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Derek Newton

University of Virginia - Darden School of Business

P.O. Box 6550

Charlottesville, VA 22906-6550

United States

SCHOLARLY PAPERS

9

DOWNLOADS

1,105

TOTAL CITATIONS

0

Scholarly Papers (9)

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1.

Madison Fiber Corporation

Downloads 247 (308,710)

Madison Fiber Corporation

UVA-M-0425
Number of pages: 11 Posted: 21 Oct 2008
Derek Newton, Robert E. Spekman and Alexandra Ranson
University of Virginia - Darden School of Business, University of Virginia - Darden School of Business and Independent
Downloads 172 (436,722)

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sales-force compensation, sales management

Madison Fiber Corporation

Darden Case No. UVA-M-0425
Number of pages: 11 Posted: 21 Oct 2008
Derek Newton, Robert E. Spekman and Alexandra Ranson
University of Virginia - Darden School of Business, University of Virginia - Darden School of Business and Independent
Downloads 75 (848,302)

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sales-force compensation, sales management

2.

I.M.A.G.E. International

Darden Case No. UVA-M-0958
Number of pages: 5 Posted: 09 Sep 2020
Derek Newton, Robert E. Spekman and Alexandra Ranson
University of Virginia - Darden School of Business, University of Virginia - Darden School of Business and Independent
Downloads 227 (336,244)
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marketing sales, sales management

3.

Battlefield Furniture Group, Inc

Downloads 220 (346,707)

Battlefield Furniture Group, Inc

Darden Case No. UVA-M-0431
Number of pages: 9 Posted: 21 Oct 2008
Derek Newton, Robert E. Spekman and Alexandra Ranson
University of Virginia - Darden School of Business, University of Virginia - Darden School of Business and Independent
Downloads 145 (509,137)
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sales force management, sales management

Battlefield Furniture Group, Inc

Darden Case No. UVA-M-0431
Number of pages: 9 Posted: 21 Oct 2008
Derek Newton, Robert E. Spekman and Alexandra Ranson
University of Virginia - Darden School of Business, University of Virginia - Darden School of Business and Independent
Downloads 75 (848,302)
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sales force management, sales management

4.

Scott Air Corporation (a)

Darden Case No. UVA-M-0132
Number of pages: 17 Posted: 16 Jun 2009
Derek Newton and Ralph Biggadike
University of Virginia - Darden School of Business and affiliation not provided to SSRN
Downloads 121 (592,433)

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distribution channels, marketing mix, marketing planning, marketing strategy, product positioning, promotion

5.

Frito-Lay, Inc

Darden Case No. UVA-M-0276
Number of pages: 15 Posted: 16 Jun 2009
Derek Newton and Ann Miller
University of Virginia - Darden School of Business and University of Virginia - Darden School of Business
Downloads 87 (759,537)
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consumer behavior, consumer marketing, distribution channels, marketing strategy, promotion, sales management

6.

James R. Steiner

Darden Case No. UVA-M-0419
Number of pages: 12 Posted: 21 Oct 2008
Derek Newton, Robert E. Spekman and Alexandra Ranson
University of Virginia - Darden School of Business, University of Virginia - Darden School of Business and Independent
Downloads 77 (823,616)
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Sales, Force, Management

7.

Casewriting

Darden Case No. UVA-G-0364
Number of pages: 14 Posted: 14 Jun 2009
Sherwood C. Frey, William Sihler, Robert F. Bruner, William Rotch, Robert Vandell, Casey Opitz and Derek Newton
University of Virginia - Darden School of Business, University of Virginia - Darden School of Business, University of Virginia - Darden School of Business, 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 57 (989,921)
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case method

8.

Westchester Industries: Medical Therapy Division

Darden Case No. UVA-M-0416
Number of pages: 13 Posted: 16 Jun 2009
Derek Newton
University of Virginia - Darden School of Business
Downloads 38 (1,209,354)
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marketing planning, sales management

9.

Cantro Corporation

Darden Case No. UVA-M-0080
Number of pages: 8 Posted: 05 Apr 2010
Derek Newton and Richard Brownlee
University of Virginia - Darden School of Business and University of Virginia - Darden School of Business
Downloads 31 (1,304,549)
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competitive factors, industrial marketing, industry analysis, marketing management, pricing, product costs