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1 – 1 of 1Robbin Derry and Sachin Waikar
To recapture lost market share, tobacco giant R. J. Reynolds (RJR) developed Uptown, the first cigarette brand created and targeted specifically at a minority group—in this case…
Abstract
To recapture lost market share, tobacco giant R. J. Reynolds (RJR) developed Uptown, the first cigarette brand created and targeted specifically at a minority group—in this case, African-Americans. RJR planned to launch a six-month test market in Philadelphia in February 1990, which coincided with national Black History Month. The launch generated grassroots opposition from the black community in Philadelphia, which became intent on ensuring there was “No Uptown in our town or any town.”
After analyzing the case, students should be able to:
Identify some of the complex issues surrounding targeting specific populations
Recognize the importance of understanding cultural context
Recognize the limits of profit-based decision-making
Identify some of the complex issues surrounding targeting specific populations
Recognize the importance of understanding cultural context
Recognize the limits of profit-based decision-making
Details