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Lal, RajivRemove Lal, Rajiv →

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  • April 2001 (Revised January 2002)
  • Teaching Note

Callaway Golf Company (TN)

By: Rajiv Lal and Patricia Carrolo
Teaching Note for (9-501-019). View Details
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  • November 2000 (Revised July 2001)
  • Case

Intuit QuickBooks

By: Rajiv Lal and Punima P Kochikar
Internet QuickBooks, a successful product with a strong brand and an 85% share of retail sales, was faced with the challenge of meeting market growth expectations in a mature, slowing market segment. Generating recurring revenues by providing value-added online... View Details
Keywords: Budgets and Budgeting; Decisions; Growth and Development; Brands and Branding; Market Participation; Problems and Challenges; Internet and the Web; Value; Web Services Industry
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  • September 2000 (Revised November 2000)
  • Case

GetConnected.com

By: Rajiv Lal, Nilanjana R. Pal and Jodi L. Prins
Describes the situation faced by GCI.com in April 2000, soon after raising $12 million for their new venture. After hiring an advertising agency, management needs to decide on the nature of the advertising campaign to target the right set of customers with the right... View Details
Keywords: Advertising Campaigns; Business Startups; Business or Company Management; Marketing Strategy; Market Entry and Exit; Corporate Strategy; Web Services Industry
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  • September 2000 (Revised July 2001)
  • Case

Chapters.ca

By: Michael J. Roberts, Rajiv Lal and Walter J. Salmon
Describes the challenges facing the online site associated with Canada's largest bricks-and-mortar bookseller. Presents a variety of lenses for examining the economic model of the online versus traditional book-selling business, and asks students to identify the... View Details
Keywords: Marketing Strategy; Internet and the Web; Business Model; Entrepreneurship; Product Marketing; Business Strategy; Technological Innovation; Canada
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  • September 2000
  • Case

Guru.com

By: Rajiv Lal and Ann Leamon
An online resource for independent professionals must create a marketing plan to build brand awareness. Along with the tone and message of the ads, the executives must choose from several different treatments and media, keeping within their budget. View Details
Keywords: Budgets and Budgeting; Brands and Branding; Marketing Communications; Marketing Strategy
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  • September 2000 (Revised September 2005)
  • Case

New Beetle, The

By: Rajiv Lal and Nilanjana R. Pal
Volkswagen of America introduced the New Beetle at the Detroit auto show in January 1998 to rave reviews from the automobile press and industry gurus. Elisabeth Vanzura, marketing director of Volkswagen American had the challenging task of converting this enthusiasm to... View Details
Keywords: Decisions; Leadership; Marketing; Marketing Communications; Product Positioning; Market Entry and Exit; Sales; Auto Industry; United States
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  • September 2000 (Revised February 2007)
  • Case

Freeport Studio

By: Rajiv Lal and James Weber
Describes the start-up and first-year difficulties of Freeport Studio, a unit of L.L. Bean, founded in 1998 to sell women's clothing by catalog. First-year sales were far below plan, and projected profits did not materialize. Fran Philip must identify the problems and... View Details
Keywords: Business Startups; Profit; Growth and Development Strategy; Marketing Strategy; Strategic Planning; Problems and Challenges; Creativity
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  • August 2000 (Revised September 2005)
  • Case

Omnitel Pronto Italia

By: Rajiv Lal, Carin-Isabel Knoop and Suma Raju
Describes the situation faced by Omnitel soon after launching its mobile telecommunication services in Italy in December 1995. Competing against the Italian monopoly, TIM, Omnitel had positioned its services to be better on the quality dimension. However, sales were... View Details
Keywords: Customer Satisfaction; Marketing Channels; Marketing Strategy; Product Positioning; Market Entry and Exit; Product Development; Sales; Competition; Segmentation; Value Creation; Telecommunications Industry; Italy
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  • August 2000 (Revised September 2005)
  • Case

Callaway Golf Company

By: Rajiv Lal and Edie Prescott
Describes a situation faced by Mr. Ely Callaway, the 80-year-old founder, chairman, and CEO of Callaway Golf Co., in the fall of 1999. After a decade of stunning success with the marketing concept, Callaway suffered a significant loss and witnessed a steep decline in... View Details
Keywords: Marketing Strategy; Crisis Management; Communication Strategy; Product; Business Strategy; Change Management; Competitive Advantage
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  • August 2000
  • Article

Building Store Loyalty Through Store Brands

By: Marcel Corstjens and R. Lal
Keywords: Brands and Branding; Customer Relationship Management
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  • March 2000 (Revised January 2001)
  • Case

First USA and Internet Marketing

By: Rajiv Lal and Amy H. Nelson
Explores First USA's decision to use the Internet for acquiring customers. Tom Brenner needs to decide on the terms of the deals demanded by the portals and justify the recommendations to his boss. View Details
Keywords: Digital Marketing; Decision Choices and Conditions; Resource Allocation; Marketing Strategy; Internet and the Web
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  • December 1999
  • Case

Lees Supermarkets: Customer Loyalty Programs

By: David E. Bell, Rajiv Lal and Ann Leamon
Keywords: Customer Focus and Relationships; Marketing Strategy; Food and Beverage Industry
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  • November 1999
  • Case

net.Genesis, Inc.

By: Robert J. Dolan, Rajiv Lal and Perry Fagan
Net.Genesis is planning a strategy for the developing Internet market. In particular, it is creating the category of e-business intelligence and striving to be the brand leader in it. View Details
Keywords: Emerging Markets; Strategic Planning; Expansion; Brands and Branding; Knowledge Use and Leverage; Marketing Communications; Internet and the Web; Change Management
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  • October 1999 (Revised March 2000)
  • Case

HP Consumer Products Business Organization: Distributing Printers via the Internet

By: Rajiv Lal, Kirthi Kalyanam, Shelby Mc Intyre and Edie Prescott
In spring 1998, Pradeep Jotwani, vice president and general manager of the Consumer Products Business Organization of the Hewlett-Packard Co. (HP), was contemplating the increasing success of e-commerce and its implications for his division. The consumer products group... View Details
Keywords: Decision Choices and Conditions; Marketing Channels; Business Processes; Problems and Challenges; Partners and Partnerships; Sales; Business Strategy; Information Technology; Consumer Products Industry
Related
  • 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
Related
  • July 1998
  • Article

Price Promotions and Trade Deals with Multiproduct Retailers

By: R. Lal and Miguel Villas-Boas
Keywords: Price; Trade; Product; Sales
Related
  • winter 1997
  • Article

Supermarket Competition: The Case of Every Day Low Pricing

By: R. Lal and R. Rao
Keywords: Competition; Price; Retail Industry
Related
  • April 1996
  • Article

Exclusive Dealing and Price Promotions

By: R. Lal and J. M. Villas-Boas
Keywords: Price
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  • spring 1996
  • Article

The Effect of Manufacturer Advertising on Retail and Wholesale Margins

By: R. Lal and C. Narasimhan
Keywords: Advertising
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  • winter 1996
  • Article

Forward Buying, Merchandising and Manufacturer Trade Deals: A Model

By: R. Lal, J. D. Little and J. M. Villas-Boas
Keywords: Trade
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