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Naresh Kumra and the Amazon Debacle (A)

Reference: DARDEN-S-0310-E
Number of pages: 4
Publication Date: Jan 15, 2020
Source: Darden University of Virginia (USA)
Type of Document: Case

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Description

This case series follows CEO Naresh Kumra of JMATEK, an a global leader in evaporative air coolers and portable air conditioners. Although Amazon had been a major sales channel in the previous year, 2017 sales were down significantly, threatening a major new round of funding. The (A) case allow students the opportunity to troubleshoot new business sales in a growing digital marketplace, and the (B) case shows how Kumra applied both his Hindu background and American MBA training to lead JMATEK out of its dilemma.

Keywords

Decision-making E-Commerce Eastern philosophy Entrepreneurship Leadership Problem solving Sales Strategy