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Show Results For
- All HBS Web
(426)
- People (1)
- News (58)
- Research (322)
- Events (3)
- Multimedia (2)
- Faculty Publications (169)
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- July 2020
- Case
Amanda and Kristen: Mented Cosmetics
By: Steven Rogers, Jeffrey J. Bussgang and Alterrell Mills
The co-founders (Black HBS alumnae) of an e-commerce beauty startup explore the unmet needs within the beauty industry. This case study examines the entrepreneurial opportunities that come from identifying an underserved market, specifically within the Black community... View Details
Keywords: Brands and Branding; Competition; Customers; Disruption; Disruptive Innovation; Distribution Channels; Entrepreneurship; Finance; Macroeconomics; Marketing; Marketing Channels; Marketing Communications; Marketing Strategy; Mission and Purpose; Organizational Culture; Product Design; Product Development; Product Positioning; Sales; Social Issues; Social Marketing; Business Startups; Strategic Planning; Strategy; Supply Chain Management; Venture Capital; Beauty and Cosmetics Industry; Advertising Industry; Public Relations Industry; Chemical Industry; Manufacturing Industry; Retail Industry; North and Central America; United States; New York (city, NY); New York (state, US)
Rogers, Steven, Jeffrey J. Bussgang, and Alterrell Mills. "Amanda and Kristen: Mented Cosmetics." Harvard Business School Case 321-002, July 2020.
- 21 Apr 2021
- Research & Ideas
The Pandemic Conversations That Leaders Need to Have Now
organization doesn’t seem psychologically safe, create venues for honest questions and ideas. Find a channel for people who have concerns they may not want to bring to their direct supervisors. In meetings, allow people to submit... View Details
- 14 Jul 2020
- Research & Ideas
Restarting Under Uncertainty: Managerial Experiences from Around the World
client-centric approach. It intensified virtual interactions with customers, merged sales and customer service, and boosted integration of all databases, which had been spread across functions, into a single customer resource management... View Details
- October 2022 (Revised December 2022)
- Case
Aphro Beverages
By: Frank V. Cespedes and Amram Migdal
This case focuses on distribution, sales, and product decisions as Aphro Beverages reaches an inflection point in its growth trajectory. In 2020, Aphro Beverages, based in Accra, Ghana, successfully launched its brand and brought two new alcoholic spirits products to... View Details
Keywords: Agribusiness; Plant-Based Agribusiness; Business Ventures; Business Growth and Maturation; Entrepreneurship; Food; Geography; Geographic Scope; Management; Growth and Development Strategy; Growth Management; Resource Allocation; Marketing; Brands and Branding; Digital Marketing; Product Marketing; Product Launch; Product Positioning; Social Marketing; Operations; Distribution; Distribution Channels; Product; Product Design; Product Development; Supply Chain; Sales; Salesforce Management; Food and Beverage Industry; Africa; Ghana
Cespedes, Frank V., and Amram Migdal. "Aphro Beverages." Harvard Business School Case 823-044, October 2022. (Revised December 2022.)
- 23 Jun 2008
- Research & Ideas
Innovative Ways to Encourage Personal Savings
essentially "raffle off" the interest pot each period. Savers give up a large chance of a small return for a small chance of a large, life-changing return. I have studied these programs in England, where they have been run for over 50 years, as well as in South Africa.... View Details
- 09 Jul 2018
- Research & Ideas
Overcoming the Challenges of Selling Brand New Technology (Hey, Need a 3-D Printer?)
collateral design, launches the product, and then “throws it over the wall” to sales and marketing. “This process is product-centric and a bucket-brigade approach where the groups work serially and in silos in a rapidly changing tech... View Details
- 05 Dec 2007
- Sharpening Your Skills
Sharpening Your Skills: Managing Marketing
Cannibalizing Direct Sales? Working Paper: Adding Bricks to Clicks—The Effects of Store Openings on Sales through Direct ChannelsConsider a retailer who operates both brick-and-mortar stores and direct View Details
- 20 Dec 2004
- Research & Ideas
How an Order Views Your Company
offer order management solutions and the corresponding efficiency that can then be gained by reallocating sales investments. Some small innovative firms like Comergent have taken it a step further. They offer an integrated demand chain... View Details
Keywords: by Sarah Jane Johnston
- 30 Apr 2008
- Sharpening Your Skills
Sharpening Your Skills: Brand Management
disagrees. Key concepts include: Most B2B marketers cannot economically address thousands of small businesses using the traditional direct sales force. If left unattended, individual managers will each do their own ad hoc marketing. B2B... View Details
- May 2009
- Supplement
Ceres Gardening Company: Funding Growth in Organic Products, Spreadsheet for Instructors (Brief Case)
By: John H. McArthur and Joel L. Heilprin
- May 2009
- Teaching Note
Ceres Gardening Company: Funding Growth in Organic Products (Brief Case)
By: John H. McArthur and Sunru Yong
Teaching Note to 4017. View Details
- 04 May 2020
- Research & Ideas
Predictions, Prophets, and Restarting Your Business
clear-cut. “A problem with megatrend predictions is that, even if they turn out to be generally accurate, they’re not managerially useful.” In the first month of social distancing in the United States, online sales at Walmart and Target... View Details
Keywords: by Frank V. Cespedes
- 07 Aug 2000
- Research & Ideas
Rocket Science Retailing
better supply chain management.For many of the retailers in our study, forecasting product demand is a right-brain function that relies on the gut feel of a few individuals and not on the systematic use of sales data. But it's a big... View Details
- 2009
- Working Paper
Crafting Integrated Multichannel Retailing Strategies
Multichannel retailing is the set of activities involved in selling merchandise or services to consumers through more than one channel. Multichannel retailers dominate today's retail landscape. While there are many benefits of operating multiple channels, these... View Details
Keywords: Marketing Channels; Marketing Strategy; Distribution Channels; Sales; Integration; Retail Industry
Zhang, Jie, Paul Farris, John Irvin, Tarun Kushwaha, Thomas J. Steenburgh, and Barton Weitz. "Crafting Integrated Multichannel Retailing Strategies." Harvard Business School Working Paper, No. 09-125, April 2009. (Revised January 2010.)
- 17 Mar 2021
- Research & Ideas
Beyond Pajamas: Sizing Up the Pandemic Shopper
for profit margins? The stakes are high. Without a doubt, bringing more customers into online channels offers a great upside. Not only do they contribute to sales today, but they may continue to buy online... View Details
- 01 Mar 2011
- First Look
First Look: March 1
retailers is not too high, having an online channel can actually increase investment in store assistance levels (e.g., greater shelf display, more-qualified sales staff, floor samples) and decrease profits.... View Details
Keywords: Sean Silverthorne
- 22 Jan 2001
- Research & Ideas
Control Your Inventory in a World of Lean Retailing
perspective of actual consumer buying patterns, a blazer in an atypical size actually has more in common with a fashion-driven product than with the same style jacket in a popular size. For example, sales for 46-regular, one of the most... View Details
- July 2002 (Revised March 2003)
- Case
Avon.com (A)
Avon has always sold its products through a large independent direct-selling organization. However, it is now considering whether it should sell directly to the consumer. The company's independent representatives number 500,000 in the United States alone. Yet, there... View Details
Keywords: Organizational Change and Adaptation; Marketing Strategy; Internet and the Web; Salesforce Management; Marketing Channels; Beauty and Cosmetics Industry
Godes, David B. "Avon.com (A)." Harvard Business School Case 503-016, July 2002. (Revised March 2003.)
- August 1983 (Revised May 1985)
- Case
Jamestown Co.
By: Benson P. Shapiro and Edward J. Hoff
In May 1983 Ms. Katherine O'Brien, vice president of marketing, was deciding whether Jamestown should discontinue the use of independent representatives in favor of a direct company salesforce. Jamestown sold informal stoneware dinnerware through department and gift... View Details
Shapiro, Benson P., and Edward J. Hoff. "Jamestown Co." Harvard Business School Case 584-017, August 1983. (Revised May 1985.)
- 18 Apr 2005
- Research & Ideas
Prosper with Multi-Channel Retailing
For decades, major retailers offered customers only two methods of purchasing: directly at the store or from catalogs sent through the mail. With the advent of the Internet, retail companies that offered only one or two channels suddenly... View Details