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      • Faculty Publications  (202)

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      • December 2000
      • Background Note

      Online Retailers

      By: Thomas R. Eisenmann and Alastair Brown
      Describes online retailers, companies that use the Internet to sell physical goods. Defines online retailers and describes different ways to categorize them. Explores their economic model and value proposition for consumers in comparison with offline retailers. Next,... View Details
      Keywords: Business Model; Internet; Retail Industry
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      Eisenmann, Thomas R., and Alastair Brown. "Online Retailers." Harvard Business School Background Note 801-306, December 2000.
      • November 2000 (Revised July 2001)
      • Case

      Intuit QuickBooks

      By: Rajiv Lal and Punima P Kochikar
      Internet QuickBooks, a successful product with a strong brand and an 85% share of retail sales, was faced with the challenge of meeting market growth expectations in a mature, slowing market segment. Generating recurring revenues by providing value-added online... View Details
      Keywords: Budgets and Budgeting; Decisions; Growth and Development; Brands and Branding; Market Participation; Problems and Challenges; Internet and the Web; Value; Web Services Industry
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      Lal, Rajiv, and Punima P Kochikar. "Intuit QuickBooks." Harvard Business School Case 501-054, November 2000. (Revised July 2001.)
      • November 2000 (Revised December 2000)
      • Background Note

      Online Content Providers

      By: Thomas R. Eisenmann and Alastair Brown
      Describes the business model for online content providers, companies that distribute copyright content via the Internet. Focuses on their revenue and cost drivers and on the ways that online content providers create value for consumers. Also investigates the benefits... View Details
      Keywords: Internet and the Web; Customers; Value Creation; Business Model; Internet and the Web; Cash Flow; Risk and Uncertainty; Growth and Development Strategy; Problems and Challenges; Decision Making; Profit; Information Industry
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      Eisenmann, Thomas R., and Alastair Brown. "Online Content Providers." Harvard Business School Background Note 801-261, November 2000. (Revised December 2000.)
      • November 2000 (Revised May 2002)
      • Case

      FleetBoston Financial: Online Banking

      By: Frances X. Frei and Hanna Rodriguez-Farrar
      As the ninth largest bank holding company in the United States in 2000, FleetBoston Financial Corp. provided a myriad of financial services, including retail banking, loan origination, and brokerage accounts. This case explores how FleetBoston responded to the Internet... View Details
      Keywords: Business Model; Borrowing and Debt; Cost Management; Banks and Banking; Consumer Behavior; Service Operations; Competition; Online Technology; Banking Industry; United States
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      Frei, Frances X., and Hanna Rodriguez-Farrar. "FleetBoston Financial: Online Banking." Harvard Business School Case 601-042, November 2000. (Revised May 2002.)
      • October 2000
      • Case

      CDNow (A)

      By: Stephen P. Bradley, Christina Akers and Howard Reitz
      With CDnow's acquisition of N2K's Music Boulevard web site, this case deals with capturing value in the music industry with online sales. CDnow has the advantage of being one of the exclusive music online retailers on AOL but faces fierce competition from Amazon.com.... View Details
      Keywords: Marketing Strategy; Distribution Channels; Competition; Competitive Strategy; Value Creation
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      Bradley, Stephen P., Christina Akers, and Howard Reitz. "CDNow (A)." Harvard Business School Case 701-046, October 2000.
      • October 2000 (Revised October 2001)
      • Case

      adM@rt(A)

      By: F. Warren McFarlan, Carin-Isabel Knoop and David Lane
      Describes the complex policy alternatives facing an online Hong Kong grocery company as it tries to apply Webvan-type concepts in the Hong Kong marketplace. Captures the extraordinary process of adaptation the company is going through as it tries to find the right... View Details
      Keywords: Organizational Change and Adaptation; Markets; Marketing; Business Strategy; Business Model; Decisions; Problems and Challenges; Retail Industry; Retail Industry; Hong Kong
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      McFarlan, F. Warren, Carin-Isabel Knoop, and David Lane. "adM@rt(A)." Harvard Business School Case 301-046, October 2000. (Revised October 2001.)
      • July 2000 (Revised October 2000)
      • Case

      Petstore.com

      By: Thomas R. Eisenmann
      Petstore.com is one of four contenders for leadership in the highly competitive online pet supply business. Petstore.com faces decisions regarding potential merger partners and how to brand its service within the website managed by its ultimate merger partner,... View Details
      Keywords: Competition; Internet and the Web; Mergers and Acquisitions; Partners and Partnerships; Internet and the Web; Brands and Branding; Marketing Strategy; Retail Industry
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      Eisenmann, Thomas R. "Petstore.com." Harvard Business School Case 801-044, July 2000. (Revised October 2000.)
      • February 2000 (Revised December 2000)
      • Case

      Staples.com

      By: Thomas R. Eisenmann, Joanna M. Jacobson and Gillian Morris
      Staples.com, the online unit of the U.S. office supplies retailing chain Staples, faces a range of strategic and organizational issues as it accelerates its growth. Should it pursue only existing Staples customers or consumers who do not shop in Staples stores? How... View Details
      Keywords: Supply Chain; Business Units; Business Model; Growth and Development; Internet and the Web; Entrepreneurship; Business Strategy; Service Industry; United States
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      Eisenmann, Thomas R., Joanna M. Jacobson, and Gillian Morris. "Staples.com." Harvard Business School Case 800-305, February 2000. (Revised December 2000.)
      • December 1999
      • Case

      Sendwine.com

      By: Thomas R. Eisenmann, Charmaine C Ess and Ann A. O'Hara
      Sendwine.com, an online retailer of premium gifts of wine by the bottle, faced decisions about its growth strategy in mid-1999. Mike Lannon, president and founder, had established his company as a prominent player in an increasingly crowded field. But with success came... View Details
      Keywords: Decision Choices and Conditions; Venture Capital; Financial Strategy; Problems and Challenges; Luxury; Diversification; Internet; Web Services Industry
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      Eisenmann, Thomas R., Charmaine C Ess, and Ann A. O'Hara. "Sendwine.com." Harvard Business School Case 800-211, December 1999.
      • December 1999 (Revised February 2001)
      • Case

      CVS: The Web Strategy

      By: John A. Deighton and Anjali C. Shah
      How should America's second-largest pharmacy chain respond to the challenge from online drugstores? What threat does the web pose to bricks and mortar distribution of prescription drugs and the other items that make up 50% of a drugstore's sales? This case describes... View Details
      Keywords: Leveraged Buyouts; Marketing Channels; Distribution Channels; Service Operations; Corporate Strategy; Pharmaceutical Industry; Web Services Industry
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      Deighton, John A., and Anjali C. Shah. "CVS: The Web Strategy." Harvard Business School Case 500-008, December 1999. (Revised February 2001.) (request a courtesy copy.)
      • November 1999 (Revised March 2003)
      • Case

      Webvan: Groceries on the Internet

      By: John A. Deighton and Kayla Bakshi
      What are the prospects for grocery shopping on the Web? This case invites a comparison of seven business models, with particular emphasis on Webvan. Why does the investment community value Webvan at $7.8 billion after less than six months of operating experience, and... View Details
      Keywords: Business Model; Experience and Expertise; Investment; Information; Marketing; Distribution Channels; Service Delivery; Cognition and Thinking; Internet and the Web; Retail Industry; Retail Industry
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      Deighton, John A., and Kayla Bakshi. "Webvan: Groceries on the Internet." Harvard Business School Case 500-052, November 1999. (Revised March 2003.)
      • September 1999 (Revised June 2001)
      • Case

      eBay, Inc.

      By: Stephen P. Bradley and Kelley Porter
      eBay was the world's largest and most popular person-to-person trading community on the Internet. In early 1999, the company was doing very well and seemed to have solved many of its early problems. However, on March 30, 1999, Amazon.com announced that it was entering... View Details
      Keywords: Technological Innovation; Growth and Development Strategy; Marketing Strategy; Planning; Competition; Competitive Strategy; Competitive Advantage; Retail Industry; Retail Industry
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      Bradley, Stephen P., and Kelley Porter. "eBay, Inc." Harvard Business School Case 700-007, September 1999. (Revised June 2001.)
      • February 1999 (Revised May 1999)
      • Case

      Onsale, Inc.

      By: Youngme E. Moon
      Onsale has been a pioneer in electronic commerce, offering excess and refurbished goods using an online auction format. The company is now planning to become a player in the highly competitive world of first-run computer merchandise as well. However, unlike other... View Details
      Keywords: Business Model; Transformation; Customers; Brands and Branding; Auctions; Network Effects; Strategic Planning; Competitive Strategy; Internet and the Web; Retail Industry
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      Moon, Youngme E. "Onsale, Inc." Harvard Business School Case 599-091, February 1999. (Revised May 1999.)
      • August 1998
      • Background Note

      Selling Books Online in Mid-1998

      By: Jeffrey F. Rayport, Carin-Isabel Knoop and Cate Reavis
      Provides an overview of the trends and predictions for the online book retail industry as of August 1998 and the current status of Amazon.com, BarnesandNoble.com, and other main players' online ventures. View Details
      Keywords: Internet and the Web; Books; Retail Industry
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      Rayport, Jeffrey F., Carin-Isabel Knoop, and Cate Reavis. "Selling Books Online in Mid-1998." Harvard Business School Background Note 899-038, August 1998.
      • March 1998 (Revised March 1999)
      • Case

      Dell Online

      By: V. Kasturi Rangan and Marie Bell
      Dell started online commerce for its PCs in 1996, and by 1997 had achieved a sales rate of $3 million a day. The case describes the internal process that led to these dramatic results and poses the question of how the firm should leverage this activity to meet Michael... View Details
      Keywords: Consumer Behavior; Market Transactions; Goals and Objectives; Business Processes; Distribution Channels; Internet and the Web; Information Infrastructure; Competitive Advantage; Retail Industry; Retail Industry
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      Rangan, V. Kasturi, and Marie Bell. "Dell Online." Harvard Business School Case 598-116, March 1998. (Revised March 1999.)
      • Teaching Interest

      Competing in the Age of Digital Platforms—(Executive Education)

      By: David B. Yoffie
      Summary

      Without exception, the most valuable companies in the world today are platforms. Microsoft, Apple, Amazon, Google, Facebook, and many other firms have built their fortunes by facilitating innovation across global ecosystems or... View Details
      Keywords: Platforms; Technology; Strategy; Digital Business; Social Networks; Self-driving Cars; Mobile Gaming; Esports; Financial Services; Online Retail; Ride-sharing; Search; Auctions; United States; Asia; China; Europe
      • Article

      Organizational Emplacement as a Response to Digital Threat: The Novel Resurgence of Independent Bookstores

      By: Ryan Raffaelli and Ryann Noe
      This study reveals how incumbent actors leverage physical place as source of differentiation in response to the threat of digital commoditization. Through a longitudinal, qualitative analysis of the U.S. independent bookselling industry from 1995 to 2019, we outline... View Details
      Keywords: Retail; Place Making; Bookstores; Industry Evolution; Digital; Commoditization; Organizational Change and Adaptation; Adaptation; Business Strategy; Digital Transformation; E-commerce; Distribution Channels; Civil Society or Community; Value Creation; Retail Industry
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      Raffaelli, Ryan, and Ryann Noe. "Organizational Emplacement as a Response to Digital Threat: The Novel Resurgence of Independent Bookstores." Administrative Science Quarterly (in press). (Pre-published online May 3, 2025.)
      • Research Summary

      Overview

      By: Antonio Moreno
      Professor Moreno’s research explores how digital technologies are reshaping operational processes, with a particular focus on retail and service industries. His early work examined omnichannel retail—the integration of online and offline channels to create seamless... View Details
      Keywords: Omnichannel; Omni-channel; Omnichannel Retail; Omnichannel Retailing; Retail; Operations; Supply Chain Management; Digital Transformation; Digital Strategy; Retail Industry; Retail Industry; Retail Industry; Europe; Spain; Latin America
      • Research Summary

      Overview

      By: Kris Johnson Ferreira
      Professor Ferreira's research primarily focuses on how retailers can use algorithms to make better revenue management decisions, including pricing, product display, and assortment planning. In the retail industry, anticipating consumer demand is arguably one of the... View Details
      Keywords: E-commerce; Analytics; Revenue Management; Pricing; Assortment Planning; Field Experiments; Operations; Supply Chain; Supply Chain Management; Retail Industry
      • Research Summary

      Overview

      By: Ayelet Israeli
      Professor Israeli utilizes econometric methods and field experiments to study data driven decision making in marketing context. Her research focuses on data-driven marketing, with an emphasis on how businesses can leverage their own data, customer data, and market data... View Details
      Keywords: Channel Management; Pricing; Pricing Policies; Online Marketing; E-commerce; Analytics; Econometrics; Field Experiments; Data Analytics; Artificial Intelligence; Value Of Data
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