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  • May 2012
  • Article

Six Myths of Product Development

By: Stefan Thomke and Donald Reinersten
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  • September 2009
  • Case

Culinarian Cookware: Pondering Price Promotion

By: John A. Quelch and Heather Beckham
In November of 2006, senior executives at Culinarian Cookware were debating the merits of price promotions for the company's premium cookware products. The VP of Marketing, Donald Janus, and Senior Sales Manager, Victoria Brown, had different views. Janus felt price... View Details
Keywords: Profitability Analysis; Consumer Marketing; Brand Equity; Pricing Policies; Sales Promotions; Small ＆ Medium-sized Enterprises; Decisions; Goals and Objectives; Price; Marketing Strategy; Consumer Behavior; Management Teams; Sales; Brands and Branding; Consumer Products Industry
Related
  • 2008
  • Chapter

Models of Customer Value

By: Sunil Gupta and Donald R. Lehmann
Keywords: Customer Value and Value Chain
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  • October 2006
  • Article

Customer Lifetime Value and Firm Valuation

By: Sunil Gupta and Donald R. Lehmann
Keywords: Customers; Value; Business Ventures; Valuation
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  • 2005
  • Book

Managing Customers as Investments: The Strategic Value of Customers in the Long Run

By: Sunil Gupta and Donald R. Lehmann
Keywords: Management; Customers; Investment; Strategy; Value
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  • Article

Valuing Customers

By: Sunil Gupta, Donald R. Lehmann and Jennifer A. Stuart
Keywords: Value; Customers
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  • 2004
  • Article

Valuing Customers

By: Sunil Gupta, Donald R. Lehmann and Jennifer A. Stuart
Keywords: Value; Customers
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  • October 2002 (Revised February 2003)
  • Case

Administrative Data Project (A)

By: Lynda M. Applegate and Donald E. Heller
Encourages analysis of the implementation of a large technical infrastructure and process transformation project within a university setting. Enables an instructor to teach change management, leadership, and technical project management skills. View Details
Keywords: Teaching; Change Management; Management Practices and Processes; Transformation; Learning; Competency and Skills; Leadership Development; Non-Governmental Organizations; Education Industry
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  • October 2002 (Revised February 2003)
  • Case

Administrative Data Project (B)

By: Lynda M. Applegate and Donald E. Heller
Supplements the (A) case. View Details
Keywords: Education Industry
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  • October 2002 (Revised February 2003)
  • Case

Administrative Data Project (C)

By: Lynda M. Applegate and Donald E. Heller
Supplements the (A) case. View Details
Keywords: Education Industry
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  • winter 2002
  • Article

Customers As Assets

By: Sunil Gupta and Donald R. Lehmann
Keywords: Customers; Assets
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  • December 2001 (Revised March 2002)
  • Compilation

"Doer's Profile" Donald John Trump (1946-)

By: Howard H. Stevenson and Laura L. Nash
Designed to facilitate a discussion of the nature of enduring success. Includes both biographical data and excerpts from autobiographical material. View Details
Keywords: Success
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  • November 2001 (Revised October 2006)
  • Case

Smartix (A): Dancing with Elephants

By: Donald N. Sull, James K. Sebenius and Noam Wasserman
This case describes issues facing the founder-CEO of a high-tech start-up in Boston, as he negotiates with multiple large potential partners and investors. The negotiations include a potential business partnership with FleetCenter and Madison Square Garden, and a... View Details
Keywords: Information Technology; Venture Capital; Negotiation; Entrepreneurship; Business Startups; Power and Influence; Technology Industry; Boston
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  • Article

Consumer Price Sensitivity and Price Thresholds

By: Sangman Han, Sunil Gupta and Donald R. Lehmann
Keywords: Customers; Price
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  • November 20, 2000
  • Article

Untangling the Value of Web Companies

By: Sunil Gupta and Donald R. Lehmann
Keywords: Value; Internet and the Web; Business Ventures
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  • June 1998 (Revised January 2002)
  • Teaching Note

Baker Precision Instruments, Inc., TN

By: Roy D. Shapiro and Donald Rosenfield
Teaching Note for (9-687-052). View Details
Keywords: Growth and Development; Production; Decisions; Technology; Planning; Performance Capacity; Management; Manufacturing Industry
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  • March 1998 (Revised December 1999)
  • Case

Bronner Slosberg Humphrey

By: David E. Bell and Donald M Leavitt
Bronner Slosberg Humphrey has succeeded by providing integrated direct marketing solutions for major service companies such as AT&T, American Express, and FedEx. A new CEO takes over from the company's founder and is wondering how to grow the company. Options include... View Details
Keywords: Marketing; Growth and Development Strategy; Leading Change; Global Strategy; Service Operations; Competitive Strategy; Information Technology; Salesforce Management; Marketing Communications; Service Industry
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  • December 1997
  • Teaching Note

Donald Salter Communications, Inc. (TN)

By: Stuart C. Gilson
Teaching Note for (9-295-114). View Details
Keywords: Journalism and News Industry
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  • 1997
  • Book

Marketing Research

By: Donald R. Lehmann, Sunil Gupta and Joel Steckel
Keywords: Marketing; Research
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  • Article

Long Term Impact of Promotion and Advertising on Consumer Brand Choice

By: Carl Mela, Sunil Gupta and Donald R. Lehmann
Keywords: Product Marketing; Advertising; Brands and Branding; Decision Choices and Conditions; Customers
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