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  • January 2021 (Revised March 2022)
  • Case

Arçelik: From a Dealer Network to an Omnichannel Experience

By: Ayelet Israeli and Fares Khrais
Arçelik Turkey, the country’s market leader in household appliances, was at an omnichannel crossroads in January 2020. Arçelik was a B2B player utilizing a dealership network with an umbrella of brands and had one of the largest brick-and-mortar store networks in... View Details
Keywords: Digital Marketing; Bricks And Mortar; Franchise Management; Franchising; Dealer Network; Dealers; B2B; B2B2C; Tradition; Culture Change; Cultural Adaptation; Omnichannel; Omnichannel Retail; Omni-channel; Omnichannel Retailing; Sales Channels; Sales Channel Development; Channel Management; Channels Of Distribution; Marketplace; Platforms; Collaboration; Online Channel; Online Data; Online Sales; Online Shopping; Online; Retail; Retailing; Disruption; Transformation; Franchise Ownership; Change Management; Partners and Partnerships; Consumer Behavior; Sales; Internet and the Web; Marketing Strategy; Conflict and Resolution; Conflict Management; Organizational Culture; Distribution Channels; Digital Transformation; Digital Platforms; Electronics Industry; Retail Industry; Consumer Products Industry; Turkey
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  • July 2022
  • Teaching Note

Arçelik (A), (B): From a Dealer Network to an Omnichannel Experience

By: Ayelet Israeli, Fares Khrais and Menna Hassan
Arçelik Turkey, the country’s market leader in household appliances, was at an omnichannel crossroads in January 2020. Arçelik was a B2B player utilizing a dealership network with an umbrella of brands and had one of the largest brick-and-mortar store networks in... View Details
Keywords: Digital Marketing; Bricks And Mortar; Franchise Management; Franchising; Dealer Network; Dealers; B2B; B2B2C; Tradition; Culture Change; Cultural Adaptation; Omnichannel; Omnichannel Retail; Omni-channel; Omnichannel Retailing; Sales Channels; Sales Channel Development; Channel Management; Channels Of Distribution; Marketplace; Platforms; Collaboration; Online Channel; Online Data; Online Sales; Online Shopping; Online; Retail; Retailing; Disruption; Transformation; Franchise Ownership; Change Management; Partners and Partnerships; Consumer Behavior; Sales; Internet and the Web; Marketing Strategy; Conflict and Resolution; Conflict Management; Organizational Culture; Distribution Channels; Digital Transformation; Electronics Industry; Retail Industry; Consumer Products Industry; Turkey
Related
  • September 1983 (Revised October 1984)
  • Case

Boston Whaler, Inc.: Managing the Dealer Network

Mr. Joseph Lawler, newly-appointed president of Boston Whaler, Inc. (BWI), believes that better dealer management is the key to his company's continued growth. BWI manufactured a high-price, high performance line of power and other boats for the recreational,... View Details
Keywords: Distribution Channels; Product Marketing; Consumer Products Industry
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  • May 2011 (Revised July 2015)
  • Case

Ford Motor Company: Strengthening the Dealer Network

By: V. Kasturi Rangan, Katharine Lee and Marie Bell
The case describes a five-year effort (2006-2011) of distribution rationalization and consolidation at Ford. The financial crisis in the second-half of 2008 forced GM and Chrysler into bankruptcy. Having completed the distribution overhaul work by 2011, its senior... View Details
Keywords: Strategy; Product; Distribution; Consolidation; Distribution Channels; Transformation; Business Processes; Auto Industry
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  • February 2023
  • Article

OTC Intermediaries

By: Andrea L. Eisfeldt, Bernard Herskovic, Sriram Rajan and Emil Siriwardane
We study the effect of dealer exit on prices and quantities in a model of an over-the-counter (OTC) market featuring a core-periphery network with bilateral trading costs. The model is calibrated using regulatory data on the entire U.S. credit default swap (CDS) market... View Details
Keywords: OTC Markets; Intermediaries; Dealers; Credit Default Swaps; Risk Sharing; Financial Markets; Networks; Price; Risk and Uncertainty
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  • 2011
  • Module Note

Suppliers to Dealers: Stakeholders' Management at TVS Motor Company Ltd.

By: Shashank Shah, Shashank Shah and A. Sudir Bhaskar
Keywords: Supply Chain Management; Supplier Relationships; Dealer Network; Auto Industry; India
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  • Article

The Value of Trading Relations in Turbulent Times

By: Marco Di Maggio, Amir Kermani and Zhaogang Song
This paper investigates how dealers’ trading relations shape their trading behavior in the corporate bond market. Dealers charge lower spreads to dealers with whom they have the strongest ties and more so during periods of market turmoil. Systemically important dealers... View Details
Keywords: OTC Markets; Network; Corporate Bonds; Crisis; Intermediation Chains; Leaning Against The Wind; Networks; Bonds; Behavior; Financial Crisis
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  • 2018
  • Working Paper

OTC Intermediaries

By: Andrea L. Eisfeldt, Bernard Herskovic, Sriram Rajan and Emil Siriwardane
Over-the-counter (OTC) markets for financial assets are dominated by a relatively small number of core intermediaries and a large number of peripheral customers. In this paper, we develop a model of trade in a core-periphery network and estimate its key structural... View Details
Keywords: OTC Markets; Intermediaries; Dealers; Credit Default Swaps; Risk Sharing; Networks; Price; Risk and Uncertainty
Related

    The Value of Trading Relationships in Turbulent Times

    Our recent work investigates dealers' trading behavior and pricing strategy in the corporate bond market to shed new light on the role of the network of existing relationships among dealers in shaping the transmission of risk and influencing market liquidity. We show... View Details
    • October 2010 (Revised June 2014)
    • Case

    Volkswagen do Brasil: Driving Strategy with the Balanced Scorecard

    By: Robert S. Kaplan and Ricardo Reisen de Pinho
    A new management team at VW do Brazil develops and deploys a strategy map and Balanced Scorecard to accomplish a turnaround and cultural change after eight consecutive years of financial losses and market share declines. The team uses the strategy map to align... View Details
    Keywords: Business Cycles; Developing Countries and Economies; Management Teams; Leadership; Balanced Scorecard; Strategic Planning; Balance and Stability; Motivation and Incentives; Communication Strategy; Competitive Advantage; Auto Industry; Brazil; Germany
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    • Web

    Behavioral Finance & Financial Stability

    national banks from state laws against predatory lending by the Office of the Comptroller of the Currency (OCC) as a quasi-experiment to study the effect of deregulation and its interaction with competition on the supply of complex mortgages. More Info The Relevance of... View Details
    • 05 Apr 2011
    • First Look

    First Look: April 5

    multiple ways and installing reward and recognition programs. It also establishes new programs to align the extensive networks of suppliers and dealers to the strategy. But after a sharp decline in sales... View Details
    Keywords: Sean Silverthorne
    • 11 Sep 2018
    • First Look

    New Research and Ideas, September 11, 2018

    demand information that the dealer obtains through the initial assessment and subsequent learning in the selling process. With the dealer's average net profit per car in the estimation sample being around $1150, the initial assessment is... View Details
    Keywords: Dina Gerdeman
    • 16 Apr 2020
    • Research & Ideas

    Has COVID-19 Broken the Global Value Chain?

    manufactured by another firm elsewhere, and distributed by dealers everywhere—all underwritten by global cash flows. Often these networks are established without much redundancy planning or other... View Details
    Keywords: by Sean Silverthorne
    • Web

    Impact of the New Medium - Edwin H. Land & Polaroid | Harvard Business School

    Clubs Faculty & Research Business & Environment Business History Christensen Center for Teaching & Learning Entrepreneurship Faculty & Research Global Healthcare HBS Working Knowledge Institute for Strategy & Competitiveness Leadership View Details
    • Web

    Research - Behavioral Finance & Financial Stability

    balance sheet constraints and bond liquidity By: Johannes Breckenfelder & Victoria Ivashina SEP 2021 The authors explore the ties between bonds and individual dealers formed through home advantage and the persistence of previous... View Details
    • 01 Jun 2024
    • News

    Firm Foundation

    as reported in the Wall Street Journal. Kanbrick took a majority stake in the patented boat-covering system Marine Concepts and established a dealer network across the Southeast. Since acquiring JM Test... View Details
    Keywords: Janelle Nanos; private equity; Warren Buffett; career path; investment strategy; family business; Finance

      Louis B. Neumiller

      Under Neumiller's "home-town-boy" leadership style, Caterpillar's revenues grew from over $100 million in 1941 to $827 million in 1963, prospering through World War II and the global post-war boom. Neumiller built the Caterpillar brand into a common worldwide... View Details
      Keywords: Construction & Real Estate

        Lore Harp

        Working from her suburban kitchen, Harp built a $35 million business in less than five years by creating personal computer systems for the small business market. Her marketing savvy and strong ability to build personal relationships with the fledgling personal computer... View Details
        Keywords: Computers & Electronics
        • 01 Mar 2019
        • News

        Ask the Expert: Auto Pilot

        When Mayfield Fund Managing Director Raj Kapoor (MBA 1996), the cofounder and former CEO of Snapfish and fitmob, joined Lyft as chief strategy officer in 2016, he was intent on finding ways to reduce human impact on climate change. The solution turned out to be so... View Details
        Keywords: Jen McFarland Flint; Motor Vehicle and Parts Dealers; Motor Vehicle and Parts Dealers