The authors review 33 cases and related materials to understand how customer lifetime value (CLV) is taught. The authors examine (a) whether CLV is calculated using something other than contribution (e.g., revenue), (b) whether discounting is used, and (c) whether acquisition costs are subtracted before reporting CLV. The authors show considerable…

This study explores students' self-reported perceptions of multiple pedagogical methods for teaching business ethics. Five different pedagogical activities were implemented, and 79 students were surveyed at the end of the course and were asked which activities were perceived as helpful for learning and for stimulating thinking about ethics. The…

Traditional MBA programs and course delivery methods have come under increased scrutiny, to the point of being labeled passé. Specific criticisms include the relevance of the material and an inability to prepare students for the real world. This paper presents a teaching innovation whereby the textbook chapters align with short podcasts that serve…

Application-based assignments are often forgone in large marketing classes because of the daunting implementation and assessment challenges they present. One solution is to divide large classes into groups, but groups present their own challenges--of note, the potential for students to free-ride on the efforts of others. The 4Ps method of case…

Is there a commercially viable market in the United States for movies made for Mormons? David "Dutch" Richards, a graduate of Brigham Young University's School of Film, thinks there is. He believes that in the Western United States, especially in Utah and the Intermountain West, there are enough Mormons who would pay to watch a film by,…

In October 2010, Phil Wein, president of Emporium Luggage, was looking for ways to expand his retail luggage operation. Like many firms in the luggage industry, his leisure travel segment had been hurt by the 9/11 terrorist attacks, which forced several luggage retailers to retrench. More recently, the U.S. recession that started in 2008, and the…

BD Capital Management, an investment advisory firm based in Tulsa, Oklahoma, is dedicated to providing personal, comprehensive investment services to individuals and families, pension and profit sharing plans, endowment funds, trusts, estates, and charitable organizations.

In the 1960s, Burlington Industries was the largest textile firm in the world, and in 1973 the U. S. textile industry employed more than 1 million workers. Dynamic change came to the textile industry beginning in the 1960s, and in 2001 Burlington Industries filed for Chapter 11 bankruptcy. This case traces the dynamics of the market and the…

The importance of sales management as an interface between a company and its customers is widely recognized. However, the teaching of strategic sales management has not received enough attention in marketing education literature. This study analyzes an experiential client-based method for teaching a strategic sales management course. The authors…

Jen Harrington is the owner and pastry chef of Sweet Conclusion, a bakery in Tampa, Florida. Most of Harrington's business comes from baking wedding cakes, but she has been attempting to attract customers to her retail bakery, where she sells cupcakes, pies, ice cream, and coffee. Nearly four years she opened Sweet Conclusion, the retail part of…

As a marketing analyst, Eric is faced with several ethical dilemmas. When asked to engage in unethical and illegal behavior, Eric must decide whether to obey his boss and fudge the numbers (the counts of product purchased in order to get reimbursed more from the manufacturer during special sales) or take the ethical route. The case consists of two…

Kei Yun Wong has big dreams. She has been entrusted with the United States launch of Libert-E Motor, a new line of Chinese-manufactured electric scooters. With only $750,000 of her original budget of $3 million left, she needs to make sure that the launch succeeds, as it represents the initial step in her desire to create the first Chinese global…

Bleu Ribbon Chocolates is a small regional manufacturer of high-quality chocolate that sells its products via trade accounts, corporate-owned stores, and online/mail. Historically, the company has not engaged in strategic planning, as demand was greater than manufacturing capabilities. The trend toward healthier foods and the poor economy,…

The marketing education literature emphasizes and documents the effectiveness of using the student-authored case (SAC) method as a means to develop managerial and critical thinking skills. However, most SACs are short lived, lack suggested case solutions, do not benefit from peer feedback, and present challenges in finding relevant company data.…

The use of live cases in marketing teaching has been suggested as a way to provide students with interesting and relevant course work while collaborating on live case exercises also provides industry partners with valuable new ideas for innovation and development. When properly conducted, live cases can also be used for conducting research by the…