Publications

February 2021
Technical Note

This technical note introduces students to the concept of random variables, and from there the normal and binomial distributions. After a brief introduction to random variables, the note describes the standard properties of the normal distribution: a single peak, and a... View Details

Keywords: Analysis; Risk and Uncertainty; Theory; Analytics and Data Science

April 2010
Case

Jones Electrical Distribution

By: Thomas R. Piper and Jeffrey DeVolder

Jones Electrical Distribution is faced with a need for increased bank financing due to its rapid sales growth. Students must determine the reasons for the rising bank borrowing, estimate the amount of borrowing needed and assess the attractiveness of the loan to the... View Details

Keywords: Financial Analysis; Forecasting; Financing; Bank Loans; Growth Management; Cash Flow; Financing and Loans; Forecasting and Prediction; Distribution Industry

March 1989
Background Note

Industrial Distribution Systems

A comprehensive description of industrial distribution systems. Written from the perspective of industrial products manufacturers, concerned about building and managing channels systems for taking products from point of manufacture to point of use. Covers: 1) channels... View Details

Keywords: Distribution Channels; Manufacturing Industry; Industrial Products Industry

June 1995
Case

Polaroid Corporation: European Distribution System

By: Janice H. Hammond and Afroze A Mohammed

Describes distribution operations in Polaroid Europe. In the late 1980s, Polaroid senior management in the United States proposed moving from a system of 12 decentralized warehouses to a centralized distribution system in which all inventory for European retailers... View Details

Keywords: Distribution; Operations; Risk Management; Distribution Channels; Logistics; Transition; Strategy; Problems and Challenges; Industry Structures; Consumer Products Industry; Europe; European Union; United States

June 2005 (Revised August 2013)
Case

Amazon.com's European Distribution Strategy

By: Janice Hammond and Claire Chiron

Describes how Amazon's distribution system evolved from the company's inception. In 2003, Amazon Europe must decide how to reconfigure its distribution network in light of expected growth, products proliferation, and geographical expansion in Europe. Examines how... View Details

Keywords: Business Model; Decision Choices and Conditions; Growth and Development; Business or Company Management; Growth and Development Strategy; Supply and Industry; Distribution; Supply Chain; Risk and Uncertainty; Expansion; Web Services Industry

September 1993 (Revised December 1997)
Case

Loctite Corp.: International Distribution

By: John A. Quelch

Loctite Corp., dissatisfied with the sales growth achieved by its independent distributor in Hong Kong, is considering whether to find a new distributor or acquire a controlling interest in a wholly owned subsidiary covering Hong Kong and possibly other markets.... View Details

Keywords: Decision Choices and Conditions; Marketing; Distribution Channels; Globalization; Market Participation; Industrial Products Industry; Hong Kong

May 1994
Background Note

Reorienting Channels of Distribution

By: V. Kasturi Rangan

Traditionally, distribution channels have been viewed as vertical marketing systems where responsibility was transferred from one layer to the next, like passing a baton in a relay race. Distribution channels in the future are likely to look more like horizontal... View Details

Keywords: Distribution Channels; Customers; Supply and Industry; Alliances; Performance Efficiency; Performance Effectiveness; Change; Distribution Industry

June 2015 (Revised August 2018)
Case

American Electric Power: Facing the Challenges of Distributed Generation

By: Richard H.K. Vietor and Hilary White

American Electric Power, like most utilities in the USA, is currently exposed to distributed generation and the problem of net-metering. Solar installations in particular have been heavily subsidized, by the state and by regulation, which does not allow grid operators... View Details

September 2016 (Revised November 2016)
Case

Rose Electronics Distributing Company

By: Richard Ruback and Royce Yudkoff

Itamar Frankenthal was evaluating bank loan proposals to finance his acquisition of Rose Electronics Distributing Company (“Rose”). He contacted 40 small and large banks that lent in the region and that outreach and follow-up calls resulted in nine term sheets received... View Details

Keywords: Financing and Loans; Acquisition; Distribution Industry; Distribution Industry

18 May 2012
Working Paper Summaries

Organization Design for Distributed Innovation

Keywords: by Carliss Y. Baldwin

May 1994
Background Note

Designing Channels of Distribution

By: V. Kasturi Rangan

Presents a framework and a method for addressing the new product channel choice decision. Offers a six-step method that involves: 1) disaggregating and prioritizing a distribution channel by customers' channel function requirements; 2) obtaining and combining... View Details

Keywords: Distribution Channels; Framework; Cost; Customers; Cost vs Benefits; Management

2012
Working Paper

Organization Design for Distributed Innovation

By: Carliss Y. Baldwin

Systems of distributed innovation—so-called business ecosystems—have become increasingly prevalent in many industries. These entities generally encompass numerous corporations, individuals, and communities that might be individually autonomous but related through their... View Details

Keywords: Organizational Design; Innovation and Management; Social and Collaborative Networks; Intellectual Property; Rights; Governance Controls

Read Now

October 1982 (Revised November 1983)
Case

Distribution Systems, Inc.

By: Ramchandran Jaikumar and Roy D. Shapiro

Keywords: Distribution

March 2013 (Revised May 2013)
Supplement

Distribution at American Airlines (C)

By: Benjamin Edelman

Presents 2011-2012 updates to American's distribution strategy including new challenges and disputes. View Details

Keywords: Strategy; Distribution; Air Transportation; Air Transportation Industry

September 1980 (Revised February 1987)
Background Note

Strategic Issues in Distribution

By: Hirotaka Takeuchi

Provides students with an in-depth understanding of the channel decision from the manufacturer's point of view. The two issues addressed in the note are selection of channel design and channel management. View Details

Keywords: Distribution Channels; Strategy

August 1974
Background Note

Describing Probability Distributions

July 1992
Case

Valu-Rite Distribution System

December 1983
Case

Robeson Distribution Systems

By: Howard H. Stevenson and Michael J. Roberts

Keywords: Distribution Industry

June 2018 (Revised February 2019)
Teaching Note

Rose Electronics Distributing Company

By: Richard S. Ruback, Royce Yudkoff and Ahron Rosenfeld

Itamar Frankenthal (HBS ’13) wanted a $4.5 million bank loan to partially finance his planned acquisition of a small company, Rose Electronics. He received nine proposals which varied widely in term, interest rate, amortization schedule, and covenants. Frankenthal had... View Details

Keywords: Financing and Loans; Acquisition; Decision Making; Electronics Industry