Retail Expansion Strategy - Publications - Faculty & Research - Harvard Business School

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October 1993 (Revised September 1994)
Case

Catalina Marketing Corp.

By: David E. Bell, Walter J. Salmon and Dinny Starr

Catalina Marketing is a very successful marketing service firm. Their current customers include major supermarket retailers and consumer products manufacturers nation-wide. Catalina provides a unique way for these clients to distribute coupons for their products via... View Details

Keywords: Advertising; Information Management; Expansion; Product; Salesforce Management; Information Technology; Growth and Development Strategy; Customer Value and Value Chain; Advertising Industry

15 Nov 2016
First Look

November 15, 2016

the optimal rule. Download working paper: https://www.hbs.edu/faculty/Pages/item.aspx?num=50545 Who Should Select New Employees, the Head Office or the Unit Manager? Consequences of Centralizing Hiring at a Retail Chain By: Deller,... View Details

Keywords: Sean Silverthorne

September 1993 (Revised December 1993)
Case

Cott Corp.: Private Label in the 1990s

By: Ray A. Goldberg and Robert S. Kaplan

Private label cola, Cott, gets 30% of the market in Canada. How does it move into the U.S. market? How do retailers evaluate its benefit costs? Does Cott use an existing structure or build new ones? Does Cott diversify from drink to snack foods? View Details

Keywords: Private Sector; Cost Management; Labels; Growth and Development Strategy; Market Entry and Exit; Industry Structures; Diversification; Food and Beverage Industry

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November 1999 (Revised November 2000)
Case

Cortlandt Town Center

By: William J. Poorvu and Arthur I Segel

CBL & Associates is trying to decide whether to go ahead with the development of a 790,000 square-foot power center with retailers such as Home Depot and Barnes & Noble. The costs are such that the developer needs to renegotiate its land acquisition price. Then the... View Details

Keywords: Buildings and Facilities; Decision Making; Entrepreneurship; Cost; Negotiation; Projects; Strategy; Retail Industry; Retail Industry

October 2022
Supplement

Framebridge (B): A New Approach

By: Rembrand Koning and Alicia Dadlani

In 2022, after revamping operations and expanding retail stores, Framebridge founder and CEO Susan Tynan is optimistic for the future but realizes changing market dynamics. New competitors are entering the market, and margin pressures remained. This case is part two of... View Details

Keywords: Business Startups; Business Strategy; Entrepreneurship; Operations; Market Entry and Exit; Consumer Products Industry; United States; District of Columbia; Kentucky

July 2001 (Revised December 2001)
Case

American Express Interactive

By: Lynda M. Applegate

Follows the protagonist, Sonia Sharpe, as she and her American Express Interactive Team attempt to develop and market an interactive, on-line, corporate travel service in a highly competitive environment. Looks at the possible resources and partnerships a company needs... View Details

Keywords: Corporate Entrepreneurship; Partners and Partnerships; Growth and Development Strategy; Competitive Strategy; Marketing Strategy; Product Positioning; Applications and Software; Technological Innovation; Global Strategy; Expansion; Information Technology; Vertical Integration; Financial Services Industry; Travel Industry

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June 1995 (Revised July 1995)
Case

Wal-Mart in East Asia

By: David B. Yoffie and Richard Seet

Discusses Wal-Mart's entry strategy in East Asia, specifically Singapore, Japan, Hong Kong, and China. View Details

Keywords: Market Entry and Exit; Trade; Expansion; Retail Industry; East Asia; Singapore; Japan; Hong Kong; China

November 2006
Case

Santander's Acquisition of Abbey: Banking across Borders

Banco Santander, Spain's largest commercial bank, announced in July 2004 the acquisition of Abbey National Bank, the fifth largest U.K. commercial bank. This transaction was the largest ever cross-border acquisition in European banking and would result in the... View Details

Keywords: Integration; Value Creation; Mergers and Acquisitions; Globalization; Commercial Banking; Banking Industry; United Kingdom; European Union; Spain

January 2013
Case

Zappos.com 2009: Clothing, Customer Service, and Company Culture (MM)

By: Frances X. Frei and Robin J. Ely

On July 17, 2009, Zappos.com, a privately-held online retailer of shoes, clothing, and other soft-line retail categories, learned that Amazon.com, a $19 billion multinational online retailer, had won its Board of Directors' approval to offer to merge the two companies.... View Details

Keywords: Customer Relationship Management; Internet and the Web; Mergers and Acquisitions; Organizational Culture; Growth and Development Strategy; Retail Industry; Retail Industry

December 2010 (Revised January 2011)
Case

Los Grobo: Farming's Future?

By: David E. Bell and Cintra Scott

This case describes the international expansion plans of the second largest grain producer in Latin America, Los Grobo. Based in Argentina with US$550 million in annual sales, Los Grobo also operated in Brazil, Uruguay, and Paraguay--usually with local partners. Los... View Details

Keywords: Agribusiness; Business Model; Ownership; Networks; Expansion; Information Technology; Agriculture and Agribusiness Industry; Argentina

November 2004 (Revised August 2008)
Case

KIPP National (A) (Abridged)

The KIPP Academies are, two high-performing public middle schools founded in 1995 by Michael Feinberg and David Levin in Houston and New York. In January 2000, Feinberg and Levin meet with Scott Hamilton, managing director of the Pisces Foundation, to discuss the... View Details

Keywords: Middle School Education; Framework; Leadership; Performance Effectiveness; Programs; Expansion

February 2024
Case

Horizon Quantum Computing

By: Paul A. Gompers and Billy Chan

In 2023, the Singapore-based startup company Horizon Quantum Computing was on the cusp of fast expansion and the founder faced the challenge to decide where to open the second office outside Singapore. To make a choice from the list of 10 countries, the founder had to... View Details

Keywords: Business Plan; Entrepreneurship; Entrepreneurial Finance; Disruptive Innovation; Business Offices; Business Startups; Talent and Talent Management; Decision Choices and Conditions; Partners and Partnerships; Expansion; Information Technology Industry; Telecommunications Industry; Singapore; Asia

January 2001
Background Note

Online Brokers

By: Thomas R. Eisenmann and Alastair Brown

Describes online brokers, companies that use the Internet to help clients identify prospective trading partners and sometimes help their clients complete transactions. First, summarizes the various ways that online brokers create value for their clients. Then analyzes... View Details

Keywords: Business Model; Web Services Industry

May 1994
Background Note

Managing Market Complexity: A Three-Ring Circus

By: V. Kasturi Rangan

Proposes models of organization that address the various product-market environments posed by the product life cycle. Frames these changes along the two dimensions of uncertainty and diversity. Offers three sets of organizational characteristics to reflect the three... View Details

Keywords: Business Processes; Growth and Development Strategy; Complexity; Organizational Structure; Organizational Culture; Product Marketing; Markets; Product

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October 2021 (Revised September 2022)
Case

GoPro: Becoming a Subscription Hero

By: Elie Ofek, Marco Bertini and Nicole Tempest Keller

In 2021, Nick Woodman, founder and CEO of GoPro, was reviewing the company’s subscription offering, considering whether to extend it beyond benefits that were directly related to the company’s iconic camera. Founded in 2002, GoPro had gained renown for its innovative... View Details

Keywords: Subscription Model; Pricing; Lifestyle Brands; Value Proposition; Business Model; Growth and Development Strategy; Marketing Strategy; Consumer Products Industry; California

November 2004 (Revised January 2007)
Case

Ice-Fili (Abridged)

By: John R. Wells, Pai-Ling Yin and Michael G. Rukstad

Designed as an overview of all aspects of the strategy process: industry analysis, positioning, dynamics and sustainability, and scope issues of corporate strategy, including vertical integration, horizontal diversification, and location issues. Ice-Fili is the largest... View Details

Keywords: Product Positioning; Geographic Location; Competition; Vertical Integration; Corporate Strategy; Retail Industry; Retail Industry; Russia

August 2007 (Revised September 2007)
Case

Gome: Bidding for China Paradise

Gome, China's largest electronics retailer, has the opportunity to acquire China Paradise, the number three player in the Chinese electronic retailer industry. This happened in the general context of a great market development and potential consolidation of the... View Details

Keywords: Acquisition; Trade; Market Entry and Exit; Performance; Opportunities; Competition; Consolidation; Corporate Strategy; Retail Industry; Retail Industry; China

January 2000
Case

Talbots - A Classic

By: V. Kasturi Rangan and Marie Bell

This case traces why the $1 billion women's clothing retailer decided to attract younger customers, what went wrong, and the actions taken to recover. By the end of 1999, the company has reestablished itself and faces several growth opportunities and must decide on the... View Details

Keywords: Customer Focus and Relationships; Decisions; Crisis Management; Product Positioning; Problems and Challenges; Segmentation; Fashion Industry

March 2005
Case

Henkel Iberica (A)

By: Francisco de Asis Martinez-Jerez, V.G. Narayanan and Lisa Brem

In 2002, Esteban Garriga, customer service director at Henkel Iberica, questions whether Collaborative Planning, Forecasting, and Replenishment (CPFR) would help manage retail promotions and limit their impact on the stock-outs and obsolete inventory. Describes the... View Details

Keywords: Business Subsidiaries; Forecasting and Prediction; Price; Distribution Channels; Strategic Planning; Commercialization; Valuation; Rail Industry; Germany; Spain

22 Mar 2010
Research & Ideas

One Strategy: Aligning Planning and Execution

frame, is the perfect example. Every process, every incentive, every cultural norm was optimized to deliver efficiently, bypassing the retail channel. When the strategy changed, the organization simply did... View Details

Keywords: by Sean Silverthorne; Video Game; Web Services

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