Publications

June 1990 (Revised August 1994)
Case

Sorrell Ridge: Slotting Allowances

Management is attempting to penetrate the California retail grocery market with the company's line of all-fruit preserves. Substantial up-front fees (slotting allowances) have been requested by the chains. Management must decide how to respond. View Details

Keywords: Food; Distribution; Marketing Strategy; Market Entry and Exit; Retail Industry; Food and Beverage Industry; California

June 1990 (Revised March 1991)
Case

Campbell Soup Co. and the Federal Trade Commission

June 1990 (Revised November 1992)
Case

Satanic Verses (A)

May 1990 (Revised January 1991)
Case

Audi of America, Inc.

May 1990
Case

PepsiCo and Madonna

In 1989, PepsiCo withdrew an advertising campaign featuring Madonna following complaints from religious groups regarding the content of a Madonna video. View Details

Keywords: Ethics; Religion; Advertising Campaigns; Brands and Branding; Food and Beverage Industry; United States

May 1990
Case

Secret Shopper Program

Article

Can Sales Promotion Go Global?

By: Kamran Kashani and John A. Quelch

March–April 1990
Article

The Costly Bargain of Trade Promotion

By: R. D. Buzzell, J. A. Quelch and W. J. Salmon

Keywords: Trade

February 1990
Case

John Deere, S.A. (Mexico) (Abridged)

By: Ray A. Goldberg

Keywords: Mexico

1990
Book

The Marketing Challenge of 1992

By: John A. Quelch, Robert D. Buzzell and Eric Salama

Article

Marketing Moves through EC Crosswords

By: John A. Quelch and Robert D. Buzzell

September 1989 (Revised January 1991)
Case

Massachusetts Lottery

Describes the role of state lotteries, lottery marketing, and the operation of the Massachusetts State Lottery, including reference to Massachusetts lottery advertising. Highlights the success of state lotteries while also noting growing criticism, particularly of... View Details

Keywords: Ethics; Marketing; Advertising; Government and Politics; Public Administration Industry; Massachusetts

August 1989 (Revised November 1994)
Case

Nissan Motor Co. Ltd.: Marketing Strategy for the European Market

Nissan executives are reviewing their European marketing strategy in light of the 1992 European Community (EC) market integration program and the likely end of bilateral import quotas on Japanese cars by some EC countries. Having recently established a manufacturing... View Details

Keywords: Marketing Strategy; Resource Allocation; Market Entry and Exit; Trade; Auto Industry; Japan; United Kingdom; Europe

August 1989 (Revised May 1990)
Case

Anheuser-Busch

August 1989 (Revised July 1990)
Case

Vestron

July 1989 (Revised December 1990)
Case

CIBA-GEIGY Pharmaceuticals: Pharma International

Examines the decision by Pharma International on whether to launch an antimalarial product in Nigeria and, if so, how that should be implemented. Involves commercial, ethical, and policy considerations. Rich in situation assessment data, the case refers to criticism of... View Details

Keywords: Ethics; Decision Choices and Conditions; Product Launch; Policy; Developing Countries and Economies; Pharmaceutical Industry; Nigeria