Paul Farris

University of Virginia - Darden School of Business

P.O. Box 6550

Charlottesville, VA 22906-6550

United States

http://www.darden.virginia.edu/faculty/farris.htm

SCHOLARLY PAPERS

51

DOWNLOADS
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Top 1,074

in Total Papers Downloads

19,976

CITATIONS
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SSRN RANKINGS

Top 25,450

in Total Papers Citations

10

Scholarly Papers (51)

1.

Red Bull

Darden Case No.: UVA-M-0663
Number of pages: 12 Posted: 21 Oct 2008
Paul Farris
University of Virginia - Darden School of Business
Downloads 2,843 (2,688)

Abstract:

advertising, advertising strategy, brand management, marketing mix, marketing strategy

2.

Perspectives on Brand Equity

UVA-M-0668
Number of pages: 15 Posted: 21 Oct 2008
Paul Farris, Ervin Shames and Eric Gregg
University of Virginia - Darden School of Business, University of Virginia - Darden School of Business and iLoyalty
Downloads 1,788 (6,003)
Citation 1

Abstract:

marketing, brand equity

3.

The Tata Nano: The People's Car

Darden Case No. UVA-M-0768
Number of pages: 12 Posted: 16 Jun 2009
Paul Farris, Amy Lemley and Rajkumar Venkatesan
University of Virginia - Darden School of Business, University of Virginia - Darden School of Business and University of Connecticut - Department of Marketing
Downloads 1,135 (11,051)

Abstract:

environment, channel strategy

4.
Downloads 915 ( 19,223)

Customer Profitability

UVA-M-0718
Number of pages: 14 Posted: 21 Oct 2008
Paul Farris, Phillip E. Pfeifer and Neil Bendle
University of Virginia - Darden School of Business, University of Virginia - Darden School of Business and affiliation not provided to SSRN
Downloads 719 (26,785)

Abstract:

customer relations

Customer Profitability

Darden Case No. UVA-M-0718
Number of pages: 14 Posted: 21 Oct 2008
Paul Farris, Phillip E. Pfeifer and Neil Bendle
University of Virginia - Darden School of Business, University of Virginia - Darden School of Business and affiliation not provided to SSRN
Downloads 196 (125,883)

Abstract:

customer relations

5.

The Seven Questions of Marketing Strategy

Darden Case No. UVA-M-0779
Number of pages: 7 Posted: 05 Apr 2010
Paul Farris and Mark E. Parry
University of Virginia - Darden School of Business and University of Missouri at Kansas City - Department of Organizational Leadership/Marketing
Downloads 889 (15,947)

Abstract:

marketing strategy

Sales Force Management and Measurement

Darden Case No.: UVA-M-0721
Number of pages: 14 Posted: 21 Oct 2008
Paul Farris, Robert E. Spekman and Neil Bendle
University of Virginia - Darden School of Business, University of Virginia - Darden School of Business and affiliation not provided to SSRN
Downloads 675 (29,253)

Abstract:

Sales Force Management and Measurement

Darden Case No. UVA-M-0721
Number of pages: 14 Posted: 21 Oct 2008
affiliation not provided to SSRN, affiliation not provided to SSRN, University of Virginia - Darden School of Business and University of Virginia - Darden School of Business
Downloads 188 (130,930)

Abstract:

7.

The Apple Iphone

Darden Case No. UVA-M-0765
Number of pages: 15 Posted: 16 Jun 2009
Paul Farris and Robert E. Spekman
University of Virginia - Darden School of Business and University of Virginia - Darden School of Business
Downloads 839 (19,522)

Abstract:

pricing, marketing, innovation

8.
Downloads 629 ( 32,695)

Marketing Economics

UVA-M-0648
Number of pages: 13 Posted: 21 Oct 2008
Paul Farris, Ron Mentus and Marian Chapman Moore
University of Virginia - Darden School of Business, affiliation not provided to SSRN and University of Virginia - Darden School of Business
Downloads 537 (39,780)

Abstract:

break-even analysis, contribution analysis, cost analysis, economic analysis, marketing management, marketing strategy

Marketing Economics

Darden Case No. UVA-M-0648
Number of pages: 13 Posted: 21 Oct 2008
Independent, affiliation not provided to SSRN, University of Virginia - Darden School of Business, University of Virginia - Darden School of Business and University of Virginia - Darden School of Business
Downloads 92 (232,523)

Abstract:

break-even analysis, contribution analysis, cost analysis, economic analysis, marketing management, marketing strategy

9.

Almost Everything I Need to Know About the New Economy, I Learned Playing . . . Monopoly

Darden Business School Working Paper No. 01-07
Number of pages: 13 Posted: 16 Mar 2001
Paul Farris and Phillip E. Pfeifer
University of Virginia - Darden School of Business and University of Virginia - Darden School of Business
Downloads 614 (33,197)

Abstract:

10.

Absolut Vodka

UVA-M-0366
Number of pages: 20 Posted: 21 Oct 2008
Paul Farris and elizabeth joan collins
University of Virginia - Darden School of Business and affiliation not provided to SSRN
Downloads 578 (33,927)

Abstract:

advertising, advertising media, advertising strategy, ethical issues, marketing strategy, product positioning

11.

Designing Channels of Distribution

Darden Case No. UVA-M-0769
Number of pages: 16 Posted: 16 Jun 2009
Paul Farris and Robert E. Spekman
University of Virginia - Darden School of Business and University of Virginia - Darden School of Business
Downloads 471 (36,791)

Abstract:

business-to-business marketing, implementation, distribution

12.

Levi's at Wal-Mart

UVA-M-0711
Number of pages: 24 Posted: 21 Oct 2008
Paul Farris, Ervin Shames and Gordon Mitchell
University of Virginia - Darden School of Business, University of Virginia - Darden School of Business and affiliation not provided to SSRN
Downloads 443 (47,741)

Abstract:

joint ventures, marketing programs, marketing strategy

Philip Morris U.S.A. And Marlboro Friday (Condensed)

Darden Case No.: UVA-M-0657
Number of pages: 12 Posted: 21 Oct 2008
Paul Farris and Mark E. Parry
University of Virginia - Darden School of Business and University of Missouri at Kansas City - Department of Organizational Leadership/Marketing
Downloads 361 (65,131)

Abstract:

brand management, pricing

Philip Morris U.S.A. And Marlboro Friday (Condensed)

Darden Case No. UVA-M-0657
Number of pages: 12 Posted: 21 Oct 2008
Independent, University of Virginia - Darden School of Business and University of Missouri at Kansas City - Department of Organizational Leadership/Marketing
Downloads 69 (277,546)

Abstract:

brand management, pricing

14.

Snapple Beverage Corporation

UVA-M-0434
Number of pages: 9 Posted: 21 Oct 2008
Paul Farris and Kristina Friberg
University of Virginia - Darden School of Business and affiliation not provided to SSRN
Downloads 425 (47,741)

Abstract:

distribution channels, marketing strategy

15.

Crafting Integrated Multichannel Retailing Strategies

Harvard Business School Marketing Unit Working Paper No. 09-125
Number of pages: 37 Posted: 08 Jan 2010 Last Revised: 19 Sep 2012
University of Maryland - Robert H. Smith School of Business, University of Virginia - Darden School of Business, University of North Carolina Kenan-Flagler Business School, JCPenney, University of Virginia - Darden Graduate School of Business and University of Florida - Warrington College of Business Administration
Downloads 415 (49,169)
Citation 2

Abstract:

multichannel marketing

16.

Benecol Spread and Media Planning

UVA-M-0664
Number of pages: 20 Posted: 21 Oct 2008
Paul Farris, Robert L. Carraway and Ervin Shames
University of Virginia - Darden School of Business, University of Virginia - Darden School of Business and University of Virginia - Darden School of Business
Downloads 360 (65,951)

Abstract:

advertising, advertising media, advertising strategy, media planning

17.

General Motors OnStar

UVA-M-0659
Number of pages: 11 Posted: 21 Oct 2008
Paul Farris
University of Virginia - Darden School of Business
Downloads 334 (64,680)

Abstract:

new product introduction, emerging industry, product management, e-business

18.

Number of Competitors and Dynamic Stability of Competition: Five is a Crowd in the Market Share Attraction Model

Darden Business School Working Paper No. 01-08
Number of pages: 22 Posted: 16 Mar 2001
University of Virginia - Darden School of Business, University of Virginia - Darden School of Business, Marketing Science Institute and Carnegie Mellon University - David A. Tepper School of Business
Downloads 315 (75,285)
Citation 1

Abstract:

19.

Harley-Davidson: Building a Brand Through Consumer Engagement

Darden Case No. UVA-M-0698
Number of pages: 11 Posted: 07 Apr 2010
Paul Farris and Eric Gregg
University of Virginia - Darden School of Business and iLoyalty
Downloads 303 (61,705)

Abstract:

advertising, promotion, marketing

20.

Distribution and Market Share

Journal of Retailing, Forthcoming
Number of pages: 34 Posted: 31 Jul 2008 Last Revised: 15 Jul 2013
Kenneth C. Wilbur and Paul Farris
University of California, San Diego (UCSD) - Rady School of Management and University of Virginia - Darden School of Business
Downloads 291 (71,696)
Citation 3

Abstract:

Consumer Package Goods, Distribution, Market Share, New Products, Retailing

21.

Progressive Insurance

Darden Case No.: UVA-M-0633
Number of pages: 14 Posted: 21 Oct 2008
Paul Farris
University of Virginia - Darden School of Business
Downloads 286 (76,858)

Abstract:

22.

Why is Five a Crowd in the Market Share Attraction Model: The Dynamic Stability of Competition

Darden Business School Working Paper No. 01-21
Number of pages: 28 Posted: 06 Sep 2001
University of Virginia - Darden School of Business, University of Virginia - Darden School of Business, Marketing Science Institute and Carnegie Mellon University - David A. Tepper School of Business
Downloads 256 (89,816)
Citation 2

Abstract:

23.

Pricing Metrics and Concepts

UVA-M-0723
Number of pages: 24 Posted: 21 Oct 2008
Paul Farris, Phillip E. Pfeifer and Neil Bendle
University of Virginia - Darden School of Business, University of Virginia - Darden School of Business and affiliation not provided to SSRN
Downloads 238 (99,042)

Abstract:

pricing, marketing

Autozone: How Long Will They Be in the Zone?

UVA-M-0730
Number of pages: 6 Posted: 21 Oct 2008
Paul Farris, Paul J. Simko and Tom Cross
University of Virginia - Darden School of Business, University of Virginia - Darden School of Business and affiliation not provided to SSRN
Downloads 197 (125,293)

Abstract:

strategy

Autozone: How Long Will They Be in the Zone?

Darden Case No. UVA-M-0730
Number of pages: 6 Posted: 21 Oct 2008
Paul Farris, Tom Cross and Paul J. Simko
University of Virginia - Darden School of Business, affiliation not provided to SSRN and University of Virginia - Darden School of Business
Downloads 36 (374,689)

Abstract:

strategy

25.

Conceptual Models of How Advertising Works to Persuade Individuals

Darden Case No. UVA-M-0681
Number of pages: 7 Posted: 16 Jun 2009
Paul Farris and Ervin Shames
University of Virginia - Darden School of Business and University of Virginia - Darden School of Business
Downloads 231 (87,675)

Abstract:

advertising, decision making

26.

Advertising on the Internet

Darden Case No. UVA-M-0602
Number of pages: 30 Posted: 16 Jun 2009
Paul Farris and Jill McNabb
University of Virginia - Darden School of Business and affiliation not provided to SSRN
Downloads 228 (104,709)

Abstract:

internet, advertising, media planning, marketing

27.

Progressive Insurance: Not Your Standard Insurance Story

Darden Case No. UVA-M-0758
Number of pages: 11 Posted: 16 Jun 2009
Paul Farris and Phillip E. Pfeifer
University of Virginia - Darden School of Business and University of Virginia - Darden School of Business
Downloads 186 (119,237)

Abstract:

advertising, pricing

28.

Kuhn Flowers

UVA-M-0696
Number of pages: 21 Posted: 21 Oct 2008
Paul Farris and Ervin Shames
University of Virginia - Darden School of Business and University of Virginia - Darden School of Business
Downloads 185 (123,768)

Abstract:

service operations, marketing, retail marketing, strategy

29.

Evolution or Revolution in the Music Industry?

Darden Case No. UVA-M-0684
Number of pages: 10 Posted: 16 Jun 2009
University of Virginia - Darden School of Business, University of Virginia - Darden School of Business, iLoyalty and affiliation not provided to SSRN
Downloads 177 (129,782)

Abstract:

channesl of distribution, pricing

30.
Downloads 132 (177,675)

Marlboro Thursday

UVA-M-0666
Number of pages: 4 Posted: 21 Oct 2008
Paul Farris
University of Virginia - Darden School of Business
Downloads 112 (202,299)

Abstract:

consumer marketing, pricing

Marlboro Thursday

Darden Case No. UVA-M-0666
Number of pages: 4 Posted: 21 Oct 2008
Richard R. Johnson and Paul Farris
Independent and University of Virginia - Darden School of Business
Downloads 20 (452,736)

Abstract:

consumer marketing, pricing

31.

Note on Marketing Mix Models: Evaluating &Quot;Bang for the Buck&Quot;

Darden Case No. UVA-M-0339
Number of pages: 10 Posted: 05 Apr 2010
Christopher Gale, Paul Farris and James Olver
affiliation not provided to SSRN, University of Virginia - Darden School of Business and College of William and Mary - Mason School of Business
Downloads 126 (163,807)

Abstract:

market planning, marketing management, marketing mix, marketing strategy, product management, spreadsheets

32.

The Cycling Industry

Darden Case No. UVA-M-0744
Number of pages: 14 Posted: 16 Jun 2009
Paul Farris
University of Virginia - Darden School of Business
Downloads 126 (158,280)

Abstract:

consumer marketing

33.

An Introduction to Business-to-Business Exchange

Darden Case No. UVA-M-0638
Number of pages: 15 Posted: 16 Jun 2009
University of Virginia - Darden School of Business, University of Virginia - Darden School of Business and affiliation not provided to SSRN
Downloads 113 (183,209)

Abstract:

business-to-business marketing, bargaining/bidding, market structure, procurement, selling, strategic market planning, supplier relations, e-business

34.
Downloads 113 (200,099)

Tivo

UVA-M-0694
Number of pages: 11 Posted: 21 Oct 2008
Paul Farris, Phillip E. Pfeifer and Craig Wiese
University of Virginia - Darden School of Business, University of Virginia - Darden School of Business and affiliation not provided to SSRN
Downloads 95 (227,582)

Abstract:

customer relations, media planning, valuation

Tivo

Darden Case No. UVA-M-0694
Number of pages: 11 Posted: 21 Oct 2008
Paul Farris, Phillip E. Pfeifer and Craig Wiese
University of Virginia - Darden School of Business, University of Virginia - Darden School of Business and affiliation not provided to SSRN
Downloads 18 (464,197)

Abstract:

customer relations, media planning, valuation

35.

Philips Lighting Company: The Earth Light®

Darden Case No. UVA-M-0401
Number of pages: 15 Posted: 16 Jun 2009
Paul Farris and Sheryl Gatto
University of Virginia - Darden School of Business and affiliation not provided to SSRN
Downloads 100 (197,521)

Abstract:

distribution channels, distribution strategy, market position

36.

Silk Soymilk

Darden Case No. UVA-M-0771
Number of pages: 20 Posted: 16 Jun 2009
Paul Farris and Ervin Shames
University of Virginia - Darden School of Business and University of Virginia - Darden School of Business
Downloads 95 (208,216)

Abstract:

advertising, promotion, brand strategy

37.

Progressive Insurance War Game

Darden Case No. UVA-QA-0680
Number of pages: 8 Posted: 21 Oct 2008
Paul Farris, Phillip E. Pfeifer and Mathias Hild
University of Virginia - Darden School of Business, University of Virginia - Darden School of Business and University of Virginia - Darden School of Business
Downloads 87 (232,469)

Abstract:

pricing, segmentation

38.

Svedka Vodka (a)

Darden Case No. UVA-M-0774
Number of pages: 19 Posted: 07 Apr 2010
Paul Farris
University of Virginia - Darden School of Business
Downloads 84 (215,320)

Abstract:

distribution channels

39.

The Value of Networks

Darden Case No. UVA-M-0645
Number of pages: 4 Posted: 16 Jun 2009
University of Virginia - Darden School of Business, University of Virginia - Darden School of Business and affiliation not provided to SSRN
Downloads 72 (237,507)

Abstract:

network analysis, technology strategy, valuation, e-business

40.

Svedka Vodka (B)

Darden Case No. UVA-M-0775
Number of pages: 13 Posted: 07 Apr 2010
Paul Farris
University of Virginia - Darden School of Business
Downloads 71 (239,180)

Abstract:

start-up, advertising, new product introduction

41.

Vendor Incentives: Out of the Shadows and into the Sunlight

The CPA Journal, June 2011
Number of pages: 9 Posted: 08 Jun 2010 Last Revised: 14 Jul 2011
University of Virginia - Darden School of Business, University of Virginia - Darden School of Business, University of Virginia - Department of Economics and University of Virginia - Darden School of Business
Downloads 61 (281,097)

Abstract:

Vendor Incentives, Financial Disclosure

42.

Path Dependencies and the Long-Term Effects of Routinized Marketing Decisions

ERIM Report Series Reference No. ERS-2008-035-MKT
Number of pages: 30 Posted: 20 Jun 2008
University of Virginia - Darden School of Business, Erasmus University Rotterdam (EUR) - Erasmus School of Economics (ESE), affiliation not provided to SSRN and Carnegie Mellon University - David A. Tepper School of Business
Downloads 59 (297,667)
Citation 1

Abstract:

path dependencies, marketing decisions

43.

Procter &Amp; Gamble, Private-Label Brands, and the Wal-Mart Partnership (B)

Darden Case No. UVA-M-0655
Number of pages: 5 Posted: 05 Apr 2010
Paul Farris and Richard Johnson
University of Virginia - Darden School of Business and affiliation not provided to SSRN
Downloads 58 (276,685)

Abstract:

marketing strategy, pricing

44.

Problems in Pricing

Darden Case No. UVA-M-0456
Number of pages: 6 Posted: 16 Jun 2009
Paul Farris and Phillip E. Pfeifer
University of Virginia - Darden School of Business and University of Virginia - Darden School of Business
Downloads 57 (274,485)

Abstract:

price discrimination, pricing

45.

Compact Fluorescent Bulbs: 15 Years Later

Darden Case No. UVA-M-0766
Number of pages: 6 Posted: 16 Jun 2009
Paul Farris and Robert E. Spekman
University of Virginia - Darden School of Business and University of Virginia - Darden School of Business
Downloads 50 (310,726)

Abstract:

strategy formulation, sustainability

46.

Managing the Copy-Testing Process

Darden Case No. UVA-M-0680
Number of pages: 12 Posted: 16 Jun 2009
Paul Farris and Ervin Shames
University of Virginia - Darden School of Business and University of Virginia - Darden School of Business
Downloads 49 (307,984)

Abstract:

advertising

47.

Changing Channels: Progressive Insurance Drive Insurance

Darden Case No. UVA-M-0756
Number of pages: 6 Posted: 16 Jun 2009
Paul Farris and Phillip E. Pfeifer
University of Virginia - Darden School of Business and University of Virginia - Darden School of Business
Downloads 42 (324,827)

Abstract:

48.

Sunnyside Fields

Darden Case No. UVA-M-0781
Number of pages: 5 Posted: 07 Apr 2010
Paul Farris and John Norton
University of Virginia - Darden School of Business and affiliation not provided to SSRN
Downloads 40 (278,869)

Abstract:

cost analysis, distribution channels, distribution strategy, new-product development, small business

49.

Does Tripsense Make Sense?

Darden Case No. UVA-M-0757
Number of pages: 5 Posted: 16 Jun 2009
Paul Farris and Ian Skurnik
University of Virginia - Darden School of Business and University of Virginia - Darden School of Business
Downloads 37 (346,269)

Abstract:

pricing

50.

Travelocity.Com (B)

Darden Case No. UVA-M-0660
Number of pages: 9 Posted: 05 Apr 2010
Paul Farris and Richard Johnson
University of Virginia - Darden School of Business and affiliation not provided to SSRN
Downloads 32 (356,167)

Abstract:

brand management, consumer marketing, marketing strategy, electronic commerce, e-business

51.

Iturf

Darden Case No. UVA-M-0639
Number of pages: 13 Posted: 05 Apr 2010
University of Virginia - Darden School of Business, University of Virginia - Darden School of Business and affiliation not provided to SSRN
Downloads 16 (432,541)

Abstract:

business planning, consumer marketing, market position, mergers, new enterprises, retail marketing, strategy formulation, e-business