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Ajanta Packaging: Key Account Management
Sandeep Puri; Rakesh SinghCaso IVEY-9B18A023-EIniciativa emprendedora, MarketingIn the fall of 2017, Ajanta Packaging (Ajanta) was among the fastest growing glass bottle-packaging companies in India. Although the company had a large buyer base of 1,700 customers, it still earned around 50 per cent of its business from 10 key accountsDesde 8,20 €
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Parkin Laboratories: Sales Target Dilemma
Sandeep PuriCaso IVEY-9B13A017-EDirección estratégica, MarketingAt the end of the year’s third quarter, the sales team at a generic-pharmaceutical company has achieved just 91 per cent of its sales target, and growth is less than what was anticipated. The general manager of sales needs to decide whether he can revise the sales targets for the last quarter of the year without compromising growth. He also needs to address the impact of launching a new product when the sales team is striving to achieve its budge...Desde 8,20 €
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Coca-Cola Zero Sugar: The Value Cycle during a Relaunch
Gaganpreet Singh; Sandeep Puri; Sharad SarinCaso IVEY-9B17A009-EDirección estratégica, MarketingA 2016 consumer survey in the United Kingdom revealed that five out of 10 people did not know that Coca-Cola Zero (Coke Zero) contained no sugar. Many respondents also expected Coke Zero to taste more like Coca-Cola Classic, but found the taste not similar enough. Therefore, Coca-Cola relaunched the product with an ambitious multimillion-dollar marketing campaign that followed a three-dimension value management cycle encompassing value creation, ...Desde 8,20 €
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Air India: The Image Damage of “Pee-Gate”
Shraddha Puri; Shweta Pandey; Siddhant Puri; Sandeep PuriCaso IVEY-W33710-EAnálisis de decisiones, MarketingThis case describes unruly passenger behaviour on National Aviation Company of India Ltd.’s New York-Delhi flight. It elaborates on the airline crew’s failure to effectively address an elderly woman’s predicament and assuage her concerns after an inebriated passenger urinated on her. As a result, Air India was exposed to social media ridicule, public scorn, loss of customer loyalty and trust, and a severe dent in its brand image. With the plummet...Desde 8,20 €
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Ajanta Packaging
Sandeep PuriCaso IVEY-9B13A049-EDirección estratégica, Iniciativa emprendedora, MarketingThe Indian packaging industry — represented by a mix of paperboard, plastics, metals and glass — had seen great change leading up to 2013. In 2012, Ajanta Packaging ranked among the top suppliers of glass bottles in India with an employee base of more than 50 and net revenues of US$100 million. The glass-bottle industry had a derived demand and depended on major industries using glass bottles in India, such as the liquor and beer, soft-drinks and...Desde 8,20 €