Browsing Faculty Publications (Bibliographic) by Author "Koshy, Abraham"
Now showing items 1-20 of 43
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Arun Ice Cream
Koshy, Abraham; Venkiteswaran, N. (2010-08-18)The case discusses the evolution and growth of a start-up entrepreneurial venture in ice cream manufacture. It examines the overall corporate strategy and the consistency or otherwise of the functional strategies pursued ... -
Dainik Jagran
Sinha, Piyush Kumar; Koshy, Abraham (2010-08-24) -
Dainik Jagran (A): Towards a New Direction
Sinha, Piyush Kumar; Koshy, Abraham; Singh, Anuj (2010-09-01)Dainik Jagran has been in the newspaper business since 1942. It was successfully established as a leading Hindi newspaper in India. In Uttar Pradesh, one in every two readers read Dainik Jagran. It is enjoying 3rd position ... -
Determinants of B2B salesperson’s performance: a review and synthesis of literature
Singh, Ramendra; Koshy, Abraham (2010-01-15)Review articles on B2B salespersons’ performance in the recent past have been limited. This paper seeks to provide a review, focusing on the conceptualizations of the salespersons’ performance construct, and its determinants, ... -
Dettol: Brand Extension Decisions
Koshy, Abraham; Kureshi, Sonal (2010-08-31) -
Does salesperson’s customer orientation create value in B2B relationships? empirical evidence from India
Singh, Ramendra; Koshy, Abraham (2011-05-04)Although value creation in business relationships has taken an important position in the literature, yet scant attention has been paid to the precise nature of creation or destruction of value in b2b customer-oriented selling. ... -
An empirical analysis of different types of consumer promotions in Indian market
Jha-Dang, Priya; Koshy, Abraham; Sharma, Dinesh (2005-10-27)An empirical analysis of different types of consumer promotions in Indian market place from 1996 to 2003. The different promotions include free gift offers, price offs, extra product offers, exchange offers, buy-more-and-save ... -
FoodWorld (A): Market Entry Strategy
Koshy, Abraham; Raghuram, G.; Banerjee, Bibek (2010-08-18)RPG Enterprises, one of the top five business houses of India, decided in 1996 to enter organized food retailing by opening a chain of supermarket grocery stores under the name "FoodWorld" in Chennai, Bangalore and Hyderabad, ... -
FoodWorld (B): Supply Chain Strategy
Raghuram, G.; Banerjee, Bibek; Koshy, Abraham (2010-08-18)FoodWorld is a division of Spencer's, the retailing company of RPG Enterprises (RPG). This case focuses on the supply chain strategy. The key issues were 1) what to stock, 2) where and whom to source from, 3) how to reduce ... -
FoodWorld (C): The Road Ahead
Banerjee, Bibek; Raghuram, G.; Koshy, Abraham (2010-08-18)In May 1996, RPG Enterprises, one of the top five Indian business houses, formally entered the nascent sector of large-scale organized food retailing with the opening of the first FoodWorld, a supermarket grocery store. ... -
FoodWorld (D): Design of MIS
Gupta, Achin; Parikh, Anurag; Raghuram, G.; Banerjee, Bibek; Koshy, Abraham (2010-08-19)The case focuses on the need for an effective Management Information System, especially for monitoring store performance in a retail chain. The key issues are: 1) Identifying key performance and decision areas, 2) Understanding ... -
Getit: Managing the Salesforce in Changing Times
Abhishek; Koshy, Abraham (Indian Institute of Management, Ahmedabad, 2014)The case is about journey of Getit Infoservices Pvt. Ltd which has been pioneer in Yellow Pages industry in India. With the emergence of internet and voice in directional media, Getit has to deal with new competitors who ... -
The Growth and Transformation of Small Firms in India
Morris, Sebastian; Basant, Rakesh; Das, Keshab; Ramachandran, K.; Koshy, Abraham (2010-06-03) -
Gujarat State Civil Supplies Corporation
Koshy, Abraham; Gandhi, Vasant P.; Kumar, Gauri (2010-08-12) -
Hidesign: Brand by Design
Koshy, Abraham (2010-09-02)Hidesign® is perhaps the only brand from India in the fashion leather accessory category to adorn the shelves of prestigious departmental stores in some of the big cities of the world. The reputation of the brand in some ... -
How Successful are you in Your New Brand Launches?
Koshy, Abraham (2010-11-23) -
Impact of initial trust image on shopper trust and patronage intentions: a study of young male apparel shoppers in India
Kaul, Subhashini; Koshy, Abraham; Sahay, Arvind (2010-05-03)The purpose of this paper is to examine the role of “initial” store image in a new store. Existing research affords limited explanation of how shopper trust in store is formed prior to store visits and regarding the ... -
Innovative Marketing Strategies -- Back to Basics
Koshy, Abraham (2010-07-14) -
La distribution en Inde: overture de I'environment des affaireset emergence d'un marche
Nathalie, Prime; Koshy, Abraham (2005-10-27) -
Malfunctioning of the public distribution systems: an empirical analysis.
Koshy, Abraham (1991-09-29)Public distribution system (PDS), which acquired prominence in India during the Second World War period, has evolved over the years as a major policy instrument of the government to ameliorate difficulties caused by ...