...Case Study Answers: 1. Brands they use a) Think about the life stories of our three informants and the quotes regarding the brands they use .Is it appropriate to say that these consumers have formed relationships with the brands they know and use? In what ways yes, in what ways no? Answer: Jean: She has formed relationships with the following brands: a. Revere Ware: Best stainless steel pot she has ever bought because the spaghetti sauce she cooks doesn’t burn in it and stick to the bottom; she bought one for her daughter too. b. Pastene Tomatoes: The best “Kitchen Ready” canned tomatoes she has ever used because they taste the best; the tomatoes are perfect, nice and ripe. c. Philip Berio: It is the best because it tastes better than the others and is best for cooking. d. Progresso: Italian flavoured bread crumbs and vinegar. e. Johnnie’s Foodmaster: They have the best meat (For sausages, meatballs etc). f. Electrolux: The best vacuum cleaner she can buy despite the fact that it is expensive. g. Frigidaire: The best refrigerator because the brand has been with her for 15 years and the company provides excellent customer service even now. h. Shimmer Lights: It is Jean’s personal shampoo; she doesn’t share that shampoo with anyone and feels she deserves it. i. Gloria: Boar’s head from Gloria as it is the best; the people there cut ( meat cold cuts) nice and thin. She has not formed relationships with the following brands: a...
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...MM 606 Class of Sessions : 2012 : 30 Objective To make the student aware of issues related to sales force management focusing on ―selling‖ as a tool of Marketing Communication. The study of Channel Management offers an appreciation of logistics of information and goods, and exposes students to the types of systems required to optimize organizational efficiency through this function. Learning Objective: The aim is to prepare students to manage sales and channel teams for different types of selling, with the purpose of enhancing value based output and productivity Learning Outcomes: REFERENCE BOOKS Sales Management - Decisions, Strategies and Cases. 5ed Marketing Channels: A Relationship Approach Sales & Distribution Management Sales Management Sales and Distribution Management – Text & Cases Retailing Management – Text & Cases, 2 nd AUTHOR / PUBLICATION Richard R Still, Edward W Cundiff, Norman A, P Govoni- PCI Coughlan, 7th ed IUP Panda / Sahadev Havaldar / Cavale. Tata Mcgraw Hill - 2007 Pradhan, Swapna. Tata McGraw-Hill - 2006 e Faculty teaching the subject in all PGPM Campuses should refer Articles, Journals, Websites. Detailed Syllabus Introduction: Emerging Trends in S & D, Linking S & D Role & Responsibility of Sales person: - Cross Functional Linkages, Types of selling, Value Proposition, Lifetime Customer Value Creation- Key Accounts Management. Selling Skills: Communication, body language, listening skills, conflict management, negotiation. Personal...
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...MKTG303 Marketing Strategy Analysis and Decisions Assessment Guide Session 1, 2015 Department of Marketing and Management ASSESSMENT OVERVIEW Assessment 1 (A1) Case Study: Individual Assessment (30%) The case facilitates the discussion of marketing problems in real situations. Each student is to individually conduct a case study analysis during the semester. You should read these cases carefully and come to class prepared to provide constructive input as the class works together to address the issues of the case. 1. Practice Cases (Not assessable but required for class discussion) There will be two practice case studies to be prepared before the relevant class and discussed during class. Participation in these cases is important and will greatly assist you in understanding how to prepare the three assessable cases. Practice Case 1: Discussion Week 2- Seminar 4 - Dr Pepper Snapple Group, Inc: Energy Beverages– Kerin & Peterson page 105. Case Questions: 1. How would you characterise the energy beverage category, competitors, consumers, channels, and DPSG’s category participation in late 2007? 2. Does your characterisation bode well for a new energy beverage brand introduction generally and for Dr Pepper Snapple Group, in particular? 3. What target consumer market should be chosen for a new energy beverage brand? 4. What product should be introduced and how should it be positioned/differentiated? 5. Through which channel(s) should a new energy beverage brand...
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...brainstorming, debate and discussion brought to an end two years of research and examination of our basic businesses, and launched us on a new way of thinking about and managing those businesses.” Preston was excited about the new direction taking shape at Avon. The past several years had been difficult for the organization. Hostile takeover attempts plagued the firm during the 1980s. Avon sales volume in the United States and international markets showed little or no growth. Profit margins on many products declined due to price discounting by competitors. Turnover rates of sales representatives had increased. The corporate debt was referred to as “staggering” at $1.13 billion or 82.5% of total capital in 1988 (See Appendices A, B, and C). Preston was confident, however, that 1993 would be a year of improvement for the company, both in financial performance and in the progress made “repositioning ourselves as the woman’s company for the Nineties and beyond.” Avon’s research department informed management that corporate problems centered around image and market access. That shaped the agenda of the June, 1992, meeting in Florida: How to protect the firm’s dominant Latin American and Pacific Rim positions against increasingly stiff competition, how to establish a growth track in established markets, and how to pay for it all. Out of the discussions emerged a new vision of the firm, a new marketing orientation, and a new approach to strategic development. This case was prepared by James...
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...brainstorming, debate and discussion brought to an end two years of research and examination of our basic businesses, and launched us on a new way of thinking about and managing those businesses.” Preston was excited about the new direction taking shape at Avon. The past several years had been difficult for the organization. Hostile takeover attempts plagued the firm during the 1980s. Avon sales volume in the United States and international markets showed little or no growth. Profit margins on many products declined due to price discounting by competitors. Turnover rates of sales representatives had increased. The corporate debt was referred to as “staggering” at $1.13 billion or 82.5% of total capital in 1988 (See Appendices A, B, and C). Preston was confident, however, that 1993 would be a year of improvement for the company, both in financial performance and in the progress made “repositioning ourselves as the woman’s company for the Nineties and beyond.” Avon’s research department informed management that corporate problems centered around image and market access. That shaped the agenda of the June, 1992, meeting in Florida: How to protect the firm’s dominant Latin American and Pacific Rim positions against increasingly stiff competition, how to establish a growth track in established markets, and how to pay for it all. Out of the discussions emerged a new vision of the firm, a new marketing orientation, and a new approach to strategic development. This case was prepared by James...
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...Also by J.K. Rowling Harry Potter and the Philosopher’s Stone Harry Potter and the Chamber of Secrets Harry Potter and the Prisoner of Azkaban Harry Potter and the Goblet of Fire Harry Potter and the Order of the Phoenix Harry Potter and the Half-Blood Prince Harry Potter and the Deathly Hallows (in Latin) Harry Potter and the Philosopher’s Stone Harry Potter and the Chamber of Secrets (in Welsh, Ancient Greek and Irish) Harry Potter and the Philosopher’s Stone Fantastic Beasts and Where to Find Them Quidditch Through the Ages The Tales of Beedle the Bard Copyright First published in Great Britain in 2012 by Little, Brown and Hachette Digital Copyright © J.K. Rowling 2012 The moral right of the author has been asserted. All characters and events in this publication, other than those clearly in the public domain, are fictitious and any resemblance to real persons, living or dead, is purely coincidental. All rights reserved. No part of this publication may be reproduced, stored in a retrieval system, or transmitted, in any form or by any means, without the prior permission in writing of the publisher, nor be otherwise circulated in any form of binding or cover than that in which it is published and without a similar condition including this condition being imposed on the subsequent purchaser. ‘Umbrella’: Written by Terius Nash, Christopher ‘Tricky’ Stewart, Shawn Carter and Thaddis Harrell © 2007 by 2082 Music Publishing (ASCAP)/Songs of Peer, Ltd. (ASCAP)/March Ninth...
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...Also by J.K. Rowling Harry Potter and the Philosopher’s Stone Harry Potter and the Chamber of Secrets Harry Potter and the Prisoner of Azkaban Harry Potter and the Goblet of Fire Harry Potter and the Order of the Phoenix Harry Potter and the Half-Blood Prince Harry Potter and the Deathly Hallows (in Latin) Harry Potter and the Philosopher’s Stone Harry Potter and the Chamber of Secrets (in Welsh, Ancient Greek and Irish) Harry Potter and the Philosopher’s Stone Fantastic Beasts and Where to Find Them Quidditch Through the Ages The Tales of Beedle the Bard Copyright First published in Great Britain in 2012 by Little, Brown and Hachette Digital Copyright © J.K. Rowling 2012 The moral right of the author has been asserted. All characters and events in this publication, other than those clearly in the public domain, are fictitious and any resemblance to real persons, living or dead, is purely coincidental. All rights reserved. No part of this publication may be reproduced, stored in a retrieval system, or transmitted, in any form or by any means, without the prior permission in writing of the publisher, nor be otherwise circulated in any form of binding or cover than that in which it is published and without a similar condition including this condition being imposed on the subsequent purchaser. ‘Umbrella’: Written by Terius Nash, Christopher ‘Tricky’ Stewart, Shawn Carter and Thaddis Harrell © 2007 by 2082 Music Publishing (ASCAP)/Songs of Peer, Ltd. (ASCAP)/March Ninth Music...
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...Steven himself frequently acting in ways that are often coded feminine, such as enjoying dressing up, dancing, and openly crying and becoming emotional in front of others. However, one of the more commonly discussed characters among the fans is Stevonnie. Stevonnie is what is known in the show as a "fusion" of Steven and Connie. In the show, the gems are able to combine with other gems, creating what is known as gem fusions. For example, Garnet is a fusion of two gems, Ruby and Sapphire, who are so in love that they cannot stand being apart. However, Steven is a unique case, as he has a gem mother and a human father. Thus, he is not able to fuse with other gems, but he is able to fuse with humans. In the episode "Alone Together," Steven and Connie accidentally fuse together, and, after being dubbed "Stevonnie" by Amethyst, explore the town together as a fusion. What makes Stevonnie an incredibly unique case in children's media, however, is that their gender is never truly identified in the show. Since Stevonnie is a fusion between a boy and a girl, their gender is something that is left ambiguous. Stevonnie has long hair like Connie. They have wider hips, but there is no obvious implication that they have breasts, or any female (or male) sex organs. The voice actor for Stevonnie, Amanda Joy Michalka, is a cis woman, but...
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...Chapter 1 Modern Project Management 19 Note: If you have any difficulty accessing any of the Web addresses listed here or elsewhere in the text, you can find up-to-date addresses on the home page of Dr. Erik Larson, coauthor of this text: http://www.bus.oregonstate.edu/faculty/bio .htm?UserName=Larson References Ball Parks of Baseball, “Cisco Field,” http://www.ballparksofbaseball.com/future/ CiscoField.htm (accessed June 2, 2009). Benko, C., and F. W. McFarlan, Connecting the Dots (Boston: HBS Press, 2003). Cohen, D. J., and R. J. Graham, The Project Manager’s MBA (San Francisco: Jossey-Bass, 2001). Faylor, C., “Next Generation Wii Is Rumored to Hit the Market in 2011,” Shacknews.com (Oct. 1, 2008). Kay, J., “US Box Office Spellbound by Harry Potter and the Half-Blood Prince,” www.guardian.uk.co.filmblog (accessed July 15, 2009). Krisher, T., “GM Product Chief Says New Vehicles Must be Hits,” www. businessweek.com (accessed July 20, 2009). Larkowski, K., “Standish Group Report Shows Project Success Improves 50 Percent,” www.standishgroup.com, 2004, Third Quarter. Lunar Energy, “British Firm Announces World’s Largest Tidal Power Development,” Lunarenergy.co.uk (March 11, 2008). Peters, T., PM Network, January 2004, Vol. 18, No. 1, p. 19. Project Management Institute, Leadership in Project Management Annual (Newton Square, PA: PMI Publishing, 2006). Project Management Institute, A Guide to the Project Management Body of Knowledge (PMBOK), (Newton Square, PA: PMI...
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...SYLLABUS – UNDERGRADUATE Course Title: Management Information System Semester: Spring 2012 Instructor: Professor Tang Qingquan Sun Yat-Sen Business School, SYSU Part 1: Course/Faculty Information |Course Title & Code |Management Information System | |Class schedule |2012.9----2013.1 | |Classroom location |SYSBS East Campus | |Course Duration： |54 | |No. of credits： |3 | |Level： |[√] Bachelor Core Course |[ ] Bachelor Elective Course | |Prerequisites： | | |Instructor name： |Tang Qingquan | |Office hours |14:30-18:00 on Thursday | |Instructor’s contact info (office, |SYSBS MBA centre M408 ...
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...HubSpot: Inbound Marketing and Web 2.0 Contents Introduction 3 HubSpot Background 4 Inbound vs. Outbound Marketing 4 Product & Pricing 6 Marketplace & Competition 10 Marketing Strategies 14 Customers & Segmentation 16 SWOT Analysis 22 CRM Implications 23 Problem Statement 25 Appendix A – Exhibits 27 References 30 Introduction HubSpot founders, Brian Halligan and Dharmesh Shah, were selling more than software—they were selling a philosophy. They believed that Web 2.0 was a game changing technology that could be leveraged to fundamentally change the way marketers attracted customers. At the same time, typical push marketing techniques were becoming ineffective. Greg Stuart, x-CEO of Interactive advertising bureau, estimates that advertisers spend roughly $112 billion (just over half of total spending in 2006) on sending messages that reach the wrong audience or none at all (Anonymous, 2006). HubSpot designed their products to fill and manage the customer funnel using techniques termed Inbound Marketing. Using the same techniques and products they were selling, HubSpot was able to attract 1,000 customers in a little over a year which showed that their philosophy was sound. In fact, their philosophy was “sold” even before they had a single customer because they were able to raise $17M in venture capital. They attracted a diverse group of customers using the inherent characteristics of inbound marketing techniques. However...
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...Specsavers Case Study Specsavers Case Study Ilyas Morrison Ilyas Morrison Table of Contents Summary 3 Results and Discussion Experiment 1 3 Task 1 5 Experiment 2 6 Task 2 6 Experiment 3 7 Task 3 8 Task 4 9 Task 5 12 Task 6 13 Task 7 14 Experiment 4 15 Task 8 15 Task 9 21 Task 10 22 Conclusion 24 References 25 a) Why might solving a problem present a business opportunity? Discuss with explicit reference to at least 3 of the guest speakers. An intrinsic quality of a problem is demand itself. Demand is a major, if not the most influential variable on a business opportunity, whether that be from a single individual or the entire population. As a result, a problem is arguably the primary source of an unexploited populace and/or economy and drive of innovation. The scale to which the problem is solved, measured relative to its complete effectiveness. In reference to a business opportunity I will refer to the definition according to Daniel Myska, “A business concept that, if turned into a tangible product or service offered by a business enterprise, will result in a financial profit”. It is explicit the effectiveness of which the product/service itself approaches a problem will directly correlate to the unconditional demand said product/service will receive and is paramount to the likelihood of...
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...thomas a . meyer How Great companies Get Started in terrible times Innovate! Innovate! How Great Companies Get Started in Terrible Times THOMAS A. MEYER John Wiley & Sons, Inc. Copyright © 2010 by Thomas A. Meyer. All rights reserved. Published by John Wiley & Sons, Inc., Hoboken, New Jersey. Published simultaneously in Canada. No part of this publication may be reproduced, stored in a retrieval system, or transmitted in any form or by any means, electronic, mechanical, photocopying, recording, scanning, or otherwise, except as permitted under Section 107 or 108 of the 1976 United States Copyright Act, without either the prior written permission of the Publisher, or authorization through payment of the appropriate per-copy fee to the Copyright Clearance Center, Inc., 222 Rosewood Drive, Danvers, MA 01923, (978) 750-8400, fax (978) 646-8600, or on the web at www.copyright.com. Requests to the Publisher for permission should be addressed to the Permissions Department, John Wiley & Sons, Inc., 111 River Street, Hoboken, NJ 07030, (201) 748-6011, fax (201) 748-6008, or online at http://www.wiley.com/go/permissions. Limit of Liability/Disclaimer of Warranty: While the publisher and author have used their best efforts in preparing this book, they make no representations or warranties with respect to the accuracy or completeness of the contents of this book and specifically disclaim any implied warranties of merchantability or fitness for a particular purpose...
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...TABLE OF CONTENTS 1. Introduction 2. Theories of motivation 3. Discussion 4. Role of communication in motivation 5. Leadership style and motivation 6. Conclusion 7. References INTRODUCTION: According to PMBOK (2008) “Project teams are comprised of team members with diverse backgrounds, expectations, and individual objectives. The overall success of the project depends upon the project team’s commitment, which is directly related to their level of motivation”. Role of motivation is very important, when people are working in form of teams, which is an essential practice while working on projects. As stated above in PMBOK, project team members have diversity in their backgrounds, objectives and expectations, so diverse nature of motivational tools and techniques are required for them, for the successful completion of the projects. To motivate people is also difficult in a sense, because different people are motivated with different incentives or motivational tools. Some are motivated only with fringe benefits (Bonus, salary or wages) while for others recognition, working environment and nature of job are main attractions. Different people are at their different levels of need satisfaction and motivation. Also people are different in their preferences and desires for motivation. According to Maslow’s theory, there are different level of needs, once one level is achieved, it no more serve as a motivational incentive and the motivational levels...
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...1. The different between push and pull supply chain. Answers: 1. A “push” promotional strategy makes use of a company's sales force and trade promotion activities to create consumer demand for a product. The producer promotes the product to wholesalers, the wholesalers promote it to retailers, and the retailers promote it to consumers. A good example of "push" selling is mobile phones, where the major handset manufacturers such as Nokia promote their products via retailers such as Carphone Warehouse. Personal selling and trade promotions are often the most effective promotional tools for companies such as Nokia - for example offering subsidies on the handsets to encourage retailers to sell higher volumes. A "push" strategy tries to sell directly to the consumer, bypassing other distribution channels (e.g. selling insurance or holidays directly). With this type of strategy, consumer promotions and advertising are the most likely promotional tools. Pull A “pull” selling strategy is one that requires high spending on advertising and consumer promotion to build up consumer demand for a product. If the strategy is successful, consumers will ask their retailers for the product, the retailers will ask the wholesalers, and the wholesalers will ask the producers. A good example of a pull is the heavy advertising and promotion of children's’ toys – mainly on television. Consider the recent BBC promotional campaign for its new pre-school programme – the Fimbles. Aimed...
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