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Marketing

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published: 25 Jun 2018

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Abstract:
When 3G Capital bought Burger King from TPG, Bain Capital and Goldman in 2010, the fastfood chain was losing momentum. By 2014, the business was back in growth mode but the Burger King brand was still lacking lustre and it was unclear if the celebrity-heavy ad campaign would work. Could new CEO Daniel Schwartz and his team make the brand cool again - on the cheap? Drawing on data from a brand audit, the challenge is to (i) define the brand’s identity and choose among five positioning ideas; (ii) allocate expenses between television, digital and PR, and brand and restaurant redesign. For the digital and PR components, for example, students have to evaluate eight mock-ups created by Burger King’s agency, and come up with their own ideas for Burger King to evaluate.
Please visit the dedicated case website to access supplementary material.

Pedagogical Objectives:
This decision-oriented case touches on key aspects of brand marketing for quick-service restaurants, a category at the intersection of consumer goods and retailing. Instructors have access to uniquely detailed information about process, actions and outcomes in a 29-page teaching note, 20 exclusive video interviews with the management team, a comprehensive slide deck, as well as high-resolution ads and video footage explaining the success of Burger King’s award-winning campaigns (“Whopper Freakout”, “Proud Whopper”, “The McWhopper Proposal”, and “Google Home of the Whopper”), which won it “Creative Marketer of 2017” , multiplied the value of the brand by 3.7 since its acquisition, and accelerated the company’s growth. Suitable for undergraduates, graduates, and seasoned executives, the case will fit into an introductory course in marketing management as well as specialized courses in marketing strategy, brand management, consumer behavior, digital marketing, or retailing. It can also be taught in a business strategy course on the impact of private equity ownership, or a finance/accounting course on the implementation of zero-based budgeting. For a single session, we suggest instructors make brand positioning an additional pre-discussion reading and focus class discussion on TV advertising, social media, and PR. For a double session, add the brand identity decoding and the positioning decision. With more sessions, the instructor can address design and restaurant image, or dive deeper into each aspect covered.

Keywords:
Marketing, Food, Advertising, Branding, Digital, Design, Packaging, Social Media, Public Relations, Health, Private Equity, Zero-Based Budgeting

published: 06 Jun 2018

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Abstract:
Chocolate candy marketers like Mars, Nestlé, Hershey and Ferrero are under pressure to respond to the stricter nutritional targets set by governments, changing consumer tastes, and competition from healthier brands like Kind or Cliff. Should traditional chocolate makers reformulate their products with less sugar content (and if so, should they announce it)? Should they reduce portion or package sizes (and if so, should they reduce prices)? More generally, is obesity their responsibility? Is collaboration with competitors, researchers and advocacy groups the solution? How can they grow their business without contributing to the obesity epidemic?
Please visit the dedicated case website to access supplementary material.

Pedagogical Objectives:
This case examines whether food marketing can be a force for good in helping to align business with consumer health and pleasure. It addresses key issues such as how to manage food claims (and perceptions) and downsizing in a category disrupted by start-ups like Kind. A comprehensive teaching note and detailed PowerPoint presentation divulge the latest research findings in this domain – e.g., on the causes and consequences of obesity, health halos, perceptions of portion size, and ‘epicurean nudging’ (or how focusing on pleasure, not health, can make people happier to spend more on food yet eat less).

Keywords:
Food, Marketing, Nutrition, Health, Packaging, Portion Size, Chocolate, Innovation, Retailing, Responsibility, Sustainability, Ethics, Branding, Regulation

Prizes won:
- Third Prize in the Corporate Sustainability track of oikos Case Writing Competition 2018

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Abstract:
In 2017, the Financial Times ranked INSEAD’s MBA programme #1 in the world for the second year in a row. The Dean of INSEAD, Ilian Mihov, commissioned a large-scale study to understand the shool’s brand equity compared to its peers. The goal is to optimize INSEAD’s positioning, value proposition and communication, to attract the best MBA students. Case A asks students to develop a survey that will measure the strengths and weaknesses of the INSEAD brand compared to its key competitors. They must select the performance measures, relevant competitors and the relevant sample. Case B provides results from a survey of 4,000 GMAT-takers who rated 18 business schools. Students analyze the data to measure the strength of the INSEAD brand and its image compared with its competitors. To optimize the school’s positioning, students must identify the most important attributes used when choosing an MBA programme.
Please visit the dedicated case website to access supplementary material.

Pedagogical Objectives:
This case can be used for many different audiences and contexts. It can be used for discussion in MBA, undergraduate, or executive education courses focusing on branding, brand metrics, marketing research, customer intelligence, data analytics, customer centricity, general marketing strategy, communication and social media strategy, consumer behavior, and international marketing.

Keywords:
Business Schools, Strategic Market Intelligence, Brand Management, Brand Equity Analysis, Brand Metrics, Marketing Research, Data Analytics, Multivariate Analyses, Research Design, Insead, Mba Programme

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published: 04 May 2018

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Abstract:
The case describes how Spanish entrepreneurs Daniel González de Vega and Javier Arroyo founded Smartick with the aim of tackling the poor level of math education in their native Spain. Smartick is a self-financed enterprise that combines social impact with profitability. The two entrepreneurs are up against stiff competition, notably from the education giant Khan Academy, who not only has major financial backing but also offers its service free of charge. After two years of developing and testing a mix of the leading offline methods and state-of-the-art web-based technologies, Smartick is ready to make a big push into the after-school math learning space. Javier and Daniel are mulling over three options for their long-term marketing strategy. They are looking to segment the market and find the right segment to implement the strong brand positioning necessary to impact Spain’s math education culture and society. The three options are to focus on B2B through schools, a combination of B2B and B2C, and a B2C-only approach. They must also decide on a pricing model and a communication strategy.

Pedagogical Objectives:
After the case discussion, students should be able to: - understand the value of a differentiated product, even in the presence of a popular free alternative, - apply a segmentation-targeting-positioning approach to online education specifically, and to any other market or category, - recommend a pricing strategy to match the overall strategy of the company.

Keywords:
Edtech, Online Education, Branding, Marketing, Social Impact, Pricing Models, E-Learning, Entrepreneurship, Segmentation, Targeting, Brand Positioning, Software-As-Service, Brand Identity, Customer Centricity

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published: 04 May 2018

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Abstract:
In 2017, the Financial Times ranked INSEAD’s MBA programme #1 in the world for the second year in a row. The Dean of INSEAD, Ilian Mihov, commissioned a large-scale study to understand the shool’s brand equity compared to its peers. The goal is to optimize INSEAD’s positioning, value proposition and communication, to attract the best MBA students. Case A asks students to develop a survey that will measure the strengths and weaknesses of the INSEAD brand compared to its key competitors. They must select the performance measures, relevant competitors and the relevant sample. Case B provides results from a survey of 4,000 GMAT-takers who rated 18 business schools. Students analyze the data to measure the strength of the INSEAD brand and its image compared with its competitors. To optimize the school’s positioning, students must identify the most important attributes used when choosing an MBA programme.
Please visit the dedicated case website to access supplementary material.

Pedagogical Objectives:
This case can be used for many different audiences and contexts. It can be used for discussion in MBA, undergraduate, or executive education courses focusing on branding, brand metrics, marketing research, customer intelligence, data analytics, customer centricity, general marketing strategy, communication and social media strategy, consumer behavior, and international marketing.

Keywords:
Business Schools, Strategic Market Intelligence, Brand Management, Brand Equity Analysis, Brand Metrics, Marketing Research, Data Analytics, Multivariate Analyses, Research Design, Insead, Mba Programme

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published: 26 Mar 2018

  • Topic: Marketing
  • Industry: Wholesale-Beer, Wine & Distilled Alcoholic Beverages
  • Region: Europe

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Abstract:
The case goes back in time to the ‘golden age’ of Absolut when contemporary artists like Andy Warhol and Keith Haring painted the unusual bottle to the amazement of the global arts community. The nearly accidental collaboration with artists in the glorious years turned the brand into a must-have aspirational drink to be consumed at chic bars and art fairs. Based on the vivid recollections of Vadim Grigorian (INSEAD MBA ‘00J), the case uncovers the awakening of new paradigm, the brand as acultural agent of contemporary art in consumer society. In his retelling of these events, hitherto unknown, the marketing executive recaptures the essence of Absolut during its hey day from the mid-1980s to 2011 in an exquisitely told and unusual account of cultural engagement.

Pedagogical Objectives:
The case can be used by instructors teaching specialized courses in marketing and communication, and marketing research. By focusing on the engagement of Absolut with contemporary art and culture, the case prompts discussion of the role of brands as cultural agents. It draws students into a discovery process, tracing the relationship that Absolut, acquired by the global drinks conglomerate Pernod-Ricard in 2008, developed with young artists, fashion photographers, musicians, and even designers of art bars and cocktail recipes. It can start a conversation about the future of cultural engagement strategies that many brands have embarked on, for example, when a brand needs to move on from a wildly successful personality to a more nuanced image that appeals to a broader customer base. The short case is a page-turner that will satisfy a broad range of intellectual interests.

Keywords:
Absolut, Keith Haring, Vadim Grigorian, Documenta, Venice Biennale, Michel Roux, Spirits, Andy Warhol, Pernod-Ricard, Arts and Culture, Tbwa, Grey Goose, Grey Goose, Bottle

published: 26 Mar 2018

  • Topic: Marketing
  • Industry: Motor vehicles and passenger car bodies
  • Region: Global

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Abstract:
The case looks at the enormous disruption affecting the entire automotive industry through the eyes of a recently hired CRM expert at the British premium car maker Jaguar Land Rover who keeps the marketing team grounded by taking a customer-centric approach. The case provides a clear sense of purpose about the typical customer journey and the touchpoints where the car maker can reach out to the customer with relevant and timely information. The case reveals the way in which JLR collects data and customer intelligence during the product lifecycle in clear and easy-to-understand terms. One of the highlights of the case is the use of ethnographic research to strengthen the relationship between the target customer and the brand. The case also examines the creative use of smart-data analytics for decision making and the innovative deployment of conjoint analysis for simulating output volumes against price points.

Pedagogical Objectives:
The case is designed for marketing professors especially those who teach courses in market research. Written in plain English, the case can be understood by students who are interested in learning how one of the most innovative car makers in Europe leverages market research along every step of the customer journey. Using the case, instructors can expect a lively discussion in the classroom since the British car company in question, Jaguar Land Rover, which is owned by Tata Motors, an Indian family-owned conglomerate, appeals to a wide range of students. Instructors can also demonstrate the role of CRM solutions in being able to leverage data through smart-data analytics in the fast-changing automotive sector.

Keywords:
Jaguar, Land Rover, Porsche, Tata Motors, Ford, Crm, Jlr, Cloudcar, Data Analytics, F-Pace, I-Pace, Range Rover, Defender, Formula E

published: 15 Dec 2017

  • Topic: Marketing
  • Industry: Insurance, Communications
  • Region: Africa

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Abstract:
The case illustrates how Microensure deploys strategies for the bottom-of-the-pyramid (BoP) as the cornerstone of a successful, cost-efficient scale-up that aims to democratize insurance in countries where consumers have very low incomes.

Pedagogical Objectives:
Discover how the 5-step BoP framework can be used to structure a market approach for a segment that is underserved. Understand how competitive advantage can be gained from a low-cost/vast-breadth strategy, and how value is generated from a market that (at first glance) seems unattractive. Show how a deep understanding of the value chain coupled with a cooperation strategy is used to create a symbiotic partnership with telecommunications companies.

Keywords:
Bottom of the Pyramid, Consumers, Telco, Distribution Channels, Marginal Cost, Symbiosis, Low-Cost, Mobile, Cost-Effectiveness, Micro-Insuring, Low-Income, Channels, Zambia

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published: 15 Dec 2017

  • Topic: Marketing
  • Industry: Insurance, Communications
  • Region: Africa

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Abstract:
The case illustrates how Microensure deploys strategies for the bottom-of-the-pyramid (BoP) as the cornerstone of a successful, cost-efficient scale-up that aims to democratize insurance in countries where consumers have very low incomes.

Pedagogical Objectives:
. Discover how the 5-step BoP framework can be used to structure a market approach for a segment that is underserved. . Understand how competitive advantage can be gained from a low-cost/vast-breadth strategy, and how value is generated from a market that (at first glance) seems unattractive. . Show how a deep understanding of the value chain coupled with a cooperation strategy is used to create a symbiotic partnership with telecommunications companies.

Keywords:
Bottom of the Pyramid, Consumers, Telco, Distribution Channels, Marginal Cost, Symbiosis, Low-Cost, Mobile, Cost-Effectiveness, Micro-Insuring, Low-Income, Channels, Zambia

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published: 27 Nov 2017

  • Topic: Marketing
  • Industry: Collectibles
  • Region: North America

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Abstract:
StockX is the world’s first “stock market of things”, a consumer marketplace for high-demand, limited edition products that operates exactly like the stock market. The underlying concept is to allow participants to buy and sell authenticated products in a live marketplace where they trade anonymously (with stock market-like visibility). The StockX exchange offers buyers and sellers historical price and volume metrics, real-time bids and offers (asks), time-stamped trades, individualized portfolio tracking and metrics, as well as in-depth market analysis and news. A partnership with Eminem, a native of Detroit, got StockX off the ground by creating exclusive content and access to rare sneakers from the rapper's personal collection. To build on this momentum, StockX needs to develop a growth strategy.

Pedagogical Objectives:
This case highlights the importance of customer-focused marketing in creating profitable value. It highlights key concepts related to segmentation, targeting and brand positioning in a B2B context, in an industry which is maturing.

Keywords:
E-Commerce, Growth Strategy, Business Model Innovation, Collectibles, Sneakers, Eminem

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