D. - University of Michigan
  • M.S. - University of Michigan
  • Bachelor's Degree - Iowa State University
Teaching in INCAE

Teaching areas

  • Economy
  • Quantitative Methods

Courses

  • Mathematics
  • Quantitative Methods
  • Data Mining
  • Financial Mathematics

Programs

  • CAPSTONE
  • Executive MBA
  • MBA

Executive Programs

biography

D. in Economics from the University of Michigan in August 2000. He also holds a Master's degree in Statistics (May 1998) and a Master's degree in Economics (December 1997) from the same university. His areas of specialization are: Macroeconomics, International Trade, Econometrics and Statistics.

Professor Quintanilla has been an Instructor at the University of Michigan in the following subjects: Macroeconomics and Microeconomics.

He has written numerous case studies and has published in the Journal of Business Research, and INCAE Business Review.

Publications

Articles

Research work

Work experience

D. in economics from the University of Michigan in August 2000. He also holds from the same university a Master's degree in Statistics (May 1998) and a Master's degree in Economics (December 1997.) His areas of specialization are: Macroeconomics, International Trade, Econometrics and Statistics. Professor Quintanilla has been an Instructor at the University of Michigan in the following subjects: Macroeconomics and Microeconomics.

sergio restrepo
Sergio Restrepo
Visiting Professor at INCAE Business School
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sergio restrepo
Sergio Restrepo
Visiting Professor at INCAE Business School
Contact
sergio.restrepo@incae.edu
Networks
https://linkedin.com/in/sergiorestrepoarango/
Networks
Teaching in INCAE

Executive Programs

biography

Sergio Restrepo is a digital marketing expert by practice, who understands how to design global and local digital strategies. After ten years working in digital marketing, he understands exactly what moves clients and that is an authentic and human connection with brands.

With a passion for entrepreneurship, he has established himself as one of the key players in the global digital marketing sphere, creating solid development strategies and integrating creative digital solutions for brands that require multilingual and multicultural expertise.

Sergio understands what is technically required behind the scenes for a brand to deliver the most authentic customer experience possible, from a centralized global perspective.

Prof. Restrepo founded a core digital agency in 2007, which grew to over 250 employees and was later sold in 2014 to a global marketing holding company. Since then, he has started and sold other companies leveraged by the technology component.

He has developed digital marketing strategies in new and existing market territories for dozens of global brands, including Nestlé, 3M, New Balance, SaMiller, Honda and Johnson & Johnson, to name a few. Sergio worked with Lionbridge, a world leader in language localization, supporting the Global Digital Marketing Services division until the end of 2018.

He is a visiting professor in digital marketing and digital transformation at IESE Business School (SPAIN), Georgetown University (USA), Boston University (USA) and INCAE Business School (Costa Rica). He is currently dedicated to marketing automation and digital transformation consulting.

Arnoldo Rodriguez
Arnoldo Rodriguez
Ph.D Carlson School of Minnesota
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Arnoldo Rodriguez
Arnoldo Rodriguez
Ph.D Carlson School of Minnesota
Contact
arnoldo.rodriguez@incae.edu
Academic Background
  • D. - Accounting, Carlson School of Management, Minnesota University.
  • M.A.E. - INCAE
  • B.A. - Universidad Autónoma de Centro América
Teaching in INCAE

Teaching areas

  • Accounting

Programs

  • Executive MBA

Executive Programs

biography

Dr. Arnoldo Rodriguez is an associate professor at INCAE in the areas of Financial Accounting, Managerial Accounting and Control. He earned his Ph.D. from the Carlson School of Management at the University of Minnesota. He is also a graduate of INCAE. Professor Rodriguez is the Director of the Master in Analytics, Innovation and Technology (MAIT) program at INCAE.

He also serves as a consultant to companies in Latin America and has been a guest lecturer at the University of Minnesota, Webster University in St. Louis, and has lectured and taught at universities throughout Latin America. His main academic interests focus on the topics of Value Creation, Risk Management and Accounting Systems Analysis and how companies structure and manage these topics in the age of analytics.

Publications

Articles

Research work

Work experience

He currently serves as an assistant professor at INCAE in the following courses: Financial and Managerial Accounting, Control and Budgeting and Applied Research.

He also conducts refresher seminars in the area of Executive Training, and is Director of the Research Center at INCAE.

Among his other activities, Prof. Rodriguez is a consultant to companies in the Central American region, a member of the American Accounting Association and an advisor to the Costa Rican Government in the areas of fraud and manipulation of accounting figures.

Alberto Trejos INCAE
Alberto Trejos
Ph.D. - University of Pennsylvania
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Alberto Trejos INCAE
Alberto Trejos
Ph.D. - University of Pennsylvania
Contact
alberto.trejos@incae.edu
Networks
https://cr.linkedin.com/in/alberto-trejos-006166243
Networks
Academic Background
  • M.A. - University of Pennsylvania
  • Ph.D. - University of Pennsylvania
Teaching in INCAE

Teaching areas

  • Economy

Courses

  • International Trade
  • Global Macroeconomic Trends
  • Macroeconomic
  • The Manager in Global Trade
  • Public Sector Strategy

Programs

  • Executive MBA
  • MBA

Executive Programs

biography

Alberto Trejos received his Ph.D. in economics from the University of Pennsylvania. As an academic, he has been a faculty member at Northwestern University and INCAE, where he also served as Dean and as director of the Latin American Center for Competitiveness and Sustainable Development. He has been a visiting scholar at the University of Michigan, the Institut d'Anàlisi Econòmica de Barcelona, the University of California and the Federal Reserve Bank of the United States. He has published extensively in both academic journals and practitioner media, especially in monetary theory, macroeconomics, international trade and development.

He is currently the president of Grupo Cuestamoras, and for two decades has been part of the governance (in Costa Rica and regionally) of the financial group BAC-Credomatic. He is a partner of the consulting firms CEFSA and DRP, and has provided his services to governments, international organizations and companies in 60 countries, mainly in the Americas, Europe and Africa.

In Costa Rica he was minister of foreign trade, a position from which he led the negotiation of CAFTA. He was one of the original members of the Financial System Supervisory Council and, for almost a decade, president of CINDE, the agency for attracting foreign direct investment. He participated in the design and negotiation of the Worker Protection Law, which constituted the integral reform of the pension system.

He has been a founding director of the Brenthurst Foundation in South Africa, the Democracy Lab and the advisory board of the New York University School of Public Health. He also chaired the Arias Foundation for Peace and Democracy. He has been a judge in international disputes before the World Trade Organization.

Publications

Articles

Research work

Work experience

Alberto Trejos received his Ph.D. in economics with honors from the University of Pennsylvania in 1994. He has been a faculty member at Northwestern University, and a visiting professor at the University of Michigan and the Institut d Analisi Economica de Barcelona.

At INCAE he has served as dean and director of his think-tank, the Latin American Center for Competitiveness and Sustainable Development. His academic work focuses on monetary economics, macroeconomics, international economics and development.

In public policy, he served as Costa Rica's Minister of Foreign Trade, during which time he led the negotiation of CAFTA. He has also been president of CINDE, the investment attraction office, and a member of the National Council of Supervision of the Financial System. He participated in the design and negotiation of the pension system reform.

In private practice, he is a partner at CEFSA, the leading macroeconomic consulting firm in his country. He is a member of the board of directors of several important companies in Costa Rica, including the bank BAC San José, Corporación Cuestamoras, the newspaper El Financiero and the distributor DIPO.

Internationally, he has been a consultant and expert for governments, international organizations and companies in 50 countries in Latin America, Europe and Africa. He is a director of the Brenthurst Foundation in South Africa. He directs the International Council on the Economy for the President of Malawi, and is a member of the Board of International Advisors for the President of Mozambique.

Giovanni Visentin INCAE
Giovanni Visentin
Doctorate in Management Sciences, ESCP Business School of Paris
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Giovanni Visentin INCAE
Giovanni Visentin
Doctorate in Management Sciences, ESCP Business School of Paris
Contact
giovanni.visentin@incae.edu
Networks
https://cr.linkedin.com/in/giovanni-visentin-b1818744/en
Networks
Academic Background
  • D. in Management Sciences, ESCP Business School of Paris.
  • Master in Accounting and Finance, Bocconi University of Milan.
Teaching in INCAE

Teaching areas

  • Marketing

Programs

  • Global MBA
  • Online MBA

Executive Programs

biography

Giovanni Visentin is an Assistant Professor of Marketing at INCAE Business School. His research focuses on the intersection of strategic leadership and marketing management, examining the ability of chief marketing officers (CMOs) to influence long-term marketing strategies. In addition, Professor Visentin studies consumer behavior to determine the socio-psychological characteristics that influence their ability to make long-term decisions on financial investments, food and sustainability.

Visentin uses archival and textual data, through essentially quantitative methods such as Machine Learning and Natural Language Processing (NLP), to understand phenomena such as managerial myopia, stakeholder management and financial performance in a variety of empirical contexts, including social networks, product markets and financial markets.

He has presented his research at numerous international conferences and is a member of several international academic and professional associations, including the American Marketing Association, the Academy of Marketing Science, the Association of Marketing Theory and Practice, the European Marketing Academy, the Strategic Management Society and the Academy of Management (STR and MOC divisions).

Professor Visentin's doctoral dissertation, entitled: "Leadership Determinants of Myopic Management: Implications for Marketing", received much attention in the field of marketing management and was selected as outstanding by the French Marketing Association (AFM). Her teaching experience includes teaching case-based courses on the application of analytical tools for business decision making to Global MBA, Online MBA and Executive MBA students at INCAE Business School.

Previously, his career was focused on consulting, serving as a lead consultant and project manager for multinational companies and leading law firms. His areas of expertise include legal and tax advisory, intangible asset valuation, corporate finance and forensic accounting.

He earned his PhD in Management Sciences from ESCP Business School in Paris and his MSc in Accounting and Finance from Bocconi University in Milan. In addition to his Italian mother tongue, Giovanni is fluent in English and French, and is practicing his Spanish to add to his list of languages.

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