Nov 03, 2010

CNU and Kiln Creek Golf Club Win 1st Place in National Case Competition

Christopher Newport University marketing professor Dr. Lisa Spiller and Dr. Carol Scovotti, associate professor of marketing at the University of Wisconsin, received the first-place award in the 2010 national case competition of the Case Writers’ Workshop.  The competition was conducted by the Direct Marketing Educational Foundation and the Chicago Association of Direct Marketing Educational Foundation for their case titled "Kiln Creek Golf Club & Resort: On Par for an Integrated Marketing Communications Campaign to Acquire New Members."  The award was presented at the awards luncheon of the Annual Direct/Interactive Marketing Research Summit on October 10, 2010, in San Francisco.   

The case study was based on the golf program at Kiln Creek Golf Club & Resort in Newport News, Virginia, and its excellent member retention rate and marketing and promotional strategies.  Dr. Spiller worked closely with Jamie Connors, golf professional with Kiln Creek Golf Club & Resort, in the development of the case.  The case will ultimately be used for business and marketing education in college classes around the country, and will be published in a business case textbook. 

A four-year public university in Newport News, Virginia, Christopher Newport University enrolls 5,000 students in rigorous academic programs through the College of Arts and Humanities, the College of Natural and Behavioral Sciences, and the College of Social Sciences including the Luter School of Business. CNU offers great teaching and small classes as well as an emphasis on leadership, civic engagement and honor. For more information about CNU and its programs, please visit

Dr. Lisa Spiller and Jamie Connors

Pictured are Dr. Lisa Spiller of CNU and Jamie Connors of Kiln Creek Golf Club & Resort.

Media Contact: 
Dr. Lisa Spiller, Professor of Marketing
Joseph W. Luter, III School of Business
Christopher Newport University
(757) 594-7215

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