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Media Planning at Pfeifer's Fine Olive Oil
Farris, Paul W.; Pfeifer, Phillip E.Caso DARDEN-M-0812-EMarketingPfeifer’s Fine Olive Oil was formulated and positioned to serve as a heart-healthy, but slightly more expensive substitute for butter and margarine in cooking. With a narrow target market and growing product offerings and market potential, it was particularly important for Pfeifer’s Fine Olive Oil to get the most for its limited advertising budget. The range of possible media for advertising its line of products was daunting. Would a media planni...Desde 8,20 €
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Netflix, Inc., 2007
Pfeifer, Phillip E.; Conroy, Robert M.Caso DARDEN-F-1592-EFinanzasThe protagonist in this case is an analyst attempting to value Netflix, Inc., and check whether her recent buy recommendation at a price of $20.00 per share was still valid. Recent bad news had caused the price to drop and she needed to do her best to figure out what was the future for Netflix, and was it undervalued at $17 per share? Intended for MBA students, this case contains her discounted cash flow valuation and a set of assumptions (revenu...Desde 8,20 €
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The Crutchfield Corporation
Pfeifer, Phillip E.; Perticucci, Roy L.Caso DARDEN-M-0427-EMarketingCrutchfield, a large U.S. mail-order firm specializing in consumer electronics and personal computers, must evaluate the results of a recent "prospecting" mailing to a rented list of names. A determination of the mailing requires the calculation of the lifetime value of the new customers acquired. Case data on repurchase probabilities (broken out by recency and frequency) support such a calculation. The case can also be used to introduce the RFM ...Desde 8,20 €
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Circadian Advantage in Major League Baseball
Pfeifer, Phillip E.; Winter, W. ChristopherCaso DARDEN-QA-0780-EAnálisis de decisionesSleep researcher Chris Winter, MD, had just finished compiling “jet lag” and game outcome data for 22,855 Major League Baseball games over a nine-year span. His interest was to see whether jet lag affected which team won/lost professional baseball games. Was the win percentage higher for the team that was less jet lagged? And if it was higher, was the difference significant enough to warrant publication? Students are given an Excel spreadsheet wi...Desde 8,20 €
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Lesser Antilles Lines: The Island of San Huberto (A)
Pfeifer, Phillip E.; Gelly, James V.Caso DARDEN-QA-0355-EAnálisis de decisionesIn this case, the situation is a classic duopoly. Two shipping firms are in a price war over the market for containerized shipping to and from a small Caribbean island. The case presents a table of contributions to both firms as a function of their prices. This table serves as a basis by which the class can explore the concepts of Nash equilibrium, price leadership, and prisoner's dilemma. It is also available with the case as a student spreadshe...Desde 8,20 €
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Valuation of Netflix, Inc.
Pfeifer, Phillip E.; Conroy, Robert M.Caso DARDEN-F-1610-EFinanzasIntended for MBAs, this case concerns the valuation of Netflix, Inc., which was the largest U.S. online movie rental subscription service in early 2009. After reviewing Netflix's historical financial and customer relationship performance, this case presents three approaches for valuing the firm in early 2009. The first is a company-level discounted cash flow analysis based on pro forma projections of revenues, earnings, and cash flow. The second ...Desde 8,20 €
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George's T-Shirts
Frey, Sherwood C. Jr.; Pfeifer, Phillip E.Caso DARDEN-QA-0346-EAnálisis de decisionesGeorge Lasiter sells special-events T-shirts and must decide how many to order for an upcoming concert. He has high, medium, and low estimates of both concert attendance and the percentage of attendees who will want a shirt. In addition, he has assessed the relative likelihoods of each estimate. The case can be used to introduce or reinforce the fundamental issues surrounding decision making under uncertainty.Desde 8,20 €
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Customer Profit
Pfeifer, Phillip E.; Farris, Paul W.; Bendle, NeilNota técnica DARDEN-M-0799-EMarketingThis technical note introduces important metrics firms use to monitor customer relationships. The note begins by discussing how to count the firms’ customers and keep track of their activity using the concepts of recency and retention. An important summary of customer activity is the profit the firm receives from each customer. Just as some brands are more profitable than others, so too are some customer relationships more profitable than others....Desde 8,20 €
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Customer Lifetime Value
Pfeifer, Phillip E.; Farris, Paul W.; Bendle, NeilNota técnica DARDEN-M-0800-EMarketingThis technical note introduces important metrics firms use to monitor customer relationships. An important summary of customer activity is the profit the firm receives from each customer. Customer profit (CP) is the metric that summarizes the past financial performance of a customer relationship and is covered in a companion note, "Customer Profit" (UVA-M-0799). The central difference between CP and customer lifetime value (CLV) is that CP measur...Desde 8,20 €
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Progressive Insurance: Not Your Standard Insurance Story
Farris, Paul W.; Pfeifer, Phillip E.; Zimmerman, AlanCaso DARDEN-M-0758-EMarketingProgressive Insurance, a leader in the automotive insurance market, has succeeded through innovation. This case describes the company’s strategies for differentiating its service through programs such as Immediate Response Vehicles and Express Quote. Through these programs and a series of creative advertising campaigns, Progressive has built a strong brand in a relatively short time.Desde 8,20 €