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

  • University of Virginia - Darden School of Business

    • Email
    • Tel: 434-924-0524
SCHOLARLY PAPERS

91

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17

CROSSREF CITATIONS

13

Scholarly Papers (91)

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1.

Red Bull (a)

Darden Case No. UVA-M-0663
Number of pages: 12 Posted: 21 Oct 2008
Paul Farris, Ervin Shames, Richard R. Johnson and Jordan Mitchell
University of Virginia - Darden School of Business, University of Virginia - Darden School of Business, University of Virginia - Darden School of Business and University of Virginia - Darden School of Business
Downloads 3,009 (7,434)
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advertising, advertising strategy, brand management, marketing mix, marketing strategy

2.

Perspectives on Brand Equity

Darden Case No. UVA-M-0668
Number of pages: 17 Posted: 21 Oct 2008 Last Revised: 10 Nov 2021
Paul Farris, Ervin Shames and Eric Gregg
University of Virginia - Darden School of Business, University of Virginia - Darden School of Business and iLoyalty
Downloads 1,886 (15,532)
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marketing brand, equity branding

3.

The Tata Nano: The People's Car (a)

Darden Case No. UVA-M-0768
Number of pages: 9 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 Virginia - Darden School of Business
Downloads 1,311 (26,977)
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Megacities, China, Indonesia, environment analysis, promotion, price, segment, targeting, positioning, pricing, marketing strategy

4.

The Seven Questions of Marketing Strategy

Darden Case No. UVA-M-0779
Number of pages: 4 Posted: 05 Apr 2010 Last Revised: 10 Nov 2021
Paul Farris, Mark E. Parry, Neil Borden, Rajkumar Venkatesan and Kathryn Sharpe
University of Virginia - Darden School of Business, University of Missouri at Kansas City - Department of Organizational Leadership/Marketing, University of Virginia - Darden School of Business, University of Virginia - Darden School of Business and University of Virginia - Darden School of Business
Downloads 1,040 (37,729)
Citation 1
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marketing strategy basic

5.

Customer Profitability

Downloads 927 (44,321)

Customer Profitability

Darden Case No. UVA-M-0718
Number of pages: 15 Posted: 21 Oct 2008 Last Revised: 10 Nov 2021
Paul Farris, Phillip E. Pfeifer and Neil Bendle
University of Virginia - Darden School of Business, University of Virginia - Darden School of Business and Terry College, University of Georgia
Downloads 727 (60,764)
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customer profitability Customer Relationship Management Customer Lifetime Value

Customer Profitability

Darden Case No. UVA-M-0718
Number of pages: 15 Posted: 21 Oct 2008 Last Revised: 10 Nov 2021
Paul Farris, Phillip E. Pfeifer and Neil Bendle
University of Virginia - Darden School of Business, University of Virginia - Darden School of Business and Terry College, University of Georgia
Downloads 200 (260,018)
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customer profitability Customer Relationship Management Customer Lifetime Value

6.

The Apple Iphone

Darden Case No. UVA-M-0765
Number of pages: 14 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 909 (45,547)
Citation 1
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Pricing, Innovation, Marketing

7.

Sales Force Management and Measurement

Downloads 868 (48,484)

Sales Force Management and Measurement

Darden Case No. UVA-M-0721
Number of pages: 13 Posted: 21 Oct 2008
Paul Farris, Robert E. Spekman, Neil Bendle and Eric Larson
University of Virginia - Darden School of Business, University of Virginia - Darden School of Business, Terry College, University of Georgia and University of Virginia - Darden School of Business
Downloads 678 (66,553)
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marketing

Sales Force Management and Measurement

Darden Case No. UVA-M-0721
Number of pages: 13 Posted: 21 Oct 2008
Eric Larson, Neil Bendle, Paul Farris and Robert E. Spekman
affiliation not provided to SSRN, Terry College, University of Georgia, University of Virginia - Darden School of Business and University of Virginia - Darden School of Business
Downloads 190 (272,414)
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marketing

8.

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

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 669 (68,636)
Citation 1

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9.

Marketing Economics

Downloads 632 (73,774)

Marketing Economics

Darden Case No. UVA-M-0648
Number of pages: 10 Posted: 21 Oct 2008
Paul Farris, Ron Mentus, Marian Chapman Moore and Richard R. Johnson
University of Virginia - Darden School of Business, affiliation not provided to SSRN, University of Virginia - Darden School of Business and University of Virginia - Darden School of Business
Downloads 539 (88,971)
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break-even analysis, contribution analysis, cost analysis, economic analysis, marketing management, marketing strategy

Marketing Economics

Darden Case No. UVA-M-0648
Number of pages: 10 Posted: 21 Oct 2008
Richard R. Johnson, Ron Mentus, Paul Farris, Marian Chapman Moore and Ronald T. Wilcox
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 93 (478,356)
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break-even analysis, contribution analysis, cost analysis, economic analysis, marketing management, marketing strategy

10.

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
Jie Zhang, Paul Farris, Tarun Kushwaha, John Irvin, Thomas J. Steenburgh and Barton A. Weitz
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 624 (74,961)
Citation 12

Abstract:

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multichannel marketing

11.

Absolut Vodka

Darden Case No. UVA-M-0366
Number of pages: 19 Posted: 21 Oct 2008
Paul Farris and elizabeth joan collins
University of Virginia - Darden School of Business and affiliation not provided to SSRN
Downloads 614 (76,449)
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advertising, advertising media, advertising strategy, ethical issues, marketing strategy, product positioning

12.

Designing Channels of Distribution

Darden Case No. UVA-M-0769
Number of pages: 11 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 613 (76,608)
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B2B marketing strategy, channel design and implementation, distribution

13.

Snapple Beverage Corporation

Darden Case No. 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 485 (102,414)
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distribution channels, marketing strategy

14.

Levi's at Wal-Mart?

Darden Case No. 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 473 (105,474)
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brand equity, advertising and promotion

15.

The Multichannel Challenge at Natura in Beauty and Personal Care

Darden Case No. UVA-M-0943
Number of pages: 18 Posted: 07 Oct 2020
Leandro Guissoni, Paul Farris, Kusum Ailawadi and Murillo Boccia
FGV-EAESP, University of Virginia - Darden School of Business, Dartmouth College - Tuck School of Business and affiliation not provided to SSRN
Downloads 472 (105,749)
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distribution channels, multichannel, omnichannel, marketing, metrics, brand management, direct selling, Natura, Brazil, international, international, Brazil

16.

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

Downloads 438 (115,501)

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

Darden Case No. UVA-M-0657
Number of pages: 4 Posted: 21 Oct 2008
Paul Farris, Mark E. Parry, Richard R. Johnson, Lauren Killgallon and Yoshinobu Sato
University of Virginia - Darden School of Business, University of Missouri at Kansas City - Department of Organizational Leadership/Marketing, University of Virginia - Darden School of Business, affiliation not provided to SSRN and University of Marketing and Distribution Sciences
Downloads 365 (141,117)
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brand management, pricing

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

Darden Case No. UVA-M-0657
Number of pages: 4 Posted: 21 Oct 2008
Richard R. Johnson, Paul Farris, Mark E. Parry, Lauren Killgallon and Yoshinobu Sato
Independent, University of Virginia - Darden School of Business, University of Missouri at Kansas City - Department of Organizational Leadership/Marketing, affiliation not provided to SSRN and University of Marketing and Distribution Sciences
Downloads 73 (555,472)
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brand management, pricing

17.

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 421 (121,037)
Citation 1

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

18.

Harley-Davidson: Building a Brand Through Consumer Engagement

Darden Case No. UVA-M-0698
Number of pages: 10 Posted: 07 Apr 2010
Paul Farris and Eric Gregg
University of Virginia - Darden School of Business and iLoyalty
Downloads 392 (131,348)
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Branding Loyalty Consumer dialogue

19.

General Motors Onstar

Darden Case No. UVA-M-0659
Number of pages: 8 Posted: 21 Oct 2008
Paul Farris, Phillip E. Pfeifer, Richard R. Johnson and William McCormack
University of Virginia - Darden School of Business, University of Virginia - Darden School of Business, University of Virginia - Darden School of Business and University of Virginia - Darden School of Business
Downloads 370 (140,074)
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new product introduction, emerging industry, product management, e-business

20.

Benecol Spread and Media Planning

Darden Case No. UVA-M-0664
Number of pages: 23 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 362 (143,535)
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advertising media, advertising strategy, media planning

21.

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

Number of pages: 22 Posted: 16 Mar 2001
Paul Farris, Phillip E. Pfeifer, David Reibstein and Erjen van Nierop
University of Virginia - Darden School of Business, University of Virginia - Darden School of Business, University of Pennsylvania - Marketing Department and Carnegie Mellon University - David A. Tepper School of Business
Downloads 351 (148,373)

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22.

Progressive Insurance

Darden Case No. UVA-M-0633
Number of pages: 12 Posted: 21 Oct 2008
Paul Farris and C. Wilson
University of Virginia - Darden School of Business and University of Virginia - Darden School of Business
Downloads 318 (164,977)
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marketing

23.

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

Number of pages: 28 Posted: 06 Sep 2001
Paul Farris, Phillip E. Pfeifer, David Reibstein and Erjen van Nierop
University of Virginia - Darden School of Business, University of Virginia - Darden School of Business, University of Pennsylvania - Marketing Department and Carnegie Mellon University - David A. Tepper School of Business
Downloads 314 (167,192)
Citation 4

Abstract:

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24.

Conceptual Models of How Advertising Works to Persuade Individuals

Darden Case No. UVA-M-0681
Number of pages: 6 Posted: 16 Jun 2009
Paul Farris and Tania de la Pena Calderon
University of Virginia - Darden School of Business and University of Virginia - Darden School of Business
Downloads 280 (188,316)
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advertising, decision making

25.

Pricing Metrics and Concepts

Darden Case No. 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 Terry College, University of Georgia
Downloads 256 (206,125)
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pricing, marketing

26.

Advertising on the Internet

Darden Case No. UVA-M-0602
Number of pages: 29 Posted: 16 Jun 2009
Paul Farris and Jill McNabb
University of Virginia - Darden School of Business and affiliation not provided to SSRN
Downloads 238 (221,305)
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internet, advertising, media planning, marketing

27.

Autozone: How Long Will They Be in the Zone?

Downloads 234 (225,036)

Autozone: How Long Will They Be in the Zone?

Darden Case No. UVA-M-0730
Number of pages: 5 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 University of Virginia - Darden School of Business
Downloads 197 (263,620)
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marketing strategy

Autozone: How Long Will They Be in the Zone?

Darden Case No. UVA-M-0730
Number of pages: 5 Posted: 21 Oct 2008
Paul Farris, Tom Cross and Paul J. Simko
University of Virginia - Darden School of Business, University of Virginia - Darden School of Business and University of Virginia - Darden School of Business
Downloads 37 (764,510)
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marketing strategy

28.

Progressive Insurance: Not Your Standard Insurance Story

Darden Case No. UVA-M-0758
Number of pages: 10 Posted: 16 Jun 2009
Paul Farris, Phillip E. Pfeifer and Alan Zimmerman
University of Virginia - Darden School of Business, University of Virginia - Darden School of Business and City University of New York/College of Staten Island
Downloads 218 (240,693)
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Branding, Pricing, Advertising

29.

Implementing Marketing Analytics

Downloads 208 (251,369)

Implementing Marketing Analytics

Darden Case No. UVA-M-0869
Number of pages: 8 Posted: 08 Oct 2020
Paul Farris and Rajkumar Venkatesan
University of Virginia - Darden School of Business and University of Virginia - Darden School of Business
Downloads 114 (414,058)
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marketing analytics, big data, resource allocation, return on marketing investment, ROMI, organizational change

Darden Case No.
Number of pages: 1 Posted: 30 May 2017 Last Revised: 28 Aug 2020
Paul Farris and Rajkumar Venkatesan
University of Virginia - Darden School of Business and University of Virginia - Darden School of Business
Downloads 94 (475,001)

Abstract:

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30.

Kuhn Flowers

Darden Case No. UVA-M-0696
Number of pages: 18 Posted: 21 Oct 2008
Paul Farris, Ervin Shames and Thomas G. Disantis
University of Virginia - Darden School of Business, University of Virginia - Darden School of Business and University of Virginia - Darden School of Business
Downloads 203 (257,059)
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Marketing, Strategy, Retailing, Service, Operations

31.

Metrics for Projecting the Return on Customer Acquisition Investments

Number of pages: 55 Posted: 06 Feb 2019 Last Revised: 05 Sep 2019
Neil Thomas Bendle, Paul Farris and Rajkumar Venkatesan
University of Western Ontario - Marketing Area Group, University of Virginia - Darden School of Business and University of Virginia - Darden School of Business
Downloads 197 (264,143)

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CLV, MROI, Acquisition, Retention, Marketing Strategy, Analytical Models

32.

Evolution or Revolution in the Music Industry?

Darden Case No. UVA-M-0684
Number of pages: 9 Posted: 16 Jun 2009
Paul Farris, Ervin Shames, Eric Gregg and Sonia Almedia
University of Virginia - Darden School of Business, University of Virginia - Darden School of Business, iLoyalty and affiliation not provided to SSRN
Downloads 192 (270,296)
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channels of distribution, pricing

33.

A Resource-Allocation Perspective for Marketing Analytics

Downloads 184 (280,609)

A Resource-Allocation Perspective for Marketing Analytics

Darden Case No. UVA-M-0861
Number of pages: 9 Posted: 01 Oct 2020
Paul Farris and Rajkumar Venkatesan
University of Virginia - Darden School of Business and University of Virginia - Darden School of Business
Downloads 155 (325,483)
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marketing analytics, resource allocation, marketing strategy, optimization, channel marketing

Darden Case No.
Number of pages: 1 Posted: 30 May 2017 Last Revised: 28 Aug 2020
Paul Farris and Rajkumar Venkatesan
University of Virginia - Darden School of Business and University of Virginia - Darden School of Business
Downloads 29 (829,512)

Abstract:

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34.

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 174 (294,786)

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

35.

The Cycling Industry

Darden Case No. UVA-M-0744
Number of pages: 10 Posted: 16 Jun 2009
Paul Farris and Daniel Hoeller
University of Virginia - Darden School of Business and affiliation not provided to SSRN
Downloads 153 (328,723)
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bicycle industry, branding strategy, consumer marketing

36.

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 149 (335,941)

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start-up, advertising, new product introduction

37.

Marlboro Thursday

Downloads 135 (363,091)

Marlboro Thursday

Darden Case No. UVA-M-0666
Number of pages: 3 Posted: 21 Oct 2008
Paul Farris and Richard R. Johnson
University of Virginia - Darden School of Business and University of Virginia - Darden School of Business
Downloads 114 (414,058)
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consumer marketing, pricing

Marlboro Thursday

Darden Case No. UVA-M-0666
Number of pages: 3 Posted: 21 Oct 2008
Richard R. Johnson and Paul Farris
Independent and University of Virginia - Darden School of Business
Downloads 21 (903,708)
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consumer marketing, pricing

38.

An Introduction to Business-to-Business Exchange

Darden Case No. UVA-M-0638
Number of pages: 14 Posted: 16 Jun 2009
Paul Farris, Phillip E. Pfeifer and Richard R. Johnson
University of Virginia - Darden School of Business, University of Virginia - Darden School of Business and University of Virginia - Darden School of Business
Downloads 129 (375,903)
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business-to-business marketing, bargaining/bidding, market structure, procurement, selling, strategic market planning, supplier relations, e-business

39.

Philips Lighting Company: The Earth Light

Darden Case No. UVA-M-0401
Number of pages: 14 Posted: 16 Jun 2009
Paul Farris, Sheryl Gatto and Tamara Harvey
University of Virginia - Darden School of Business, University of Virginia - Darden School of Business and University of Virginia - Darden School of Business
Downloads 117 (404,271)
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distribution channels, distribution strategy, market position

40.

Tivo

Downloads 116 (406,737)

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 97 (465,141)
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media customer lifetime value 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 19 (923,823)
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media customer lifetime value valuation

41.

Silk Soy Milk (a)

Darden Case No. UVA-M-0771
Number of pages: 16 Posted: 16 Jun 2009
Paul Farris, Ervin Shames and Michael Wasden
University of Virginia - Darden School of Business, University of Virginia - Darden School of Business and affiliation not provided to SSRN
Downloads 108 (428,530)
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soy milk, beverage industry

42.

Svedka Vodka (a)

Darden Case No. UVA-M-0774
Number of pages: 16 Posted: 07 Apr 2010
Paul Farris, Rajkumar Venkatesan and Ivy Zuckerman
University of Virginia - Darden School of Business, University of Virginia - Darden School of Business and affiliation not provided to SSRN
Downloads 104 (440,226)
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vodka beverage launch distribution channels, marketing communications

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 104 (440,226)

Abstract:

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marketing strategy, pricing

44.

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
Brandt R. Allen, Paul Farris, David E. Mills and Robert Sack
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 99 (455,423)

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Vendor Incentives, Financial Disclosure

45.

Boots Unlimited: Getting a Foot in the Door (A)

Downloads 96 (464,785)

Boots Unlimited: Getting a Foot in the Door (A)

Darden Case No. UVA-M-0970
Number of pages: 9 Posted: 07 Oct 2020
Rebecca Goldberg and Paul Farris
University of Virginia - Darden School of Business and University of Virginia - Darden School of Business
Downloads 79 (530,009)
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Resilience Education, family business, Google AdWords, market segmentation, search engine marketing

Darden Case No.
Number of pages: 1 Posted: 25 Jun 2019 Last Revised: 28 Aug 2020
Paul Farris and Rebecca Goldberg
University of Virginia - Darden School of Business and University of Virginia - Darden School of Business
Downloads 17 (944,525)

Abstract:

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46.

Progressive Insurance War Game

Darden Case No. UVA-QA-0680
Number of pages: 7 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 92 (477,809)
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pricing, segmentation

47.

The Value of Networks

Darden Case No. UVA-M-0645
Number of pages: 3 Posted: 16 Jun 2009
Paul Farris, Phillip E. Pfeifer and Richard R. Johnson
University of Virginia - Darden School of Business, University of Virginia - Darden School of Business and University of Virginia - Darden School of Business
Downloads 90 (484,337)
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network analysis, technology strategy, valuation, e-business

48.

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
Paul Farris, Willem Verbeke, Peter Dickson and Erjen van Nierop
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 87 (494,629)

Abstract:

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path dependencies, marketing decisions

49.

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 79 (524,135)

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

50.

Problems in Pricing

Darden Case No. UVA-M-0456
Number of pages: 3 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 71 (556,887)
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price discrimination second-market discounting, price skimming, limit pricing, random discounting, premium pricing, and bundling

51.

Sunnyside Fields

Darden Case No. UVA-M-0781
Number of pages: 4 Posted: 07 Apr 2010
Paul Farris and John Norton
University of Virginia - Darden School of Business and affiliation not provided to SSRN
Downloads 68 (569,889)
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cost analysis, distribution channels, distribution strategy, new-product development, small business

52.

Managing the Copy-Testing Process

Darden Case No. UVA-M-0680
Number of pages: 11 Posted: 16 Jun 2009
Tania de la Pena Calderon and Paul Farris
University of Virginia - Darden School of Business and University of Virginia - Darden School of Business
Downloads 56 (627,957)
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advertising

53.

Compact Fluorescent Bulbs: 15 Years Later

Darden Case No. UVA-M-0766
Number of pages: 5 Posted: 16 Jun 2009
Paul Farris, Robert E. Spekman and Marjorie Webb
University of Virginia - Darden School of Business, University of Virginia - Darden School of Business and affiliation not provided to SSRN
Downloads 54 (638,597)
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sustainability aesthetics market strategy target, analysis

54.

Changing Channels: Progressive Insurance Drive Insurance

Darden Case No. UVA-M-0756
Number of pages: 5 Posted: 16 Jun 2009
Paul Farris, Phillip E. Pfeifer and Alan Zimmerman
University of Virginia - Darden School of Business, University of Virginia - Darden School of Business and City University of New York/College of Staten Island
Downloads 49 (666,597)
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Branding, Channel Conflict

55.

Iturf

Darden Case No. UVA-M-0639
Number of pages: 13 Posted: 05 Apr 2010
Paul Farris, Phillip E. Pfeifer and Richard Johnson
University of Virginia - Darden School of Business, University of Virginia - Darden School of Business and affiliation not provided to SSRN
Downloads 48 (672,549)

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

56.

Does Tripsense Make Sense?

Darden Case No. UVA-M-0757
Number of pages: 4 Posted: 16 Jun 2009
Paul Farris, Ian Skurnik and Alan Zimmerman
University of Virginia - Darden School of Business, University of Virginia - Darden School of Business and City University of New York/College of Staten Island
Downloads 43 (703,463)
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pricing structure

57.

Uber Pricing Strategies and Marketing Communications

Darden Case No. UVA-M-0871
Number of pages: 15 Posted: 30 May 2017
Paul Farris, Gerry Yemen, Virginia Weiler and Kusum L. Ailawadi
University of Virginia - Darden School of Business, University of Virginia - Darden School of Business, University of Southern Indiana and Dartmouth College - Tuck School of Business
Downloads 26 (830,598)
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Lean startup, innovation, supply demand, government, regulation, transportation

58.

Advertising Experiments at the Ohio Art Company

Darden Case No. UVA-M-0752
Number of pages: 12 Posted: 30 May 2017
Paul Farris and Rajkumar Venkatesan
University of Virginia - Darden School of Business and University of Virginia - Darden School of Business
Downloads 20 (884,524)
Citation 1
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advertising

59.

Ukrop's Savings Spot

Darden Case No. UVA-M-0753
Number of pages: 15 Posted: 16 Jun 2009
Paul Farris and Rajkumar Venkatesan
University of Virginia - Darden School of Business and University of Virginia - Darden School of Business
Downloads 20 (884,524)
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Customer Loyalty, Return on Investment, Price Promotions, ROI

60.

Makeup Shake-Up: The Challenge of Multichannel Marketing

Darden Case No. UVA-M-0865
Number of pages: 27 Posted: 30 May 2017
Paul Farris, Marian Chapman Moore, Cara Bunyan and Kenneth Fineo
University of Virginia - Darden School of Business, University of Virginia - Darden School of Business, affiliation not provided to SSRN and affiliation not provided to SSRN
Downloads 17 (913,571)
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multichannel retailing, omnichannel marketing, consumer behavior, marketing personas, personas, marketing research, cosmetics industry

61.

Chick-Fil-A: Bird of a Different Feather

Darden Case No. UVA-G-0632
Number of pages: 13 Posted: 30 May 2017 Last Revised: 10 Nov 2021
Paul J. Simko, Paul Farris, Virginia Weiler and Peter Gerardo
University of Virginia - Darden School of Business, University of Virginia - Darden School of Business, University of Southern Indiana and University of Virginia - Darden School of Business
Downloads 16 (923,260)
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franchise, fast food, family ownership, succession, management philosophy, strategic issues

62.

Choosing the Right Metrics for Listerine Brand Management in Brazil

Darden Case No. UVA-M-0902
Number of pages: 11 Posted: 30 May 2017
Paul Farris, Leandro Guissoni and Olegário Araújo
University of Virginia - Darden School of Business, FGV-EAESP and affiliation not provided to SSRN
Downloads 15 (933,147)
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marketing, metrics, brand strategy, brand management, Johnson and Johnson, market share, Brazil, market penetration

63.

Brand Equity: An Overview

Darden Case No. UVA-M-0879
Number of pages: 27 Posted: 30 May 2017
Paul Farris, Eric Gregg, Brandon Chinn and Mariela Razuri
University of Virginia - Darden School of Business, iLoyalty, affiliation not provided to SSRN and affiliation not provided to SSRN
Downloads 13 (953,182)
Citation 3
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brand equity, brand, brand strategy, marketing

64.

Bayern Brauerei (Abridged)

Darden Case No. UVA-F-1744
Number of pages: 2 Posted: 13 Sep 2020
Paul Farris and Robert F. Bruner
University of Virginia - Darden School of Business and University of Virginia - Darden School of Business
Downloads 11 (972,751)
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Abstract:

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finance, sales, data analytics

65.

David's Bridal: Customer Relationship Management in the Digital Age

Darden Case No. UVA-M-0899
Number of pages: 20 Posted: 30 May 2017
Kimberly A. Whitler, Paul Farris and Sylvie Thompson
University of Virginia - Darden School of Business, University of Virginia - Darden School of Business and University of Virginia - Darden School of Business
Downloads 9 (990,977)
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online, mobile, social media, vertical integration, customer insight, strategy

66.

Design of Price and Advertising Elasticity Models

Darden Case No. UVA-M-0805
Number of pages: 12 Posted: 30 May 2017
Rajkumar Venkatesan and Paul Farris
University of Virginia - Darden School of Business and University of Virginia - Darden School of Business
Downloads 9 (990,977)
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market response models, price elasticity, advertising elasticity, marketing mix, marketing-mix regression

67.

Product-Line Strategy at Porsche: The Effect of New Models on the Porsche Brand and the 911

Darden Case No. UVA-M-0695
Number of pages: 17 Posted: 30 May 2017
Paul Farris, Eric Kang and Jordan Mitchell
University of Virginia - Darden School of Business, University of Virginia - Darden School of Business and University of Virginia - Darden School of Business
Downloads 9 (990,977)
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Abstract:

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product-line policy, marketing

68.

Customer Care at Etots.Com

Darden Case No. UVA-M-0649
Number of pages: 7 Posted: 30 May 2017
Paul Farris, Phillip E. Pfeifer and Ichiro Vic Shiraki
University of Virginia - Darden School of Business, University of Virginia - Darden School of Business and University of Virginia - Darden School of Business
Downloads 8 (999,663)
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Abstract:

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marketing

69.

Identifying the Vips at Etots

Darden Case No. UVA-M-0650
Number of pages: 2 Posted: 30 May 2017
Phillip E. Pfeifer, Paul Farris and Ichiro Vic Shiraki
University of Virginia - Darden School of Business, University of Virginia - Darden School of Business and University of Virginia - Darden School of Business
Downloads 7 (1,008,168)
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Abstract:

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data analysis, marketing management

70.

Progressive Insurance: Making Pay as You Drive a Snap for Consumers

Darden Case No. UVA-M-0873
Number of pages: 21 Posted: 30 May 2017
Paul Farris, Sylvie Thompson and Thomas J. Steenburgh
University of Virginia - Darden School of Business, University of Virginia - Darden School of Business and University of Virginia - Darden Graduate School of Business
Downloads 6 (1,016,199)
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advertising strategy, pricing strategy, branding, marketing communications, brand strategy, brand management, Progressive Insurance, Snapshot, B to C, Rate Sucker, Flo, marketing budget, marketing forecast

71.

J. C. Penney: Reinventing Fair and Square Deals (a)

Darden Case No. UVA-M-0835
Number of pages: 11 Posted: 30 May 2017
Paul Farris and Sylvie Thompson
University of Virginia - Darden School of Business and University of Virginia - Darden School of Business
Downloads 6 (1,016,199)
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Abstract:

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positioning

72.

Stainmaster

Darden Case No. UVA-M-0458
Number of pages: 12 Posted: 30 May 2017
Paul Farris, Bette Collins and James Culley
University of Virginia - Darden School of Business, University of Virginia - Darden School of Business and University of Virginia - Darden School of Business
Downloads 5 (1,023,590)
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international joint venture, new products, marketing distribution

73.

J. C. Penney: The "Think Big" Strategy

Darden Case No. UVA-M-0841
Number of pages: 22 Posted: 30 May 2017
Paul Farris and Sylvie Thompson
University of Virginia - Darden School of Business and University of Virginia - Darden School of Business
Downloads 4 (1,030,614)
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market positioning, turnaround strategy

74.

Red Bull (Abridged)

Darden Case No. UVA-M-0849
Number of pages: 8 Posted: 30 May 2017
Paul Farris, Ervin Shames and Richard R. Johnson
University of Virginia - Darden School of Business, University of Virginia - Darden School of Business and University of Virginia - Darden School of Business
Downloads 4 (1,030,614)
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advertising, advertising strategy, brand management, marketing mix, marketing strategy, brand positioning, product line management

75.

The Cola Wars: Dallas 1975

Darden Case No. UVA-M-0900
Number of pages: 2 Posted: 30 May 2017
Paul Farris
University of Virginia - Darden School of Business
Downloads 3 (1,037,177)
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Pepsi, Coca-Cola, marketing, pepsi challenge

76.

Transformation of Marketing at the Ohio Art Company (a)

Darden Case No. UVA-M-0833
Number of pages: 6 Posted: 30 May 2017
Paul Farris, Rajkumar Venkatesan and Dustin Moon
University of Virginia - Darden School of Business, University of Virginia - Darden School of Business and affiliation not provided to SSRN
Downloads 3 (1,037,177)
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advertising, return on marketing

77.

Pitching J.Crew Maternity Apparel to Mickey Drexler

Darden Case No. UVA-M-0854
Number of pages: 19 Posted: 30 May 2017
Paul Farris, Randle D. Raggio, Patrick DesMarteau, Alex Mazakov and Lindsay Murphy
University of Virginia - Darden School of Business, Robins School of Business, University of Richmond, affiliation not provided to SSRN, affiliation not provided to SSRN and affiliation not provided to SSRN
Downloads 3 (1,037,177)
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new market, purchasing behavior, brand positioning

78.

Customer Lifetime Value

Darden Case No. UVA-M-0800
Number of pages: 9 Posted: 30 May 2017
Phillip E. Pfeifer and Paul Farris
University of Virginia - Darden School of Business and University of Virginia - Darden School of Business
Downloads 3 (1,037,177)
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customer lifetime value, cohort and incubate, CLV, infinite horizon, prospect lifetime value, retention

79.

Marketing a Pure Play E-Tailer: Historical Emporium Inc

Darden Case No. UVA-M-0901
Number of pages: 10 Posted: 30 May 2017
Paul Farris and Gerry Yemen
University of Virginia - Darden School of Business and University of Virginia - Darden School of Business
Downloads 2 (1,044,124)
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resource allocation, AdWords, Google Analytics, marketing analytics, channel marketing, consumer behavior

80.

E-Cigarettes: The Wild, Wild West

Darden Case No. UVA-M-0876
Number of pages: 22 Posted: 30 May 2017
Paul Farris, Andrew C. Wicks, Jenny Mead and Katherine Abbott
University of Virginia - Darden School of Business, University of Virginia - Darden School of Business, University of Virginia - Darden School of Business and affiliation not provided to SSRN
Downloads 2 (1,044,124)
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market prediction, new market, quality control, new technology

81.

Red Bull and Energy Drinks 2010

Darden Case No. UVA-M-0826
Number of pages: 2 Posted: 30 May 2017
Paul Farris
University of Virginia - Darden School of Business
Downloads 2 (1,044,124)
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category, growth

82.

Leonardo: Indianizing Olive Oil

Darden Case No. UVA-M-0904
Number of pages: 12 Posted: 30 May 2017
Rajkumar Venkatesan, Paul Farris and Gerry Yemen
University of Virginia - Darden School of Business, University of Virginia - Darden School of Business and University of Virginia - Darden School of Business
Downloads 1 (1,051,885)
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Brand building, brand awareness, positioning, marketing channels, product launch, trial and repeat purchase

83.

The Apple Iphone (Abridged)

Darden Case No. UVA-M-0851
Number of pages: 8 Posted: 30 May 2017
Paul Farris and Robert E. Spekman
University of Virginia - Darden School of Business and University of Virginia - Darden School of Business
Downloads 1 (1,051,885)
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pricing, innovation

84.

Media Planning at Pfeifer's Fine Olive Oil

Darden Case No. UVA-M-0812
Number of pages: 17 Posted: 30 May 2017
Paul Farris and Phillip E. Pfeifer
University of Virginia - Darden School of Business and University of Virginia - Darden School of Business
Downloads 1 (1,051,885)
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impressions, exposures, reach, frequency, audience, CPM, media planning

85.

Google Adwords

Darden Case No. UVA-M-0817
Number of pages: 6 Posted: 30 May 2017
Paul Farris
University of Virginia - Darden School of Business
Downloads 1 (1,051,885)
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keywords, geo-targeting, performance tracking, click-through rate, cost per click

86.

Changing Light Bulbs (a): Westinghouse Super Bulb

Darden Case No. UVA-M-0821
Number of pages: 2 Posted: 30 May 2017
Paul Farris
University of Virginia - Darden School of Business
Downloads 1 (1,051,885)
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margins, differentiation, commodity

87.

Media Modeling and Budgeting at Dmi

Darden Case No. UVA-M-0791
Number of pages: 7 Posted: 30 May 2017
Paul Farris and Phillip E. Pfeifer
University of Virginia - Darden School of Business and University of Virginia - Darden School of Business
Downloads 1 (1,051,885)
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marketing spend decision analysis data

88.

Customer Profit

Darden Case No. UVA-M-0799
Number of pages: 9 Posted: 30 May 2017
Phillip E. Pfeifer and Paul Farris
University of Virginia - Darden School of Business and University of Virginia - Darden School of Business
Downloads 1 (1,051,885)
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customer profit, customer profitability, recency, retention

89.

Waterfield Farms

Darden Case No. UVA-M-0647
Number of pages: 7 Posted: 30 May 2017
Paul Farris, Richard R. Johnson and Mary Hickey
University of Virginia - Darden School of Business, University of Virginia - Darden School of Business and affiliation not provided to SSRN
Downloads 1 (1,051,885)