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  • March 1999 (Revised June 2004)
  • Case

United States Agency for International Development (USAID): Campfire Program in Zimbabwe

By: V. Kasturi Rangan and Jay Sinha
Raises the issue of customer definition in economic development. Because of the multiple stakeholders and their varying interests, understanding where and how value is created is critical to understanding the customer. View Details
Keywords: Customer Focus and Relationships; Development Economics; Marketing Strategy; Programs; Business and Stakeholder Relations; Value Creation; Zimbabwe; United States
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  • February 1999 (Revised March 1999)
  • Case

Sunbeam Television (C)

By: V. Kasturi Rangan and Howard Reitz
Supplements the (A) case. View Details
Keywords: Entertainment and Recreation Industry; Boston
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  • February 1999
  • Teaching Note

United Way of Massachusetts Bay TN

By: David E. Bell
Teaching Note for (9-599-042). View Details
Keywords: Massachusetts
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  • February 1999
  • Case

Neiman Marcus (B)

By: V. Kasturi Rangan and Marie Bell
Supplements the (A) case. View Details
Keywords: Retail Industry; United States
Related
  • February 1999 (Revised March 2001)
  • Case

Egghead to Egghead.com (A)

By: V. Kasturi Rangan and Marie Bell
Over the course of 12 months in 1997 and 1998, Egghead senior management decided to shut down its 180 brick-and-mortar retail stores and move to an electronic store. The case describes the evolution of that process, and the role of its CEO George Orban, and poses... View Details
Keywords: Business Model; Internet and the Web; Transformation; Decisions; Corporate Strategy; Marketing Strategy; Market Transactions; Buildings and Facilities; Retail Industry
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  • February 1999
  • Teaching Note

Wegmans Food Markets: Diabetes Counseling TN

By: David E. Bell
Teaching Note for (9-599-057). View Details
Keywords: Pharmaceutical Industry; Food and Beverage Industry
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  • 1999
  • Working Paper

Social Enterprise Series No. 8 - Managing Multi-Site Nonprofits

By: Allen Grossman and V. Kasturi Rangan
Related
  • 1999
  • Working Paper

Social Enterprise Series No.7 - Marketing's Role in Addressing the Poor as Customers

By: V. Kasturi Rangan and Patricia Walker
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  • January 1999
  • Teaching Note

Costco Companies, Inc. TN

By: David E. Bell
Teaching Note for (9-599-041). View Details
Keywords: Retail Industry
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  • January 1999
  • Background Note

Note on the Drugstore Industry

By: David E. Bell and Ann Leamon
In response to the twin pressures of cross-channel competition and the prevalence of third-party drug plans, drugstores have changed both how they go to market and what they offer once they get there. This note reviews the history of drugstores, presents the current... View Details
Keywords: History; Industry Growth; Retail Industry; Pharmaceutical Industry
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  • 1999
  • Article

A Segmentation You Can Act on

By: John Forsyth, Sunil Gupta, Sudeep Haldar, Anil Kaul and Keith Kettle
Keywords: Segmentation
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  • 1999
  • Article

Commercial Use of UPC Scanner Data: Industry and Academic Perspectives

By: Randolph E. Bucklin and Sunil Gupta
Keywords: Analytics and Data Science; Information Technology; Perspective; Education; Supply and Industry
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  • 1999
  • Article

Culture, Customers, and Contemporary Communism: Vietnamese Marketing Management Under Doi Moi

By: Rohit Deshpandé and J. U. Farley
Keywords: Economic Systems; Customers; Marketing; Management; Viet Nam
Related
  • Article

Foreseeing Marketing

By: R. Deshpande
Keywords: Forecasting and Prediction; Marketing
Related
  • 1999
  • Article

Managing Advertising and Promotion for Long-Run Profitability

By: Kamel Jedidi, Carl F. Mela and Sunil Gupta
Keywords: Management; Advertising; Profit
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  • 1999
  • Article

The "Shopping Basket": A Model for Multi-Category Purchase Incidence Decision

By: Puneet Manchanda, Asim Ansari and Sunil Gupta
Keywords: Decision Making; Sales
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  • 1999
  • Article

When and How Is the Internet Likely to Decrease Price Competition

By: R. Lal and M. Sarvary
Keywords: Internet and the Web; Price; Competition
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  • November 1998
  • Case

Wegmans Food Markets: Diabetes Counseling

By: Ray A. Goldberg, David E. Bell and Ann Leamon
Danny Wegman, president of Wegmans Food Markets, is trying to decide how to evaluate the success of a nutrition-counseling program for diabetics, and whether and how to expand the program beyond the two stores currently involved. Wegmans, with 57 stores and $2.3... View Details
Keywords: Performance Evaluation; Expansion; Programs; Human Needs; Financial Management; Health Care and Treatment; Nutrition; Consumer Behavior; Pharmaceutical Industry; Food and Beverage Industry
Related
  • November 1998
  • Article

Measuring and Managing the Benefits of Customer Retention: An Empirical Investigation

By: N. Narayandas
Keywords: Measurement and Metrics; Management; Customer Focus and Relationships
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  • November 1998
  • Article

Modeling Large Data Sets in Marketing

By: Sridhar Balasubramanian, Sunil Gupta, Wagner Kamakura and Michel Wedel
Keywords: Analytics and Data Science; Marketing
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