Publications

March 1986 (Revised September 1987)
Case

United Airlines: Price Promotion Policy

September 1985
Case

H.J. Heinz Co.: Plastic Bottle Ketchup (B)

The Heinz Ketchup product manager discovers she does not have sufficient finished inventory and production capacity to meet trade demand for a new plastic bottle ketchup. Alternatives include cancelling promotion events and putting the trade on allocation. View Details

Keywords: Distribution; Crisis Management; Innovation and Invention; Product Marketing; Food and Beverage Industry

Article

Consumer Promotions and the Acceleration of Product Purchases

By: Scott A. Neslin, Caroline Henderson and John A. Quelch

August 1984 (Revised March 1994)
Case

The Toro Company S'no Risk Program

By: David E. Bell

Toro introduced a promotion in which purchasers of their snowthrower would receive a refund if the next winter brought only modest snowfall. The principal focus of the class is to understand what the risk implications are for the customer and for the company. May be... View Details

Keywords: Risk and Uncertainty; Customers; Insurance

1984
Chapter

Consumer Promotions and the Acceleration of Product Purchases

By: Scott A. Neslin, Caroline Henderson and John A. Quelch

1984
Chapter

Structural Determinants of Ratios of Promotion and Advertising to Sales

By: John A. Quelch, Cheri T. Marshall and Dae R. Chang

May 1984 (Revised August 1987)
Case

Raymond Mushroom Corp.

By: Benson P. Shapiro

In April 1984 Deborah Raymond, president of Raymond Mushrooms was deciding whether or not to raise prices on Raymond canned mushrooms in conjunction with an advertising promotional program to build consumer preference. View Details

Keywords: Product Positioning; Advertising; Decisions; Price; Management Teams; Food and Beverage Industry

November 1983 (Revised May 1990)
Case

Procter & Gamble Co. (B)

The brand assistant on H-80, a new light duty liquid detergent, has to develop a year-one national promotion plan for the new product. Illustrates one of the important tasks of a Procter & Gamble brand assistant and provides substantial information on different types... View Details

Keywords: Advertising; Product Launch; Product Marketing; Brands and Branding; Consumer Products Industry; United States

1983
Book

Advertising and Promotion Management: A Manager's Guide to Theory & Practice

By: Paul W. Farris and J. A. Quelch

September 1983
Article

A Longitudinal Study of the Effects of Boundary Spanning Supervision on Turnover and Promotion in Research and Development

By: Michael Tushman and R. Katz

Keywords: Human Resources; Research and Development; Information; Management

Article

Consumer Promotions in Service Marketing

By: Christopher Lovelock and John A. Quelch

May–June 1983
Article

It's Time to Make Trade Promotion More Productive

January 1983 (Revised July 1985)
Case

Cable News Network

The vice president of advertising and promotion is reviewing his advertising program for 1982. In particular, he is assessing an agency proposal for a new advertising campaign for cable news network. View Details

Keywords: Advertising Campaigns; Management Teams; Journalism and News Industry; Media and Broadcasting Industry