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  1. Analyzing Consumer Behavior of Detergent Purchases: Local vs National Brands

    AUTHOR(S) : R. Muthukumar and Dr. Nagendra V. Chowdary
    PUBLISHED DATE: 17/08/2017
    PUBLISHER: ET Cases
    CATEGORY: BUSINESS ANALYTICS
    PRODUCT: CASELET
    CASE ID: BA-2-0007, BA-2-0007A
    CASE LENGTH: 5 Pages
    DESCRIPTION:
    This caselet can be used in Analytics course to help participants in understanding the insights from discriminant analysis. In May 2017, Supreme Retail launched its house brand called 123* in the laundry detergents category as a cost-effective detergent, giving comparable wash results like other established brands in the market. However, Sambasiva Rao (Rao), the GM at Supreme Retail, had to identify answers to the following questions: Could customers who had been habitually purchasing a certain brand ...
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  2. Quest Consumer Products Limited – Turnaround of Rural Territory

    AUTHOR(S) : Kiran Mahasuar, Marketing & PR at MICA, Ahmedabad and P. Subramanian, an Adjunct Faculty at Chetana’s Institute of Management and Research, Mumbai
    PUBLISHED DATE: 17/08/2017
    PUBLISHER: ET Cases
    CATEGORY: SALES AND DISTRIBUTION MANAGEMENT
    PRODUCT: CASE STUDY
    CASE ID: SDM-1-0004, SDM-1-0004A
    CASE LENGTH: 9 Pages
    DESCRIPTION:
    West UP (Rural) territory has become an Achilles’ heel for Suvendu Mondal (Suvendu), the dynamic Regional Manager for the North Region of US MNC Quest Limited. Nitin Malhotra, the mercurial Sales Director wants him to turnaround the territory fast. Suvendu deputed one of the stars in the Quest ecosystem, Dhruv Anand (Dhruv) as the ASM for the troubled territory. On analysis of data and facts, Dhruv realizes that things are not in order in the territory with multiple problems in frontline efficiency, ...
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  3. Clear Picture TV Co.: Decision Making... A Chain Reaction!

    AUTHOR(S) : R Krishnan, Faculty Member, IBS Mumbai
    PUBLISHED DATE: 16/08/2017
    PUBLISHER: ET Cases
    CATEGORY: STATISTICS FOR MANAGEMENT
    PRODUCT: CASELET
    CASE ID: STFM-2-0025, STFM-2-0025A
    CASE LENGTH: 5 Pages
    DESCRIPTION:
    Clear Picture TV Co., one of the prominent colour televisions manufacturers and marketers in India, catered to the semi urban and rural customer, where cost and product quality and reliability were the key factors in the purchase decision. The entry of the Korean and Japanese multinationals dramatically altered market dynamics; and the company’s market position was under serious threat. Raj Singh, the CEO had to take immediate steps to push up flagging sales. The case demonstrates the inter ...
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  4. Roshni Travels: Digital Playing a Role in Indian Travel and Tourism

    AUTHOR(S) : Hitesh Motwani, Digital & Social Media Marketing Trainer & Speaker and Visiting Faculty@ IIM Bangalore
    PUBLISHED DATE: 26/07/2017
    PUBLISHER: ET Cases
    CATEGORY: DIGITAL MARKETING
    PRODUCT: CASELET
    CASE ID: DM-2-0005, DM-2-0005A
    CASE LENGTH: 4 Pages
    DESCRIPTION:
    This caselet highlights the importance of having a website which serves the need of a corporate to have an identity over the Internet. Roshni Travel Services Pvt. Ltd. (Roshni Travels), a leading travel agency headquartered in Mumbai has been operating its business for over a decade but still hasn’t developed a modern website amidst huge competition from online portals such as Make My trip, Yatra, Goibibo and many more. Roshni Travels wants to expand its business by establishing its presence ...
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  5. KFC India’s Omnichannel Consumer Connect

    AUTHOR(S) : Syed Abdul Samad and Dr. Nagendra V. Chowdary
    PUBLISHED DATE: 18/07/2017
    PUBLISHER: ET Cases
    CATEGORY: DIGITAL MARKETING
    PRODUCT: CASE STUDY
    CASE ID: DM-1-0031, DM-1-0031A
    CASE LENGTH: 11 Pages
    DESCRIPTION:
    This case study enables an interesting discussion on the possible digital marketing and digital business engagement initiatives of KFC India. KFC - owned by the World's largest restaurant company Yum! Brands - has been operating in India since 1995 with 352 restaurants as of May 31st 2016. With Indian Quick Service Restaurant (QSR) (with about ₹19,000 crore) and chained QSR market (worth about ₹9,125 crore) witnessing intense competition, KFC's digital forays have kept it digitally connected with ...
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  6. Dilemma of Selecting the Right Students for the Business Analytics Program

    AUTHOR(S) : R. Muthukumar and Dr. Nagendra V. Chowdary
    PUBLISHED DATE: 18/07/2017
    PUBLISHER: ET Cases
    CATEGORY: BUSINESS ANALYTICS
    PRODUCT: CASELET
    CASE ID: BA-2-0005, BA-2-0005A
    CASE LENGTH: 4 Pages
    DESCRIPTION:
    This caselet is used to introduce the students/participants to the concept of logistics regression and multiple regression in the backdrop of the the dilemma of identifying the right students for Centre for Learning Solutions (CLS), a subsidiary of the Media Conglomerate – TNW Group. CLS was engaged in the business of imparting vocational training, certifications and corporate education in wide range of subjects and operates learning centres at various locations in India. Dr. Harish Menon (Dr. ...
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  7. Arogya Juice Products’ Expansion: Examining Consumers’ Preferences of Products

    AUTHOR(S) : R. Muthukumar and Dr. Nagendra V. Chowdary
    PUBLISHED DATE: 17/07/2017
    PUBLISHER: ET Cases
    CATEGORY: BUSINESS ANALYTICS
    PRODUCT: CASELET
    CASE ID: BA-2-0006, BA-2-0006A
    CASE LENGTH: 6 Pages
    DESCRIPTION:
    This caselet can be used in advanced statistics and analytics courses. It enables to discuss Analysis of Variance (ANOVA) concept and provides a scope to get insights on the analysis results. Shalini Arora (Shalini), Co-founder and Marketing Manager at Arogya Juice Products Pvt. Ltd. (Arogya), a small-scale juice manufacturer, was pondering on Arogya’s expansion and launch of products in Mumbai and across the state of Maharashtra. However, Shalini wanted to know the preferences of customers ...
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  8. South 2 Mouth: Innovative Fusion Food Deal on Wheel

    AUTHOR(S) : Dr. Reshmi Manna, Associate Professor, IBS-Gurgaon, Haryana and Raghvendra Sharma, Assistant Professor, Department of Management, ICFAI University, Dehradun
    PUBLISHED DATE: 12/07/2017
    PUBLISHER: ET Cases
    CATEGORY: ENTREPRENEURSHIP & STARTUPS
    PRODUCT: CASE STUDY
    CASE ID: ENTP-1-0027, ENTP-1-0027A
    CASE LENGTH: 22 Pages
    DESCRIPTION:
    The Kutch region of Gujarat is originator of the most popular street foods such as Dabeli, fafra, dhokla, etc. and the taste travelled across the streets of Indian cities. South 2 Mouth, one of the street food ventures at Ahmedabad, had been able to triumph success as street entrepreneur by offering them twisted street food with fusion of simple south Indian idly and dosa stuffed with northern spicy chana masala, manchurian or cheese. Pradeep Parekh (Pradeep) founded the venture in the October 2014 ...
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  9. How Old School Marketers Are Mastering Social Media

    AUTHOR(S) : Syed Abdul Samad and Dr. Nagendra V. Chowdary
    PUBLISHED DATE: 05/07/2017
    PUBLISHER: ET Cases
    CATEGORY: DIGITAL MARKETING
    PRODUCT: CASE FLYER
    CASE ID: DM-4-0006, DM-4-0006A
    CASE LENGTH: 5 Pages
    DESCRIPTION:
    This case flyer – based on an Economic Times article (Ravi Balakrishnan, “How old school marketers are mastering social media”, The Economic Times, 20th-26th July 2016) – lets the students/participants understand how some of the FMCG giants in India and others are warming up to leverage the customer engagement potential of Social Media platforms like Facebook, Twitter, Instagram, LinkedIn, etc. HUL, PepsiCo, Mondelez, Maruti Suzuki, etc., had been deploying Social Media for ...
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  10. Case Lens on Commitment In the Backdrop of Hollywood Movie, Spotlight

    AUTHOR(S) : Y. Bala Bharathi and Dr. Nagendra V. Chowdary
    PUBLISHED DATE: 04/07/2017
    PUBLISHER: ET Cases
    CATEGORY: ORGANIZATIONAL BEHAVIOR
    PRODUCT: Case Lens
    CASE ID: OB-7-0061, OB-7-0061A
    CASE LENGTH: 3.27 Minutes
    Case Lens on Commitment In the Backdrop of Hollywood Movie, Spotlight
    DESCRIPTION:
    This Case Lens on Commitment is based on the Oscar-winner, Spotlight. Based on true events, Spotlight depicts the story of how 4 committed investigative journalists, supported by two of their bosses, expose Boston city’s massive scandal of child abuse by priests. Being a sensitive case with possible social backlash, the team puts together infallible evidence – for 87 priests in Boston alone – that establishes the extent of malaise. What is important to this case discussion, apart ...
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  11. Case Lens on Negotiation Skills In the Backdrop of Hollywood Movie, A Hijacking

    AUTHOR(S) : A. J. Swapna and Dr. Nagendra V. Chowdary
    PUBLISHED DATE: 04/07/2017
    PUBLISHER: ET Cases
    CATEGORY: ORGANIZATIONAL BEHAVIOR
    PRODUCT: Case Lens
    CASE ID: OB-7-0062, OB-7-0062A
    CASE LENGTH: 3.34 Minutes
    Case Lens on Negotiation Skills In the Backdrop of Hollywood Movie, A Hijacking
    DESCRIPTION:
    This Case Lens on Negotiation Skills is based on the Hollywood thriller, A Hijacking. A Hijacking is a gripping movie depicting how the CEO of a Danish shipping company, Peter Ludvigsen, (Peter) volunteers to negotiate for the release of 5 of his colleagues who are held hostage for a ransom by a group of Somalian pirates off the Indian Ocean. Peter’s strategy, his execution, his conviction and his way of managing the stakeholders in the midst of a crisis is quite a clinical study in place. Despite ...
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  12. Case Lens on ‘Team Player' In the Backdrop of Hollywood Movie, The Longest Yard

    AUTHOR(S) : Vandana Jayakumar and Dr. Nagendra V. Chowdary
    PUBLISHED DATE: 04/07/2017
    PUBLISHER: ET Cases
    CATEGORY: ORGANIZATIONAL BEHAVIOR
    PRODUCT: Case Lens
    CASE ID: OB-7-0058, OB-7-0058A
    CASE LENGTH: 3.57 Minutes
    Case Lens on ‘Team Player' In the Backdrop of Hollywood Movie, The Longest Yard
    DESCRIPTION:
    This Case Lens on ‘Team Player’ is based on the Hollywood movie, The Longest Yard. It showcases the interesting story of Paul Crewe (Paul), a renowned football player who was banned from playing professional football on federal racketeering charges for shaving points in a professional football game. Later, he is sent to the prison on charges of theft and drunken driving. Although the whole world looks down upon him, in the prison, warden Hazen gives him the mandate of building a football ...
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  13. Case Lens on 'Organizational Culture' In the Backdrop of Hollywood Movie, In Good Company

    AUTHOR(S) : Vandana Jayakumar and Dr. Nagendra V. Chowdary
    PUBLISHED DATE: 04/07/2017
    PUBLISHER: ET Cases
    CATEGORY: ORGANIZATIONAL BEHAVIOR
    PRODUCT: Case Lens
    CASE ID: OB-7-0059, OB-7-0059A
    CASE LENGTH: 4.11 Minutes
    Case Lens on 'Organizational Culture' In the Backdrop of Hollywood Movie, In Good Company
    DESCRIPTION:
    This Case Lens on Organizational Culture is based on Hollywood Movie, In Good Company. Starring Dennis Quaid, Topher Grace and Scarlett Johansson in the lead roles, the movie showcases the predicament of the employees at Sports America magazine when its parent company, Waterman Publishing, is acquired by GlobeCom International (GlobeCom), headed by Teddy K, a billionaire media magnate. Mark Steckle (Mark), a successful sales guys from GlobeCom is asked to turnaround marketing at Sports America. Mark, ...
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  14. Case Lens on Hard Work In the Backdrop of Hollywood Movie, The Pursuit of Happyness

    AUTHOR(S) : Y. Bala Bharathi and Dr. Nagendra V. Chowdary
    PUBLISHED DATE: 05/06/2017
    PUBLISHER: ET Cases
    CATEGORY: ORGANIZATIONAL BEHAVIOR
    PRODUCT: Case Lens
    CASE ID: OB-7-0060, OB-7-0060A
    CASE LENGTH: 3.12 Minutes
    Case Lens on Hard Work In the Backdrop of Hollywood Movie, The Pursuit of Happyness
    DESCRIPTION:
    This Case Lens on Hard Work is prepared in the backdrop of the Hollywood movie, The Pursuit of Happyness. This internationally acclaimed movie, inspired by a true story, is an engaging and highly stimulating saga of how an African-American, besieged with financial and pecuniary hardships, becomes a successful broker at a financial services firm with his sheer perseverance and hard work. Long touted to be a virtue of the middle-class, the value of hard work cannot be over-emphasized in the modern age. ...
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  15. Demand Estimation of Online Budget Hotel Service

    AUTHOR(S) : R. Muthukumar and Dr. Nagendra V. Chowdary
    PUBLISHED DATE: 02/06/2017
    PUBLISHER: ET Cases
    CATEGORY: BUSINESS ANALYTICS
    PRODUCT: CASELET
    CASE ID: BA-2-0003, BA-2-0003A
    CASE LENGTH: 5 Pages
    DESCRIPTION:
    This caselet is used to introduce the students/participants to the concept of demand estimation for a new product in the backdrop of ‘QUIK.com’, an online budget hotel startup. Two alumni of IIT Delhi - Arun Padmanabhan (Arun) and Varun Ganesh (Varun) decided to launch a new online budget hotel venture after many discussions and deliberations. Both approached two investors - Pankaj Patel (Pankaj) and Sanjay Saxena (Sanjay) to get investment for their proposed venture. Although the industry ...
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