Case Study #4


The Problem

Overall sales and distribution were down due:

1. Increased number of consumer choices.

2. Health and dietary concerns of consumers.

Increased TV and couponing have not been effective.

The Solution

Analysis of the consumer buying process discovers that Oreos are an impulse purchase.


Extensive in-store campaign to hit customer at point of purchase dramatically increases sales.


Case 1 Case 2 Case 3 Case 4 Case 5 Case 6 Case 7

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