Prepare Your Company for Global Pricing

Das  Narayandas; John  Quelch; Gordon  Swartz

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Article | MIT Sloan Management Review

Prepare Your Company for Global Pricing

by Das Narayandas, John Quelch and Gordon Swartz

Keywords: Price; Contracts;

Format: Print

10 pages

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Citation:

Narayandas, Das, John Quelch, and Gordon Swartz. "Prepare Your Company for Global Pricing." MIT Sloan Management Review 42, no. 1 (Fall 2000): 61–70.

About the Authors

Das Narayandas

Edsel Bryant Ford Professor of Business Administration
Senior Associate Dean for HBS Publishing; Senior Associate Dean for External Relations

Marketing

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John A. Quelch

Charles Edward Wilson Professor of Business Administration, Emeritus

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Article | Harvard Business Review China | July 2020

Lessons from Chinese Companies Response to COVID-19

Das Narayandas, Vinay Hebar and Liangliang Li

China was weeks ahead of the rest of the world in dealing with the pandemic and its fallout. To understand what's next, the authors conducted a series of 20 in-depth, in-person interviews, as well as a large-scale survey of more than 350 senior executives to ascertain the Chinese corporate world has adapted, innovated, and survived--and even thrived--in these extremely uncertain and trying times. They identified 11 lessons for leaders in the rest of the world.

Keywords: Management; Innovation and Management; Asia;

Citation:
Narayandas, Das, Vinay Hebar, and Liangliang Li. "Lessons from Chinese Companies Response to COVID-19." Harvard Business Review China (July 2020), 118–125. View Details

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Case | HBS Case Collection | April 2020

Promoting Land and Nature Jerky

John A. Quelch and Katherine B. Hartman

Kathy Ayers, Vice President of Marketing and Communications for Land and Nature (L&N) Jerky Company, needs to make a recommendation about L&N's 2020 promotional spending. L&N's CEO, Tim Ryan, wants her to calculate different scenarios using historical data to determine which option to recommend. Specifically, Ryan wants Ayers to recommend one of the three options: reduce the promotion budget by 30%, increase spending on consumer promotions by $200,000, or increase spending on trade promotions by $200,000. Ryan's goal is to achieve an operating profit of at least 7% of L&N's sales in 2020. To make a recommendation, Ayers must first evaluate the effectiveness of past consumer and trade promotions and then determine how to allocate promotional spending to achieve Ryan's operating profit goal. The case can be used to discuss positioning and integrated marketing communications. It demonstrates how return-on-marketing-investment (ROMI) varies with changes in gross profit. Students will need to evaluate strategic information as well as calculate quantitative information. The case is recommended for upper-level undergraduate students or first-year MBA students studying marketing management. It can also be used in a course on consumer marketing, promotions management, or integrated marketing communications.

Keywords: Advertising; Spending; Marketing Communications; Marketing Strategy; Product Positioning; Food and Beverage Industry;

Citation:
Quelch, John A., and Katherine B. Hartman. "Promoting Land and Nature Jerky." Harvard Business School Brief Case 920-563, April 2020. View Details

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Teaching Note | HBS Case Collection | April 2020

Promoting Land and Nature Jerky (Brief Case)

John A. Quelch and Katherine B. Hartman

Teaching Note for HBS No. 920-563.

Citation:
Quelch, John A., and Katherine B. Hartman. "Promoting Land and Nature Jerky (Brief Case)." Harvard Business School Teaching Note 920-564, April 2020. View Details

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Prepare Your Company for Global Pricing

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