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- September 2000 (Revised February 2007)
- Case
Freeport Studio
By: Rajiv Lal and James Weber
Describes the start-up and first-year difficulties of Freeport Studio, a unit of L.L. Bean, founded in 1998 to sell women's clothing by catalog. First-year sales were far below plan, and projected profits did not materialize. Fran Philip must identify the problems and...
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Keywords:
Business Startups;
Profit;
Growth and Development Strategy;
Marketing Strategy;
Strategic Planning;
Problems and Challenges;
Creativity
Lal, Rajiv, and James Weber. "Freeport Studio." Harvard Business School Case 501-021, September 2000. (Revised February 2007.)
- August 2000 (Revised September 2005)
- Case
Omnitel Pronto Italia
By: Rajiv Lal, Carin-Isabel Knoop and Suma Raju
Describes the situation faced by Omnitel soon after launching its mobile telecommunication services in Italy in December 1995. Competing against the Italian monopoly, TIM, Omnitel had positioned its services to be better on the quality dimension. However, sales were...
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Keywords:
Customer Satisfaction;
Marketing Channels;
Marketing Strategy;
Product Positioning;
Market Entry and Exit;
Product Development;
Sales;
Competition;
Segmentation;
Value Creation;
Telecommunications Industry;
Italy
Lal, Rajiv, Carin-Isabel Knoop, and Suma Raju. "Omnitel Pronto Italia." Harvard Business School Case 501-002, August 2000. (Revised September 2005.)
- August 2000 (Revised September 2005)
- Case
Callaway Golf Company
By: Rajiv Lal and Edie Prescott
Describes a situation faced by Mr. Ely Callaway, the 80-year-old founder, chairman, and CEO of Callaway Golf Co., in the fall of 1999. After a decade of stunning success with the marketing concept, Callaway suffered a significant loss and witnessed a steep decline in...
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Keywords:
Marketing Strategy;
Crisis Management;
Communication Strategy;
Product;
Business Strategy;
Change Management;
Competitive Advantage
Lal, Rajiv, and Edie Prescott. "Callaway Golf Company." Harvard Business School Case 501-019, August 2000. (Revised September 2005.)
- March 2000 (Revised January 2001)
- Case
First USA and Internet Marketing
By: Rajiv Lal and Amy H. Nelson
Explores First USA's decision to use the Internet for acquiring customers. Tom Brenner needs to decide on the terms of the deals demanded by the portals and justify the recommendations to his boss.
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Keywords:
Digital Marketing;
Decision Choices and Conditions;
Resource Allocation;
Marketing Strategy;
Internet and the Web
Lal, Rajiv, and Amy H. Nelson. "First USA and Internet Marketing." Harvard Business School Case 500-043, March 2000. (Revised January 2001.)
- December 1999
- Case
Lees Supermarkets: Customer Loyalty Programs
By: David E. Bell, Rajiv Lal and Ann Leamon
Bell, David E., Rajiv Lal, and Ann Leamon. "Lees Supermarkets: Customer Loyalty Programs." Harvard Business School Case 500-038, December 1999.
- November 1999
- Case
net.Genesis, Inc.
By: Robert J. Dolan, Rajiv Lal and Perry Fagan
Net.Genesis is planning a strategy for the developing Internet market. In particular, it is creating the category of e-business intelligence and striving to be the brand leader in it.
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Keywords:
Emerging Markets;
Strategic Planning;
Expansion;
Brands and Branding;
Knowledge Use and Leverage;
Marketing Communications;
Internet and the Web;
Change Management
Dolan, Robert J., Rajiv Lal, and Perry Fagan. "net.Genesis, Inc." Harvard Business School Case 500-009, November 1999.
- February 1991
- Background Note
Managing Marginal New Products
By: Rajiv Lal
Keywords:
Product Launch
Lal, Rajiv. "Managing Marginal New Products." Harvard Business School Background Note 591-088, February 1991.
- Teaching Interest
Executive Education: Leading Growth through Customer Centricity — India
By: Rajiv Lal
Establishing a strategic advantage in India's highly competitive marketplace requires a systemic shift in focus—away from selling products and toward meeting the needs of customers. But how many companies are prepared to carry out such fundamental change? By... View Details
- Teaching Interest
Overview
By: Rajiv Lal
I will be teaching the First Year Marketing course next year.
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- Research Summary
Overview
By: Rajiv Lal
Developing a course for our MBA students on the opportunities and challenges in Building a Business around Smart Connected Products/IoT
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- Research Summary
Recent Strategies in the U.S. Grocery Industry
By: Rajiv Lal
Rajiv Lal's work comparing the benefits of EDLP and Hi-Lo strategies in the grocery industry indicates that while EDLP grocery retailers may not be able to benefit from traditional costs savings associated with this strategy, these retailers still benefit from the use...
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- Research Summary
Retail and the Internet
By: Rajiv Lal
The emergence of new technology, increasing number of new retail formats and the emphasis on store brands are contributing factors to enormous changes taking place in retailing. Rajiv Lal's work on the use of the Internet by retailers calls into question the...
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