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Publications

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  • All HBS Web  (120,054)
    • Faculty Publications  (167)

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    • All HBS Web  (120,054)
      • Faculty Publications  (167)

      Lal, RajivRemove Lal, Rajiv →

      ← Page 7 of 167 Results →
      • 2001
      • Case

      Value Pricing at Procter & Gamble (B)

      By: R. Lal
      Keywords: Price; Valuation; Consumer Products Industry
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      Lal, R. "Value Pricing at Procter & Gamble (B)." 2001.
      • May 2001
      • Teaching Note

      Omnitel Pronto Italia TN

      By: Rajiv Lal, Carin-Isabel Knoop and Suma Raju
      Teaching Note for (9-501-002). View Details
      Keywords: Telecommunications Industry; Italy
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      Lal, Rajiv, Carin-Isabel Knoop, and Suma Raju. "Omnitel Pronto Italia TN." Harvard Business School Teaching Note 501-075, May 2001.
      • 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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      Lal, Rajiv, and Patricia Carrolo. "Callaway Golf Company (TN)." Harvard Business School Teaching Note 501-082, April 2001. (Revised January 2002.)
      • 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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      Lal, Rajiv, and Punima P Kochikar. "Intuit QuickBooks." Harvard Business School Case 501-054, November 2000. (Revised July 2001.)
      • 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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      Lal, Rajiv, Nilanjana R. Pal, and Jodi L. Prins. "GetConnected.com." Harvard Business School Case 501-025, September 2000. (Revised November 2000.)
      • 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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      Roberts, Michael J., Rajiv Lal, and Walter J. Salmon. "Chapters.ca." Harvard Business School Case 801-158, September 2000. (Revised July 2001.)
      • 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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      Lal, Rajiv, and Ann Leamon. "Guru.com." Harvard Business School Case 501-005, September 2000.
      • 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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      Lal, Rajiv, and Nilanjana R. Pal. "New Beetle, The." Harvard Business School Case 501-023, September 2000. (Revised September 2005.)
      • 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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      Lal, Rajiv, and James Weber. "Freeport Studio." Harvard Business School Case 501-021, September 2000. (Revised February 2007.)
      • 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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      Lal, Rajiv, Carin-Isabel Knoop, and Suma Raju. "Omnitel Pronto Italia." Harvard Business School Case 501-002, August 2000. (Revised September 2005.)
      • 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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      Lal, Rajiv, and Edie Prescott. "Callaway Golf Company." Harvard Business School Case 501-019, August 2000. (Revised September 2005.)
      • 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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      Corstjens, Marcel, and R. Lal. "Building Store Loyalty Through Store Brands." Journal of Marketing Research (JMR) 37, no. 3 (August 2000): 281–291.
      • 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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      Lal, Rajiv, and Amy H. Nelson. "First USA and Internet Marketing." Harvard Business School Case 500-043, March 2000. (Revised January 2001.)
      • 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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      Bell, David E., Rajiv Lal, and Ann Leamon. "Lees Supermarkets: Customer Loyalty Programs." Harvard Business School Case 500-038, December 1999.
      • 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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      Dolan, Robert J., Rajiv Lal, and Perry Fagan. "net.Genesis, Inc." Harvard Business School Case 500-009, November 1999.
      • 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
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      Lal, Rajiv, Kirthi Kalyanam, Shelby Mc Intyre, and Edie Prescott. "HP Consumer Products Business Organization: Distributing Printers via the Internet." Harvard Business School Case 500-021, October 1999. (Revised March 2000.)
      • 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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      Lal, R., and M. Sarvary. "When and How Is the Internet Likely to Decrease Price Competition." Marketing Science 18, no. 4 (1999): 485–503. (Nominated for John D. C. Little Award Given annually to the best marketing paper published in Marketing Science or Management Science presented by INFORMS Society for Marketing Science.)
      • July 1998
      • Article

      Price Promotions and Trade Deals with Multiproduct Retailers

      By: R. Lal and Miguel Villas-Boas
      Keywords: Price; Trade; Product; Sales
      Citation
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      Lal, R., and Miguel Villas-Boas. "Price Promotions and Trade Deals with Multiproduct Retailers." Management Science 44, no. 7 (July 1998).
      • winter 1997
      • Article

      Supermarket Competition: The Case of Every Day Low Pricing

      By: R. Lal and R. Rao
      Keywords: Competition; Price; Retail Industry
      Citation
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      Lal, R., and R. Rao. "Supermarket Competition: The Case of Every Day Low Pricing." Marketing Science (winter 1997).
      • April 1996
      • Article

      Exclusive Dealing and Price Promotions

      By: R. Lal and J. M. Villas-Boas
      Keywords: Price
      Citation
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      Lal, R., and J. M. Villas-Boas. "Exclusive Dealing and Price Promotions." Journal of Business (April 1996).
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