Author Profile
Newton, Derek A.
I.M.A.G.E. International (SPANISH)
Spekman, Robert E.; Newton, Derek A.; Ranson, Alexandra
M-0958 | Published July 11, 2019 | 5 pages. Case
Collection: Darden School of Business
This is a Spanish translation of the February 28, 2019, version of UVA-M-0417. This case furthers student understanding of and familiarity with nonfinancial incentives. It describes major elements tha... Read More
Battlefield Furniture Group, Inc.
Spekman, Robert E.; Newton, Derek A.; Ranson, Alexandra
M-0431 | Published November 02, 1993 | 9 pages. Case
Collection: Darden School of Business
This case serves as an introduction to field sales management. A manager must address three sales representatives' ingrained behaviors in order to implement a major shift in marketing strategy. Studen... Read More
Madison Fiber Corporation
Spekman, Robert E.; Newton, Derek A.; Ranson, Alexandra
M-0425 | Published October 28, 1993 | 10 pages. Case
Collection: Darden School of Business
This case offers students an opportunity to examine a variety of issues concerning compensation that include: How much to pay? What kind of compensation plan to use? How much of the management task ca... Read More
James R. Steiner
Spekman, Robert E.; Newton, Derek A.; Ranson, Alexandra
M-0419 | Published October 13, 1993 Case
Collection: Darden School of Business
A medical supplies sales representative discusses how to identify potential managers and what he considers to be an organization's responsibility for developing its people. This interview offers stude... Read More
Westchester Industries: Medical Therapy Division
M-0416 | Published October 13, 1993 | 13 pages. Case
Collection: Darden School of Business
This case deals with the termination of a sales representative, Dick Hobart, who claims that he was unfairly terminated and sues both the company and the man that fired him. The case raises issues rel... Read More
I.M.A.G.E. International
Spekman, Robert E.; Newton, Derek A.; Ranson, Alexandra
M-0417 | Published October 12, 1993 | 4 pages. Case
Collection: Darden School of Business
This case furthers student understanding of and familiarity with nonfinancial incentives. It describes major elements that go into making a high-performance salesforce; the practices, policies, and ph... Read More
Casewriting
Bruner, Robert F.; Opitz, Casey S.; Rotch, William; Frey, Sherwood C. Jr.; Sihler, William W.; Vandell, Robert; Newton, Derek A.
G-0364 | Published April 01, 1989 | 14 pages. Technical Note
Collection: Darden School of Business
This note contains suggestions on casewriting under the following headings: Objectives of the Case Method; Case Development; An Overview; Preparing To Write A Case; Sources of Case Information; The C... Read More
Frito-Lay, Inc.
M-0276 | Published April 02, 1984 | 15 pages. Case
Collection: Darden School of Business
In the fall of 1983, executives of Frito-Lay are considering an experiment in Kansas City involving a change in the allocation of spending among advertising, consumer promotions, trade promotions, and... Read More
Cantro Corporation
Newton, Derek A.; Brownlee, E. Richard II
M-0080 | Published April 01, 1983 | 8 pages. Case
Collection: Darden School of Business
This case is designed to illustrate the relationships among product costs, consumer demand, competition and industry structure, and a firm's pricing objectives. The case has a specific decision orient... Read More
Casco Drug Company
M-0225 | Published April 02, 1979 | 6 pages. Case
Collection: Darden School of Business
This case gives students an opportunity to deal with a conflict situation between a young, highly successful sales rep and his boss, an old-guard veteran manager with values and experiences derived fr... Read More
Scott Air Corporation (A)
Newton, Derek A.; Biggadike, Ralph
M-0132 | Published April 02, 1974 | 16 pages. Case
Collection: Darden School of Business
The marketing manager of the Central Air Conditioning division of Scott-Air must develop a marketing plan for 1972, including deciding whether or not to spend more money, and if so, which products to ... Read More