Derek Newton

University of Virginia - Darden School of Business

P.O. Box 6550

Charlottesville, VA 22906-6550

United States

SCHOLARLY PAPERS

9

DOWNLOADS

817

SSRN CITATIONS

0

CROSSREF CITATIONS

0

Scholarly Papers (9)

1.
Downloads 197 (171,982)

Battlefield Furniture Group, Inc

Darden Case No. UVA-M-0431
Number of pages: 9 Posted: 21 Oct 2008
University of Virginia - Darden School of Business, University of Virginia - Darden School of Business and Independent
Downloads 129 (246,417)
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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
University of Virginia - Darden School of Business, University of Virginia - Darden School of Business and Independent
Downloads 68 (375,383)
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sales force management, sales management

2.
Downloads 164 (202,074)

Madison Fiber Corporation

UVA-M-0425
Number of pages: 11 Posted: 21 Oct 2008
University of Virginia - Darden School of Business, University of Virginia - Darden School of Business and Independent
Downloads 127 (249,361)

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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
University of Virginia - Darden School of Business, University of Virginia - Darden School of Business and Independent
Downloads 37 (494,262)

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sales-force compensation, sales management

3.

I.M.A.G.E. International

Darden Case No. UVA-M-0958
Number of pages: 5 Posted: 09 Sep 2020
University of Virginia - Darden School of Business, University of Virginia - Darden School of Business and Independent
Downloads 151 (216,641)

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marketing sales, 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 85 (326,534)

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

5.

James R. Steiner

Darden Case No. UVA-M-0419
Number of pages: 12 Posted: 21 Oct 2008
University of Virginia - Darden School of Business, University of Virginia - Darden School of Business and Independent
Downloads 66 (376,809)
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Sales, Force, Management

6.

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 55 (412,365)
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consumer behavior, consumer marketing, distribution channels, marketing strategy, promotion, sales management

7.

Casewriting

Darden Case No. UVA-G-0364
Number of pages: 14 Posted: 14 Jun 2009
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 51 (426,341)
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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 26 (540,093)
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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 22 (565,019)
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competitive factors, industrial marketing, industry analysis, marketing management, pricing, product costs