Search results

Self‐concept, despite its marketing relevance, has been overshadowed by other psychological concepts. The self‐concept is, however, significant and relevant to the study of consumer behavior because many purchases made by consumers are directly influenced by the image an individual has of himself. A fundamental question involves the process of the formation of the self‐concept. Several distinct qualities exist within the self‐concept, and once the self‐concept is established, these have a bearing upon the individual's behavior and his relationship with his objective, subjective, social, and ideal self. For marketers, an understanding of the self‐concept and self‐image can provide the means for developing more effective marketing programs. Consistency and congruence also play an important part in establishing the relationship between the self‐concept, the individual's image, and final purchase behavior. Other factors also play a part in the process and, in some situations, misunderstandings about their importance can result in less than effective marketing efforts. Careful research and analysis of the relevant factors affecting the self‐concept and their effect on purchase behavior can make for more effective market strategic planning. This article examines the various issues related to the marketing applicability of the self‐concept and discusses its implications in terms of research and market strategic planning.

Creative labor in the perfume industry can be identified as perfumers or perfume designers who have spent years in the industry either with formal education or firsthand practice and have developed their skills. They are skilled in matching various fragrances and work with the client's framework to produce perfumes. This chapter analyzes the literature about creative labor's living conditions and aspirations, focusing on the perfume industry and its role in producing perfumes. Perfumery is looked at from a creative and artistic perspective, and the prerequisites of becoming a successful perfumer are analyzed. In an industry where talent plays a crucial role in one's success, perfumers are identified as those who work with large brands to produce perfumes for the masses or cater to specific individuals. Bespoke perfumers such as Sylvaine Delacourte and Jean-Claude Ellena have a lot more flexibility and autonomy in their work because of their superior level of skill. They can charge soaring prices for their work. Whereas other creative workers in creative projects have to undergo a long collaborative process where they are required to work within the framework provided by their clientele to launch a new perfume product. Previous literature by Richard Florida and Brian Moeran about the creative class has been used to identify the characteristics of creative labor in the perfume industry. The creative process in perfumery in terms of high-end luxury products and mass production products is discussed. Manufacturing of perfumes today is primarily industrial, and the role of perfumers in the high-end prestige market and mass market in terms of their creativity is analyzed. Additionally, the top perfumers’ style of work and the creative process involved in making perfumes are discussed.

The purpose of this paper is to help students understand how companies combine and leverage their existing knowledge capabilities in order to build strategic advantage for the company. The case also throws some light on the opportunities and challenges faced by SME's of emerging markets in going international in turbulent macroeconomic scenarios.

The case has been written for the purpose of teaching and class discussion. Interviews with protagonist provided the primary data and published reports and archives of the company provided the secondary data for the case.

After the class discussion, students will be able to figure out how SME's can best leverage their existing knowledge base, efficiently manage that knowledge base and accurately assess the impact of these knowledge management activities for international expansion.

This is among the first few cases in the area of knowledge management from the perspective of SME's in emerging markets in the fragrance and other allied industries.

Some of the results of a new overview of the European flavours and fragrances market are summarised. The total market in Europe is estimated to have been worth $2,300 million in 1988 of which about 40 per cent was flavours and 60 per cent fragrances. Fragrances have two main outlets – cosmetics and toiletries (including perfumes) and soap, detergents and other cleaning products. There are many outlets for flavours but it is estimated that 60 per cent of consumption is in soft drinks, dairy products and savoury foods. These three end‐uses are considered in detail. While there are about 1,000 flavours and fragrances manufacturers worldwide, the top 15 take a half share of the market because only the largest companies can afford the high R&D, quality testing and marketing costs involved. The smallest companies can survive by serving niche markets but continuing rationalisation among the medium‐sized firms is likely.

This case facilitates the learning of marketing concepts like segmentation, targetting and positioning, marketing mix, branding strategies and digital marketing strategies.

The case is written based on the facts available in the public domain and hence it follows secondary data research design. The secondary sources include company websites, industry reports, newspaper articles, social media sites and other online articles and reports. The case is classroom tested with MBA students in digital marketing course and PGDM students in brand management course.

Cycle Pure agarbathi, the leading brand of NR Group, became the coveted brand among the households of India. This success amidst high competition can be attributed to the concerted effort on product development coupled with mindful branding. To keep abreast of time and competition the company opted to go digital with an e-portal. Cycle Pure had a digital presence much earlier through social media, but the e-portal www.cycle.in, was a novel attempt. All the fragrance products of the brand were available for consumers through www.cycle.in. Moreover, the product assortment consisted of a collection of top-quality products and auxiliaries linked to multiple categories such as invocation necessities, personal care, air care and lifestyle. Furthermore, using in-house fragrance research lab, the company experimented with local aromas through numerous variants and also extended to related products such as sambrani (benzene) and dhoops. With consistent product augmentations along with access to innovative sectors such as air fresheners, the company expected to grow at a rate of 15%–16% annually. However, the company targeted to grab one-third share in the total market within the next five years.

This case can be used in Marketing Management, Brand Management, Digital marketing and Strategic Marketing courses at the Master’s level. It is suitable for MBA and executive MBA students.

Entrepreneurship, internationalization, family-owned business management, strategic management.

MBA/postgraduate management program courses on family business management. The case can be taught at the beginning of the course to acquaint students with the dynamics of family-owned businesses. MBA/postgraduate/undergraduate courses on entrepreneurship. It can be used in the middle of the course to highlight the challenges presented by an entrepreneur due to change in the business environment and macroeconomic scenario. MBA/postgraduate course on strategic management. It can be used at the beginning of the course to introduce strategies for managing and sustaining growth of a business. MBA/postgraduate course on organizational development. It can be used in the middle of the course to help students understand the importance of designing an optimal organizational structure for a family business.

FragraAroma was an Indian fragrance company. Anil Gupta, the Founder and Managing Director of FragraAroma, and his sister Nisha were equal shareholders of the company. With changes in the Foreign Direct Investment Policy in 2013 in India, Anil and Nisha's husband Tarun had different expansion plans for FragraAroma. While Anil was planning to expand FragraAroma internationally, but his sister and her husband wanted diversification of the company's customer segment in the domestic market itself. The case is poised at the juncture, where Anil was facing a labyrinth of critical decisions. Would he go ahead with Tarun's expansion plan or stick to his plan of internationalization? Would his decision affect the harmony of the family? Was there a way that could enable him sailing his family and family business out of the doldrums?

This case is primarily about a family business and the dilemmas faced by the owner of that family business. The case captures the challenges faced by a family business in sustaining growth and competitiveness. The case can be used to understand how decisions are taken in a family-owned business. To understand the challenges faced by a family-owned business while developing and implementing its growth strategies. To understand the opportunities and challenges presented to a family-owned businesses when macroeconomic scenarios change. To understand the spillover effects of business decisions on family relations in a typical family-owned business setup.

Teaching notes are available for educators only. Please contact your library to gain login details or email support@emeraldinsight.com to request teaching notes.

An overview is provided of the flavour/fragrance industry in Western Europe. “Natural” flavours are often extremely costly and difficult to use, whereas a “nature‐identical” artificial flavour can taste better than the real thing. Massive amounts of research have gone into this area, and more is known than ever before. The EEC is shortly to introduce guidelines on flavour labelling which could have a major effect on the industry.

The origin of perfumery can be traced back to the true cradle of human civilization and culture in ancient Mesopotamia and Egypt. The world’s first referenced chemist was a perfumer named Tapputi-Belatekallim who lived in Babylon more than 3,000 years ago. She used her intimate knowledge of chemistry to develop various formulations and techniques to revolutionize the process of perfumery creation. Similarly, Ajmal is one of the first companies in the Gulf Cooperation Council (GCC) to have pioneered the science and art of perfumery creation. This case study describes the inspiring journey of Ajmal Perfumes which began in the farms of a small village located in Hojai, Assam, to becoming a world-class perfumer with a global reach of over 45 countries. From “Farm to Flacon,” (Flacon a.k.a glass bottle) the company’s perfect control over their seamless value chain has enabled them to sustainably grow their business while maintaining high standards of quality. Their performance across five major dimensions (finance, market, processes, people, and corporate social responsibility [CSR]) is used to gauge their success. In this case analysis, the strategic framework behind the success of Ajmal Perfumes is captured. Transformational Leadership (TL), Customer Centricity (CC), Intrapreneurial Behavior (IB), Total Quality Management (TQM), Innovation Success (IS), Absorptive Capacity (AC), and CSR are identified as their key drivers of success. A critical review of existing literature related to success drivers was also undertaken that brought forward knowledge gaps and future areas of research in the domain of TQM and AC.

The purpose of this article is to demonstrate an ethical dilemma in transparency. This is a true story. Names have been changed to protect identities.

Provides a true real life story. A classmate and close friend of the author told her about an ethical dilemma, and they decided it would make a good ethics case for business school students. The paper tells a story about a person having to make a difficult decision, and the way ethics can play out for an individual whose entire career could be at stake because of that decision.

Companies should show more support for whistleblowers even though that can be problematic. It should not be a risk to say what we know and think.

This paper will hopefully make people aware of the problems faced by whistleblowers.

The purpose of this chapter is to offer instructors and students a real managerial dilemma faced by a large Brazilian company in the cosmetics industry as it ventures into the European arena after successful expansion in Latin America.

This is a teaching case for use in class discussion about the advantages and disadvantages of certain courses of internationalization, in particular, standardization versus adaptation of the marketing mix, the choice of entry and operation modes, and the management of international acquisitions.

Since this is a teaching case, there are no “findings” in the usual sense of the word related to traditional empirical studies.

Data for the case came mainly from the manifested perspectives of the company’s Vice-president of International Operations, complemented by the opinions of the company’s Senior Manager of Strategic Planning and of a business analyst of the cosmetic industry, which has been following the company for years. Such data may reflect the particular views of these actors. The authors also used public secondary data from the company’s presentations to the public, consulting companies, and business magazines. Although these accounts may be partial, this is not a severe limitation since a teaching case is expected to provide some information, but not a full set of information, in order to reflect better the real context of managerial decisions.

This teaching case study can help students reflect upon a real managerial dilemma related to international expansion of a firm into psychically distant markets.

This teaching case discusses how an emerging market firm can challenge strong incumbents in developed markets and find a viable positioning, based on a distinctive sales model and value proposition for customers.