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• Background Note | HBS Case Collection | 2009 (Revised from original 2005 version)

  Principles of Pricing

  Robert J. Dolan and John T. Gourville

  Presents the basic principles of pricing, including value pricing, price sensitivity, and price customization/discrimination. A rewritten version of an earlier note.

  Keywords: Price; Marketing Strategy; Value;

  Citation:

  Dolan, Robert J., and John T. Gourville. "Principles of Pricing." Harvard Business School Background Note 506-021, April 2009. (Revised from original September 2005 version.)

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• Case | HBS Case Collection | 2007 (Revised from original 1983 version)

  Milford Industries (A)

  Robert J. Dolan and Benson P. Shapiro

  The new district sales manager for a tool company must determine how to get his district "back on track." The case presents various qualitative and quantitative information on the salespeople. Teaching objectives include the specification of the tasks of a district sales manager and the sales analysis helpful to him in his job. A rewritten version of an earlier case series.

  Keywords: Managerial Roles; Salesforce Management; Resignation and Termination; Performance Evaluation;

  Citation:

  Dolan, Robert J., and Benson P. Shapiro. "Milford Industries (A)." Harvard Business School Case 584-012, May 2007. (Revised from original August 1983 version.)

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• Case | HBS Case Collection | 2003 (Revised from original 1998 version)

  Mike Winsor: A Career in Marketing

  Robert J. Dolan

  An MBA student has received an offer to join Kraft Foods, a leading consumer packaged goods firm. This unit is a wholly owned subsidiary of a holding company whose other major subsidiary is a leading cigarette manufacturer. The case raises ethical issues of marketing.

  Keywords: Marketing; Ethics;

  Citation:

  Dolan, Robert J. "Mike Winsor: A Career in Marketing." Harvard Business School Case 599-065, October 2003. (Revised from original November 1998 version.)

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