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- October 2024
- Article
Canary Categories
By: Eric Anderson, Chaoqun Chen, Ayelet Israeli and Duncan Simester
Past customer spending in a category is generally a positive signal of future customer spending. We show that there exist “canary categories” for which the reverse is true. Purchases in these categories are a signal that customers are less likely to return to that... View Details
- September 2024
- Case
Navigating Digital Transformation at Carrefour
By: Sunil Gupta and Emilie Billaud
In 2023, Elodie Perthuisot, Carrefour’s Executive Director for e-commerce and digital transformation, met with CEO Alexandre Bompard to discuss strategies for the company’s digital initiatives. Carrefour, a global retail giant with over 14,300 stores across 40... View Details
Keywords: Change Management; Transformation; Talent and Talent Management; Decisions; Digital Strategy; Technology Adoption; Leading Change; Goals and Objectives; Resource Allocation; Digital Marketing; E-commerce; Operations; Logistics; Business Processes; Organizational Culture; Strategic Planning; Alliances; Partners and Partnerships; Competitive Advantage; Retail Industry; Food and Beverage Industry; Europe
- May 2024 (Revised July 2024)
- Case
Lowe’s: Improving the Total Home Strategy
By: Elie Ofek, K. Shelette Stewart and Alicia Dadlani
In 2023, Marvin Ellison, CEO of Lowe’s, contemplated enhancements to the company’s Total Home Strategy to accelerate performance and grow market share. In the last five years since becoming CEO, Ellison had championed a turnaround of the company, completing a... View Details
- 2023
- Working Paper
Rapport in Organizations: Evidence from Fast Food
By: Achyuta Adhvaryu, Parker Howell, Anant Nyshadham and Jorge Tamayo
Common identity often provides a foundation for workplace rapport. Though gender is perhaps the most frequently studied dimension of identity among workers, little is known about how gender match between managers and their workers might affect team performance. Using... View Details
- February 2023 (Revised June 2023)
- Case
Doing Business in Santiago, Chile
By: Willis Emmons, Leonard A. Schlesinger and Ruth Costas
The case uses the example of the opening of the first IKEA furniture store in Chile – which is operated by Chilean group Falabella – to discuss the opportunities and challenges of doing business in the country. It gives readers an overview of Chile’s economic... View Details
- August 2022
- Background Note
Retail Media Networks
By: Eva Ascarza, Ayelet Israeli and Celine Chammas
In 2022, retail media was one of the fastest growing segments in digital advertising. A retail media network (RMN) allows a retailer to use its assets for advertising. Retailers set up an advertising business by allowing marketers to buy advertising space across their... View Details
Keywords: Advertisers; Advertising Media; Media And Broadcasting Industry; Retail; Retail Analytics; Retail Promotion; Retailing; Ecommerce; E-Commerce Strategy; E-commerce; Marketing Communication; Targeting; Targeted Advertising; Targeted Marketing; Advertising; Marketing; Marketing Communications; Marketing Strategy; Brands and Branding; Media; Marketing Channels; Retail Industry; Consumer Products Industry; Advertising Industry; United States
- June 2022 (Revised August 2022)
- Case
Dollar Tree: Breaking the Buck
By: Jill Avery and Marco Bertini
For thirty-five years, Dollar Tree, a discount retail chain selling general merchandise, had held its fixed price point steady, pricing all of its household items, food, stationery, books, seasonal items, gifts, toys, and clothing that made up its diverse and... View Details
- 2022
- Working Paper
An Anatomy of Performance Monitoring
By: Achyuta Adhvaryu, Anant Nyshadham and Jorge Tamayo
Performance monitoring is a mainstay management tool in most organizations. Yet we still know little about whether—and why—better monitoring yields better performance in practice. To shed light on these questions, we study the introduction of a performance monitoring... View Details
Keywords: Performance Monitoring; Worker Skills; Skill Depreciation; Managerial Inattention; On-the-job Training; Productivity; Multitasking; Quick Serve Restaurants; Performance Evaluation; Employees; Competency and Skills; Training; Performance Productivity; Management; Information Technology; Food and Beverage Industry; Puerto Rico
- March 2022 (Revised February 2023)
- Case
Pakistan Rising: Bazaar's Growth Story (A)
By: Paul A. Gompers and Gamze Yucaoglu
The case opens in September 2021 as Hamza Jawaid and Saad Jangda, co-founders of Bazaar technologies (Bazaar), the Pakistani high growth B2B e-commerce marketplace, are contemplating whether the year-and-a half old startup should also venture into offering financing to... View Details
- 2021
- Working Paper
Saving for a Dry Day: Coal, Dams, and the Energy Transition
By: Michele Fioretti and Jorge Tamayo
Renewable generation creates a tradeoff between current and future energy production as generators produce energy by releasing previously stored resources. Studying the Colombian market, we find that diversified firms strategically substitute fossil fuels for... View Details
- February 2021
- Case
Drizly: Managing Supply and Demand through Disruption
By: Kris Ferreira
It was April 6th, 2020, and the management team at Drizly—an online alcohol marketplace where consumers could browse and purchase alcohol from local liquor retail stores via Drizly’s app for immediate home delivery—were thrilled to see record-breaking sales from the... View Details
- Winter 2021
- Editorial
Introduction
This issue of Negotiation Journal is dedicated to the theme of artificial intelligence, technology, and negotiation. It arose from a Program on Negotiation (PON) working conference on that important topic held virtually on May 17–18. The conference was not the... View Details
- May 2020
- Case
Big Boom Beverages: Fight or Flight?
By: Stephen A. Greyser and William Ellet
Four college friends market a beverage that combines ingredients like those in a drink they consumed in college bars. It includes a caffeinated energy drink, malt liquor, and a soft drink flavoring. They launch the business, Big Boom Beverages (BBB), with their own... View Details
- December 2019
- Case
Walmart Ecommerce (B): Omnichannel Pursuits
By: Ramon Casadesus-Masanell and Karen Elterman
This case is an abridged version (part 2 of 2) of "Walmart's Omnichannel Strategy: Revolution or Miscalculation?" HBS Case No. 720-370. The (B) case describes Walmart’s omnichannel strategy in 2018 as it battled Amazon for online retail market share. Walmart aimed to... View Details
- August 2019
- Case
Walmart's Omnichannel Strategy: Revolution or Miscalculation?
By: Ramon Casadesus-Masanell and Karen Elterman
This case describes Walmart's omnichannel strategy in 2018 as it battled Amazon for online retail market share. The case discusses Walmart's early forays into online retail, as well as its 2018 strategy, which aimed to integrate Walmart's enormous brick and mortar... View Details
- 2019
- Article
Creativity from Paradoxical Experience: A Theory of How Individuals Achieve Creativity while Adopting Paradoxical Frames
By: Goran Calic, Sébastien Hélie, Nick Bontis and Elaine Mosakowski
Purpose:
Extant paradox theory suggests that adopting paradoxical frames, which are mental templates adopted by individuals in order to embrace contradictions, will result in superior firm performance. Superior performance is achieved through learning and creativity,... View Details
- April 2016 (Revised June 2017)
- Teaching Note
Dollar General Bids for Family Dollar
By: Jonas Heese, Paula A. Price and Suraj Srinivasan
In spring 2015, Dollar General CEO Rick Dreiling was looking ahead to retiring at year's end but worried about ensuring continued growth for the company he had built since 2008 into a market leader in the U.S. discount retail world. Dollar General operated over 11,500... View Details
- April 2016 (Revised December 2016)
- Case
The Container Store
By: Tatiana Sandino, Zeynep Ton and Aldo Sesia
The Container Store (TCS) is a Texas-based retailer of organization and storage solutions. The company prides itself in taking care of its employees first, and its cofounder and CEO Kip Tindell practices Conscious Capitalism. Since its beginnings in 1978, TCS grew to a... View Details
- November 2015 (Revised October 2017)
- Case
Dollar General Bids for Family Dollar
By: Jonas Heese, Paula A. Price, Suraj Srinivasan and David Lane
In spring 2015, Dollar General's CEO Rick Dreiling was looking ahead to retiring at year's end but worried about ensuring continued growth for the company he had built since 2008 into a market leader in the U.S. discount retail world. Dollar General operated over... View Details
- October 2015
- Case
BandPage (A)
By: Karim R. Lakhani, Colin Maclay and Greta Friar
BandPage CEO James "J" Sider is about to receive results from BandPage's targeted advertising campaign on music streaming service Rhapsody and learn whether BandPage's strategy to improve ad click through rates and generate revenue has succeeded. BandPage, which began... View Details