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  1. The 'Uber of Procurement': BuyHive and its Growth Dilemma

    Authors: Kaul, Asha; Desai, Avani; Sharma, Sanjeev; Chakravarty, Urjani; Arora, Shubhda;

    Reference No: COMM0030 Pages: 17 Published on: 28, December, 2023

    Abstract: BuyHive, a sourcing platform, had been launched in 2020 during the pandemic. It was a Business-to-Business (B2B) tech-enabled sourcing and aggregator platform that connected buyers with suppliers using global sourcing experts and technology. After three years of organic growth, the company made projections, charting exponential growth of USD 600 million in ... More

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  2. Agrawal's 420: Challenges of Establishing and Growing a Traditional Business

    Authors: Jain, Abhinandan; Sureka, KK;

    Reference No: MAR0510 Pages: 24 Published on: 7, November, 2019

    Abstract: Agrawal’s 420, a cottage industry started in 1962 in Indore, Madhya Pradesh, setup several companies by 2016. Papad business revenues were at INR 70 crores plus. The reasons for setting up the company, its guiding values, facing intensive competitive rivalry, journey of growth, manual manufacturing process, mechanising the process, product portfolio and development, ... More

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  3. Arvind Limited: Confronting the Sustainability-Profitability Dilemma

    Authors: Singh, Kunwar Milind; Athaide, Gerard A; Jaiswal, Anand Kumar; Raj, S P;

    Reference No: STR0496 Pages: 18 Published on: 31, December, 2025

    Abstract: Arvind Limited, headquartered in Ahmedabad, Gujarat, India, was a leading textile conglomerate and ranked among the world's largest fabric manufacturers. It manufactured and supplied fabrics to global brands, including Calvin Klein, Gap Inc., Tommy Hilfiger, and the U.S. Polo Association. The sustainability-profitability dilemma was one of the key challenges ... More

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  4. Hero Honda: Multi-segment Positioning and Selling

    Authors: Sahay, Arvind; Mathen, Nidhi;

    Reference No: MAR0418 Pages: 27 Published on: 6, October, 2010

    Abstract: Established in 1984 and based in India, Hero Honda has become the world's largest two wheeler manufacturer. Over the years, the company made inroads with its famous campaign 'Fill it - Shut it - Forget it' and also had grown to be ?World No.1' two wheeler company in terms of ... More

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  5. ShareChat and Moj: Building India's Social Media Company

    Authors: Majumdar, Adrija; Chowdhry, Aryan; Jain, Ishaan;

    Reference No: IS0152 Pages: 17 Published on: 18, December, 2025

    Abstract: Founded in 2015, ShareChat scaled by tapping into India’s overlooked regional-language internet users, building a vernacular-first platform designed around content consumption behaviours rather than social connections. Its rapid launch of Moj, within hours of TikTok’s ban, helped the company expand into short-form video. Challenged by deep-pocketed global players such ... More

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  6. CavinKare Private Limited (B): Entry into Soaps and Detergents Market

    Authors: Jaiswal, Anand Kumar;

    Reference No: MAR0385(B) Pages: 13 Published on: 17, August, 2007

    Abstract: CavinKare was planning to introduce soaps and detergents product in the market. Owing to the ongoing price war in the detergent segment between Hindustan Lever Limited and P&G, the company's managing director and chief executive officer were weighing the risks and benefits of entering the soaps and detergents market. ... More

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  7. Management of Personal Selling Effort (B): A Note-Brief Illustrations on Recruitment, Training and Development of Sales Personnel

    Authors: Vora, M N;

    Reference No: MAR0265(B)TEC Pages: 4 Published on: 1, January, 1981

    Abstract: Describes the sales management practices of a cross-section of Indian organizations. The decision areas about which actual illustrations of practices of specific organizations are: 1) allocation of tasks between own sales personnel and the distributors/dealers, 2) recruitment, training and development of sales personnel, 3) sales effort planning, target, quota setting, call norms, ... More

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  8. Management of Personal Selling Effort (E): A Note- Brief Illustrations on Evaluation and Control of Sales Effort/Personnel

    Authors: Vora, M N;

    Reference No: MAR0265(E)TEC Pages: 6 Published on: 1, January, 1981

    Abstract: Describes the sales management practices of a cross-section of Indian organizations. The decision areas about which actual illustrations of practices of specific organizations are: 1) allocation of tasks between own sales personnel and the distributors/dealers, 2) recruitment, training and development of sales personnel, 3) sales effort planning, target, quota setting, call norms, ... More

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  9. Woolworths Limited, Australia

    Authors: Raghuram, G; Kuberkar, Gouri;

    Reference No: MAR0394 Pages: 59 Published on: 17, April, 2008

    Abstract: Woolworths Limited was Australia's largest retailer in the food, liquor and grocery sector. The retail activities were conducted through the supermarkets (contributing 88% of consolidated sales), general merchandise and wholesale divisions. Woolworths had two key goals: 1) to increase shareholder returns and 2) giving greater customer satisfaction. These led to the development of ... More

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  10. Management of Personal Selling Effort (D): A Note- Brief Cases on Salesmen Compensation and Motivation

    Authors: Vora, M N;

    Reference No: MAR0265(D)TEC Pages: 6 Published on: 1, January, 1981

    Abstract: Describes the sales management practices of a cross-section of Indian organizations. The decision areas about which actual illustrations of practices of specific organizations are: 1) allocation of tasks between own sales personnel and the distributors/dealers, 2) recruitment, training and development of sales personnel, 3) sales effort planning, target, quota setting, call norms, ... More

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  11. EaseMyTrip: Bootstrapped Redemption

    Authors: Sharma, Rajat; Deodhar, Swanand; Singh, Harshita; ;

    Reference No: STR0495 Pages: 21 Published on: 13, April, 2026

    Abstract: The case examines the history, evolution, and future course of a major online travel booking firm, EaseMyTrip. The case, written from the perspective of one of the founders and based on both primary and secondary data, assesses EMT’s strategic and operational strengths. Moreover, the case poses critical questions about ... More

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  12. Bank of Baroda's Branding Exercise (A)

    Authors: Sharma, Meenakshi;

    Reference No: COMM0006(A) Pages: 7 Published on: 26, February, 2010

    Abstract: The case deals with the branding exercise undertaken by Bank of Baroda in June 2005. It sets the context of the changing industry environment, and describes how the bank took the decision to undertake a repositioning exercise through a major transformation. At the same time, the top management recognized that changes ... More

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  13. Radio Mirchi: Entry into Kolkata Market

    Authors: Jaiswal, Anand Kumar; Palan, Harit;

    Reference No: MAR0400 Pages: 27 Published on: 8, August, 2008

    Abstract: Radio Mirchi is the flagship brand of Entertainment Network India Limited (ENIL). ENIL is the largest private FM radio broadcaster in India. ENIL was able to gain a stronghold in the market due to its strengths of innovativeness and creative content, large operating network, reach among listeners, high quality studio ... More

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  14. Radio Mirchi: Marketing Strategy for the Bangalore Market

    Authors: Jaiswal, Anand Kumar; Palan, Harit;

    Reference No: MAR0415 Pages: 27 Published on: 10, June, 2010

    Abstract: The case describes how Radio Mirchi dealt with competition in the Bangalore FM radio market. Radio Mirchi's market share in Bangalore started declining within a few months of its successful launch, following the entry of new competitors in the market. The case discusses strategies adopted by the company to regain ... More

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  15. Allegiance Corp Bank (ACB): Restructuring Private Banking?The CRM Way

    Authors: Acharya, Prachi;

    Reference No: MAR0414 Pages: 13 Published on: 26, March, 2010

    Abstract: The case deals with Allegiance Corp Bank's Private Banking Function. Allegiance Corp Bank is a Private Sector bank operational in India since early 90's. Private Banking, at Allegiance Corp Bank is a function that caters to High Networth Individuals and cross sells investment products to them. Services include free of ... More

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