Publications

Read Now

September 2002 (Revised June 2003)
Case

Cartier v. Metro

Metro, a German wholesaler, sued Cartier, a French luxury retailer, to require Cartier to honor Cartier's guarantee on its watches that Metro sold, even though Metro is not part of Cartier's selective distribution network. Is such a network incompatible with the... View Details

Keywords: Lawsuits and Litigation; Distribution Channels; Apparel and Accessories Industry; France; Germany; European Union

Educators

June 1967 (Revised January 1968)
Case

WTS-Pharmacraft: Fresh Deodorant

By: Walter J. Salmon

Keywords: Marketing Channels; Marketing Strategy; Advertising

06 Jul 2015
Research & Ideas

Money and Quotas Motivate the Sales Force Best

It's well understood that cash bonuses often motivate a sales force to step up its game, but they don't work in every scenario and in some cases can backfire, a new study from Harvard Business School has found. The key variable? Whether the sales rep had to do... View Details

Keywords: by Roberta Holland; Retail

December 2009
Teaching Note

TruEarth Healthy Foods: Market Research for a New Product Introduction (Brief Case)

By: V. Kasturi Rangan and Sunru Yong

Teaching Note for 4065. View Details

Keywords: Market Research; Consumer Marketing; Brands; Research; Marketing Channels; Brands and Branding

01 Dec 2014
News

Forecasting ’15

service. I believe that 2015 will be filled with the emergence and rapid growth of next-generation sports channels (Twitch), new comedy channels (Fine Brothers), new news View Details

Keywords: Food Services and Drinking Places; Hospitality; Ambulatory Health Care Services; Health, Social Assistance

01 Dec 2006
News

Faculty Research Online From HBS Working Knowledge

roles of Europe and the United States in promoting the flow of capital across national borders. Investor Protection: The Czech Experience When TV Nova launched as the first privately owned TV channel in post-Communist Czechoslovakia, few... View Details

Keywords: Colleges, Universities, and Professional Schools; Educational Services

September 1998 (Revised April 2002)
Case

ECM Group: Improving Global Marketing Productivity

Associated Foods is considering a proposed program barter deal submitted by media consultancy ECM, along with other proposals to improve marketing expenditure productivity. This case allows calculation of the quantitative as well as the qualitative issues. View Details

Keywords: Marketing Strategy; Media; Marketing Channels; Globalization; Food and Beverage Industry

04 Sep 2019
News

Clicks and Mortar

complementary channels has opened up possibilities that would not have been imaginable with the more traditional, siloed approach. JA: I would give the example of Glossier, which is a digitally native, direct-to-consumer cosmetics... View Details

Keywords: Jen McFarland Flint; Miscellaneous Store Retailers; Retail Trade

September 2014
Case

Marquee: Reinventing the Business of Nightlife

By: Anita Elberse

Keywords: Marketing; Business Growth and Maturation; Distribution Channels; Product Marketing; Entertainment and Recreation Industry

Educators

12 May 2021
News

Aid from Afar

working with GiveIndia to channel funds directly to NGOs that have been authorized to supply equipment and supplies to hospitals and COVID care centers in India. Funds are dispersed by GiveIndia to nonprofit partners to supply equipment... View Details

Keywords: Social Assistance; Health, Social Assistance

01 Mar 2008
News

Innovation, Inc.

remarks. “But if you mention a folding bicycle, most people conjure up an image of a small-wheeled, oddly shaped vehicle that they wouldn’t categorize as a ‘real’ bicycle. The challenge is to change the beliefs and behaviors of both consumers and the distribution View Details

Keywords: Julia Hanna; Mary Tripsas; Colleges, Universities, and Professional Schools; Educational Services; Management

December 1988 (Revised October 1989)
Teaching Note

Atlas Copco (A): Gaining and Building Distribution Channels, (B) and (C): The Conflict Episode, Teaching Note

By: V. Kasturi Rangan

Teaching Note for (9-588-004), (9-588-020), and (9-588-021). View Details

Keywords: Marketing Channels; Conflict Management; Distribution Industry

August 1988 (Revised January 1992)
Case

Hewlett-Packard (B): Organizing New Product Sales Channels--1987

By: V. Kasturi Rangan

Keywords: Sales; Product Launch; Marketing Channels; Computer Industry

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

Keywords: by Julie Jette; Consumer Products; Retail

August 1988 (Revised January 1992)
Case

Hewlett-Packard (A): Organizing New Product Sales Channels--1986

By: V. Kasturi Rangan and Joseph G. Finegold

Keywords: Sales; Product Launch; Marketing Channels; Computer Industry