Cepuros Foods Malaysia: Finding the Secret Sauce for Growth

Quelch, John A. Hartman, Katherine B.

  • ケース
HBP

Shelby Diaz, country manager for Cepuros Foods International - Malaysia (CFI-M), must decide a growth strategy for the expansion of CFI-M's line of salsas, particularly regarding whom to target and how to allocate marketing investments. CFI-M could expand aggressively by mass marketing to the general population. A more conservative approach would use targeted communications and promotions. Diaz needs to build an argument for a specific growth strategy and recommend which marketing investments CFI-M should pursue. The case can be used to discuss strategy, positioning, and marketing communications, which are relevant to considering alternative strategies for growth. The possibilities for growth include market penetration, product development, and/or market development. The case touches on the potential benefits and risks of each option given the competitive landscape, customer perceptions, and demand determinants. Students should find the product and distribution easy to understand, but the international market context provides a unique opportunity to apply core marketing principles. The case is recommended for upper-level undergraduate students or first-year MBA students studying marketing strategy. It can also be used in a course on international marketing.

出版日
2018/11
領域
マーケティング
ボリューム
10ページ
コンテンツID
CCJB-HBS-919513
オリジナルID
9-919-513
ケースの種類
Case
言語
英語
翻訳
日本語
カラー
製本の場合、モノクロ印刷での納品となります。