Author Profile
Whitler, Kimberly
Leveraging the Zone of Possible Agreement (ZOPA) to Make Pricing Decisions
Maiden, Stephen E.; Whitler, Kimberly; Hagerty, Serena; Zhang, Zhihao
M-1045 | Published February 28, 2024 | 4 pages. Technical Note
Collection: Indian Institute of Management, Ahmedabad
A key negotiating concept, the Zone of Possible Agreement (ZOPA), allows a buyer and seller to reach a mutually acceptable price. This technical note provides an overview of ZOPA for both individual-l... Read More
Managing Brand Crisis: Bud Light Cracks Open a Can of Controversy
Whitler, Kimberly; Baum, Dan; Pasquinelli, Emily
M-1043 | Published November 29, 2023 | 18 pages. Case
Collection: Darden School of Business
This case provides a chronological view of Bud Light’s sponsorship of Dylan Mulvaney, a transgender influencer, and the resulting impact. It helps students and executives consider both the decision-ma... Read More
The Good Feet Store: Sponsoring College Athletes in the Name, Image, and Likeness (NIL) Era
Maiden, Stephen E.; Puto, Christopher P.; Whitler, Kimberly
M-1038 | Published June 05, 2023 | 18 pages. Case
Collection: Darden School of Business
This case introduces the challenges and decision criteria for businesses seeking to sponsor student athletes in the advent of the National Collegiate Athletic Association's (NCAA's) landmark decision ... Read More