Publications

February 2001 (Revised September 2002)
Teaching Note

Marshall Field and the Rise of the Department Store TN

By: Nancy F. Koehn and William Grundy

Teaching Note for (9-801-349). View Details

Keywords: Distribution Industry; Distribution Industry; Chicago

September 1999 (Revised April 2001)
Case

Credit Suisse (A) (Abridged)

By: W. Earl Sasser and William E. Fulmer

Credit Suisse is looking for ways to differentiate itself from current and likely competitors. After two years of restructuring, the bank's leadership wants profitable growth. It has decided to emphasize customer service. View Details

Keywords: Restructuring; Competitive Advantage; Customer Satisfaction; Banks and Banking; Growth and Development Strategy; Banking Industry; Banking Industry

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June 1998 (Revised August 2000)
Case

Microsoft CarPoint

By: Jeffrey F. Rayport

CarPoint.com was Microsoft's Web-based entry into on-line automobile retailing. While it could not, in fact, "sell" or deliver any cars, it could shift much of consumer search, comparison, and decision-making, including pricing, the traditional car dealer to the Web.... View Details

Keywords: Internet and the Web; Service Operations; Market Entry and Exit; Consumer Behavior; Auto Industry; Auto Industry

November 2012
Teaching Note

Groupon (TN)

By: Sunil Gupta, Ray Weaver and Yien Hao Lock

On November 4, 2011, Groupon, a marketing services company that promoted local businesses by selling deeply discounted vouchers for their products and services, completed its initial public offering that valued the company at $17 billion. Within a year Groupon's share... View Details

Keywords: Social Networking; Media; Technology; Strategy; Business Growth and Maturation; Marketing Strategy; Marketing; Internet and the Web; Social Media; Retail Industry; Retail Industry; Retail Industry; North America; United States

September 2002 (Revised August 2014)
Case

Cardinal Health (A): The Medicine Shoppe Acquisition

By: Regina E. Herzlinger, Miguel Abecasis and Brenda Cheng

Robert Walter, the founder and CEO of Cardinal Health, a pharmaceutical distributor, is contemplating the purchase of Medicine Shoppe, a chain of apothecaries. The purchase might be construed as competition against his own drugstore customers. But one of its many... View Details

Keywords: Mergers and Acquisitions; Business Strategy; Competitive Advantage; Distribution Industry; Distribution Industry; Distribution Industry

03 Mar 2020
News

Can This Man Change the American Diet?

lunch, and dinner. And our prices are pretty low, so a lot of people would talk about our industry as fast casual. Some of the things that are so different about Clover is our menu changes all the time and we’re selling vegetables that... View Details

Keywords: Agriculture

01 Feb 1997
News

Doing It Your Way

reflection, he adds genetic engineering, specialty retail outlets, catalogue companies, restaurants, and superstores. But when Sahlman's attention turns to the present day, his answer is immediate and unqualified: the Internet. "In many... View Details

Keywords: Marguerite Rigoglioso (profiles by Linda Goodspeed, Elaine Gottlieb, Nancy O. Perry, and Judith A. Ross)

12 Mar 2019
First Look

New Research and Ideas, March 12, 2019

But the leadership development industry is in a state of upheaval. The number of players offering courses to impart the hard and soft skills required of corporate managers has expanded well beyond traditional business schools, corporate... View Details

Keywords: Dina Gerdeman

30 Sep 2014
First Look

First Look: September 30

online retailer demonstrates that cost transparency improves sales. In particular, cost transparency led to a 44% increase in daily unit sales. This research implies that by revealing costs-typically tightly guarded secrets-marketers can... View Details

Keywords: Sean Silverthorne

31 Oct 2004
Research & Ideas

Bypass Marketing: Are Docs Influenced?

division president, Health Care, Harris Interactive; and Sandra Feibelmann, a member of the Institute for Health Policy. Manda Salls: When did the pharmaceutical industry begin direct-to-consumer advertising? Alvin Silk: DTCA has a long... View Details

Keywords: by Manda Salls

April 2021
Supplement

Buy Online, Pickup in Store: Vice President of E-Commerce Supplement

By: Antonio Moreno, Santiago Gallino and Amy Klopfenstein

In April 2019, Sylvarella VP of E-Commerce Charla Limont must review an analysis of her department’s sales data to determine the impact of the company’s Buy Online, Pickup in Store (BOPS) program. The program implementation created significant problems for the... View Details

Keywords: Operations; Service Delivery; Logistics; Infrastructure; Distribution Channels; Order Taking and Fulfillment; Analysis; Retail Industry; Retail Industry; United States; Canada

March 2014
Teaching Note

Transforming Tommy Hilfiger (A) and (B)

By: Raffaella Sadun

Teaching Note for "Transforming Tommy Hilfiger (A)" and "Transforming Tommy Hilfiger (B)" View Details

Keywords: Turnaround; Private Equity; Private Ownership; Diversification; Acquisition; Retail Industry; Retail Industry; United States; Europe

May 1995
Case

Hannaford Brothers: Leading the Grocery Channel Transformation

The merchandising manager of a supermarket chain leads an effort to reorganize the process of buying and delivering products from manufacturers to their warehouse for further distribution to stores. The company is an early mover in implementing efficient consumer... View Details

Keywords: Competition; Supply Chain Management; Distribution Channels; Customer Focus and Relationships; Retail Industry; Retail Industry

April 2009
Case

Supply Chain Optimization at Hugo Boss (A)

By: Ananth Raman, Nicole DeHoratius and Zahra Kanji

We evaluate the impact of a supply chain pilot implemented at Hugo Boss. This pilot entailed altering the way in which Hugo Boss orders from its suppliers. We explore the challenge of assessing the impact of supply chain change, the link between operational performance... View Details

Keywords: Order Taking and Fulfillment; Logistics; Supply Chain Management; Performance Evaluation; Sales; Apparel and Accessories Industry; Apparel and Accessories Industry; Europe

September 2005 (Revised January 2006)
Case

Yum! Brands, Inc: A Corporate Do-Over

By: Frances X. Frei, Amy C. Edmondson, James Weber and Eliot Sherman

Describes the successful turnaround of the restaurant company Yum! Brands after its spin off from PepsiCo and covers how the company's leadership planned and executed on virtually every dimension of the employee experience. The main dilemma centers on what the company... View Details

Keywords: Product; Brands and Branding; Service Operations; Expansion; Trade; Leadership Development; Business or Company Management; Food and Beverage Industry; Food and Beverage Industry

February 2004
Supplement

Great Atlantic & Pacific Tea Company, Inc., The

By: David F. Hawkins

Keywords: Food and Beverage Industry; Food and Beverage Industry

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February 2003 (Revised November 2003)
Exercise

McDonald's: Super-Sized Troubles (B)

This case is the second of two cases that describe the situation and poor performance at McDonald's Corp. in early 2003. This exercise directs students to employ a structured problem-solving process to evaluate the McDonald's strategy. View Details

Keywords: Competitive Strategy; Decision Making; Retail Industry; Retail Industry

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February 2003 (Revised February 2003)
Exercise

McDonald's: Super-Sized Troubles (A)

This case is one of two cases that describe the situation and poor performance at McDonald's Corp. in early 2003. This exercise instructs students to employ an unstructured brainstorming process to develop strategic options for McDonald's. View Details

Keywords: Competitive Strategy; Decision Making; Retail Industry; Retail Industry

June 2002
Case

Vans: Skating on Air

By: Youngme E. Moon and David Kiron

Vans is best known for selling footwear and apparel to skateboarders, surfers, and other alternative sports athletes. In April 2002, Gary Schoenfeld, the CEO, is facing a number of challenges. With respect to footwear, he must decide what to do about two product lines... View Details

Keywords: Brands and Branding; Product Launch; Demand and Consumers; Product Development; Value Creation; Apparel and Accessories Industry; Apparel and Accessories Industry; California