NFLS SCOOFLES: SCOOPED WITH MARKETING

RESEARCH PROBLEM?
ABSTRACT
This caselet is meant to introduce the participants/students to the process of defining Marketing Research
Problem. National Foods Limited (NFL) has been one of Indias leading biscuit manufacturers since 1970s.
With its pronounced success in the biscuit category, it ventured into pet foods category in mid-2003. While
the initial sales in the first quarter outnumbered the managements target sales, the subsequent quarters sales
were intriguing forcing the management to revisit their strategy. When Arun Verma (CEO, NFL) called for a
meeting with its CXOs, no one seemed to have a precise answer, prompting them to undertake a marketing
research that can define the problem precisely. What would be Management Decision Problem and what
would be the consequent Marketing Research Problem?

Pedagogical Objectives

To introduce the concept and process of defining a Marketing Research Problem

To familiarize the 4-step process involved in defining a Marketing Research Problem with the help of
Scoofles intriguing sales performance

To discuss and debate on the relevance and implications of the differences between a Marketing Research
Problem and a Management Decision Problem

Case Positioning and Setting

This caselet can be used in:
MBA Program Marketing Research Course To introduce the participants/students to the process of defining
the Marketing Research Problem; how to define the Marketing Research Problem; factors affecting the definition
process
MDPs/EDPs To familiarize the participants with the importance and practical implications of defining
Marketing Research Problem

www.etcases.com