Case_In_Point_7th_Edition_Page001_183_2

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[ 8I Competitive Response ]Question: Sperry Topsider® has developed a new non-slip sailing shoe that has beeneating into the sales of our bestseller, The Commodore 2000. How can we respond?Step 1: If a competitor introduces a new product or picks up market share, we want to first ask suchquestions as:What is the competitor’s new product and how does it differ from what we offer?What has the competitor done differently? What’s changed?Have any other competitors picked up market share?Step 2: Choose one of the following response actions:Acquire the competitor or another player in the same market.Merge with a competitor to create a strategic advantage and make us more powerful.Copy the competitor (e.g., Amazon.com vs. barnesandnoble.com).Hire the competitor’s top management.Increase our profile with a marketing and public relations campaign.
[ 9. ,ncreasin2 :aoes tP weskiAnS C C C eckm rAnics o p anks k A increase iks saoes sA ik can coaiy kakbikis k be oar2eskliski’ r w k A r e Agv h k lbAe prAn2 w ’ o O 1 nin2 2 - rA f l . ? can A p BBB m eck o rAnics reacb iks 2 oao +Step 1: Increasing sales doesn’t necessarily mean increasing profits. Think about the relationship. Whatcan be done? What do we need to know?How are we growing relative to the industry?What has our market share done lately?Have we gone out and asked customers what they want from us?Are our prices in line with our competitors’?What have our competitors done in marketing and product development?Step 2: There are four easy ways to increase sales. Determine which action (or combination thereof) isyour best strategy:-ncrease I A oeI wGet y more buyers, increase distribution channels, intensify marketing.-ncrease ay Ank w Aeacbv saoeI Get each buyer to spend more.-ncrease pricesIG reake seasAnao ’aoanceI Increase sales in every quarter — if you own a nursery, sell flowers inthe spring, herbs in the summer, pumpkins in the fall, and trees and garlands in the winter.
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AMAZON REVlEWSSecret to success —
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CQ INTERACTIVEThe most advanced onl
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AckndwIebgmentsSpecial thanks are d
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DedicationTo my closest friends: Er
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Five C’s and Four P’sBCG Matrix
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2 : The InterviewRelax, it’s wors
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+ Questions About YouThe first part
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Interviewers remember stories and a
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9. You’ll work on multiple projec
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+ Possiole Math QuestionThey may as
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+ Your QuestionsThe last part of th
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+ The Grand Finale: Why Should I Hi
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First Rouno TeIephone InterviewsThe
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+ Stress lnterviewsWell, they’re
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+ A¡vice for lnternational Stuoent
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3 : Case QuestionsA case question i
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+ Case PreparatibnCase questions ca
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[ 1. Listen to the Question ]Listen
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[ 3. Summarize the Question ]After
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[ 5. Ask Clarifying Questions ]You
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Page 46 and 47: [ 9. Work the Numbers ]If possiqle,
Page 48 and 49: [ 11. Be Creative and Brainstorm ]S
Page 50 and 51: [ 13. Bring p r tre w and o S u mri
Page 52 and 53: The Bags ¦f p ¦§¨There are thre
Page 54 and 55: U S.If you tried to answer this que
Page 56 and 57: A PIs called “widgets,” which o
Page 58 and 59: N C aseei se nu m er b Aases:E very
Page 60 and 61: DuPont has just invented a lightwei
Page 62 and 63: problem with each 5uestion.Students
Page 64 and 65: Trends over time are generally show
Page 66 and 67: Wrona: What has been going on with
Page 68 and 69: + The Trou!"e p rh tMathDo you have
Page 70 and 71: + The Summary and The Final SlideIn
Page 72 and 73: 4 : The #vy Case System©
Page 74 and 75: You may want to read through the fo
Page 76 and 77: [ 1. Summarize the Question ]This s
Page 78 and 79: [ 3. Ask Clarifying Questions ]As w
Page 80 and 81: + The 12 CaTe Scena: OTh
Page 83 and 84: [ 2. %n&ustr1 2nao1st s Pw uestt An
Page 85 and 86: [ 3. Mergers an1 2 : sP O hw nsA Pi
Page 87 and 88: [ 4. Developing a New Product ]Ques
Page 89 and 90: [ 5. Pricing Strategies ]Question:
Page 91 and 92: [ 6I Growth Strategies ]Question: X
Page 93: P ustomersWho are our customers?How
Page 97 and 98: [ 11I .mproving the Bottom Line: Pr
Page 99 and 100: To learn more about a typical Profi
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Page 103 and 104: 5 : ADDitiEnal anD Tools : Oat P Er
Page 105 and 106: [ Five C’s TCF1 2 : OWhat h ido y
Page 107 and 108: + BCG MatrixIn 1998, Wiley Press pu
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Page 112 and 113: + The Value ChainIn his 1985 book C
Page 114 and 115: + An Aristoteli1n 2r1 :eo ortAristo
Page 116 and 117: + “Pf” Scenarios to RememberSal
Page 118 and 119: + Business Case pi1 s• If you eve
Page 120 and 121: 6 : Practice Cases
Page 122 and 123: + HarRey-Davidson®Interviewer: Our
Page 124 and 125: Interviewer: Yes, garb is merchandi
Page 126 and 127: based. Harley can raise the prices
Page 128 and 129: + Case StartsMany people struggle w
Page 130 and 131: CasesCS1: Palm Tree Plantation Expo
Page 132 and 133: CS2 Hong Kong Video Games NotesSumm
Page 134 and 135: CS4 XCV TechnologySummarize the cas
Page 136 and 137: CS6 GIoYaI MZtor CarsSummarize the
Page 138 and 139: CS8 ltalian C\1 2 tT:hian]TtSummari
Page 140 and 141: + Case ^n_eTpevel :1. T eT ian c n
Page 142 and 143: That’s a very interesting graphI
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One example might be to look to see
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co: n i f efinition o ’ r T of hi
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F : T rtrute t k fi1 re ort : lat I
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+ Coke ®Case 4: Coca-Cola® is try
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- Interesting. Thanks.Type of case:
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are people willing to pay? And is i
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) e.onkT .oulk pe Uo3 l a joint ten
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p te lrsm o m t owould r u c do is
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p tew lour T am m toAer ore- mrT t
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I’m going to do part of this thro
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+ Cow Brothers Premium Ice CreamCas
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- The supermarkets carry five at a
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- Can be used for thinning hair as
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/et.s talk au w i o st-based n w pr
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+ Wireless WorriesCase 1 1 2 : O h
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tt tells m e toat ueoule T ito Aedi
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+ Cowwege MaiwCase 1 2 : O xient h
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- How else can students get the wor
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w h i c h es gm e ia vl ie tless t
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Well, first we have the membership
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