... to position FluMist. To determine the correct positioning, he has to consider business objectives, competitive set, differentiation, and pricing. This case was prepared by Professor Timothy Calkins and Rajnish Changrani '04. The situation described in the case is illustrative. 13 08 2004...

... or by any means—electronic, mechanical, photocopying, recording, or otherwise—without the permission of the Kellogg School of Management. New Products Pioneering Strategy Pricing Peter Sheffield settled back in his chair with a large stack of reports on Lilly's newest drug, Xigris, a treatment...

... of pricing services--i.e., pay-per-transaction vs. subscription, and demonstrate the basics of the relation between utilization and delay. In addition to products aimed at individuals, BAT had entered the market for small business software in the late 1980s. Customer research had shown that many small...

..., recording, or otherwise—without the permission of the Kellogg School of Management. New Products Pioneering Strategy Pricing Securing approval from the U.S. Food and Drug Administration (FDA) to market Xigris was far more challenging than Lilly had anticipated. Following standard procedures...

... understand a broad array of branding, consumer behavior, pricing, and regulatory issues in order to arrive at recommendations for Chivas Regal to defend against recent gains of Johnnie Walker. The case can be taught with a focus on the Chivas Regal 12 Year product and recommendations for its growth, but also...

...Tim Calkins; Megha Vora Allison Watkins, senior director of Merck's Vaccines Division, needed to decide on the pricing of Gardasil, Merck's newest vaccine and one of the company's most important product launches of the year. The outside consulting firm she had hired to recommend a price...

.... Business Model Innovation Revenue Modeling Financial Strategy Financial Modeling Pricing Casino Gaming Medium In April 2014 WMS Gaming Inc., headquartered in Chicago, Illinois, was considering whether it should redesign the way it priced its products. WMS designed, manufactured...