Promotional Sales - Publications - Faculty & Research

Provides an overview of the company's recent organizational changes followed by a discussion of the company's new sales promotion software, "Promotion Planner." The president of Frito-Lay's central division must decide how he should proceed with the rollout of this new... View Details

Keywords: Information Technology; Technology Adoption; Organizational Change and Adaptation; Trends; Innovation Strategy; Marketing Communications; Decision Choices and Conditions; Food and Beverage Industry; Manufacturing Industry

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November 1992 (Revised June 1994)
Case

Packaged Products Company: Handy-Pak Introduction

By: Frank V. Cespedes and Laura Goode

The product manager and the market research director for a new line of snacking nuts are reviewing options concerning the upcoming roll-out of the product. These options include changes in pricing, promotional plans, and salesforce incentives intended to build support... View Details

Keywords: Price; Marketing; Marketing Channels; Product Launch; Distribution; Planning; Research and Development; Sales; Salesforce Management; Alignment; Consumer Products Industry; Service Industry

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November 1990
Article

Manufacturer Trade Deals and Retail Price Promotions

By: R. Lal

Keywords: Trade; Sales; Price

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Article

Can Sales Promotion Go Global?

By: Kamran Kashani and John A. Quelch

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1989
Book

Sales Promotion Management

By: John A. Quelch

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January 1989 (Revised December 1991)
Case

British Airways: ""Go for It, America!"" Promotion (A)

By: Stephen A. Greyser

Senior marketing executives of a major international airline are deciding on a strategy to address a crisis situation precipitated by a series of terrorist acts. The company is experiencing the worst downturn ever in its U.S.-U.K. travel business due to media reports... View Details