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  • All HBS Web  (428)
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    • Research  (327)
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  • 18 Apr 2005
  • Research & Ideas

Prosper with Multi-Channel Retailing

For decades, major retailers offered customers only two methods of purchasing: directly at the store or from catalogs sent through the mail. With the advent of the Internet, retail companies that offered only one or two channels suddenly... View Details
Keywords: by Julie Jette; Consumer Products; Retail
  • 22 Jan 2001
  • Research & Ideas

Control Your Inventory in a World of Lean Retailing

perspective of actual consumer buying patterns, a blazer in an atypical size actually has more in common with a fashion-driven product than with the same style jacket in a popular size. For example, sales for 46-regular, one of the most... View Details
Keywords: by Frederick H. Abernathy, John T. Dunlop, Janice H. Hammond & David Weil; Consumer Products
  • 01 Mar 2011
  • First Look

First Look: March 1

retailers is not too high, having an online channel can actually increase investment in store assistance levels (e.g., greater shelf display, more-qualified sales staff, floor samples) and decrease profits.... View Details
Keywords: Sean Silverthorne
  • 17 Mar 2021
  • Research & Ideas

Beyond Pajamas: Sizing Up the Pandemic Shopper

for profit margins? The stakes are high. Without a doubt, bringing more customers into online channels offers a great upside. Not only do they contribute to sales today, but they may continue to buy online... View Details
Keywords: by Ayelet Israeli, Eva Ascarza, and Laura Castrillo; Retail
  • 25 Apr 2017
  • First Look

First Look at New Research, April 25

(A): The Rise, 1972–2003 At the end of 2003, Clear Channel Communications, Inc., a diversified media group with revenues of $8.9 billion, could claim leadership positions in all three of its main businesses. Clear View Details
Keywords: Sean Silverthorne
  • 24 Apr 2006
  • Research & Ideas

Managing Alignment as a Process

standard for workers in construction, farming, and other professions that require strenuous outdoor labor. SMI built a successful national sales base from its headquarters in Massachusetts by establishing View Details
Keywords: by Robert S. Kaplan & David P. Norton; Apparel & Accessories; Fashion; Consumer Products; Retail
  • July 2002 (Revised March 2003)
  • Case

Avon.com (A)

Avon has always sold its products through a large independent direct-selling organization. However, it is now considering whether it should sell directly to the consumer. The company's independent representatives number 500,000 in the United States alone. Yet, there... View Details
Keywords: Organizational Change and Adaptation; Marketing Strategy; Internet and the Web; Salesforce Management; Marketing Channels; Beauty and Cosmetics Industry
Citation
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Godes, David B. "Avon.com (A)." Harvard Business School Case 503-016, July 2002. (Revised March 2003.)
  • August 2018
  • Teaching Note

Magpie: Developing and Using Buyer Personas

By: Frank V. Cespedes
Teaching Note for HBS No. 818-013. Magpie is a startup with a platform that allows publishers to natively tag the products discussed in their content and thus allows consumers to purchase those products without needing to leave that publisher’s web page. A key aspect... View Details
Keywords: Buying Process; Marketing; Sales; Distribution Channels; Segmentation; Entrepreneurship; Social Media; Consumer Products Industry; Fashion Industry; United States
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Cespedes, Frank V. "Magpie: Developing and Using Buyer Personas." Harvard Business School Teaching Note 819-027, August 2018.
  • 29 Aug 2006
  • First Look

First Look: August 29, 2006

the firm-size distribution; controlling for level of economic development, regulation, institutional constraints, and other variables that might affect the business environment; and using different empirical specifications. We further explore various View Details
Keywords: Sean Silverthorne
  • 17 Mar 2015
  • Research & Ideas

Where Did My Shopping Mall Go?

You want people to touch your product and actually get the brand experience. You could get to a point where stores like Best Buy become just showrooms and fulfillment is done by Amazon because they are much more efficient at it. I could envision a time when some of... View Details
Keywords: by Sean Silverthorne; Retail
  • March 2008 (Revised May 2008)
  • Case

Carlyle Japan (A)

By: David B. Godes, Masako Egawa and Mayuka Yamazaki
Tamotsu Adachi, Managing Director of Carlyle Japan, wants to formulate a strategy to improve his firm's ability to source high-quality deals at competitive valuations, or prices. Buyout funds like Carlyle typically have two deal phases: sourcing and monitoring. These... View Details
Keywords: Financial Instruments; Leveraged Buyouts; Supply Chain Management; Marketing Channels; Sales; Financial Services Industry; Japan
Citation
Educators
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Godes, David B., Masako Egawa, and Mayuka Yamazaki. "Carlyle Japan (A)." Harvard Business School Case 508-092, March 2008. (Revised May 2008.)
  • 28 Oct 2019
  • Research & Ideas

Brick-and-Mortar Stores Are Making a Comeback

will not survive are the retailers that are more like a warehouse, or just physical repositories of goods. Real estate is too expensive for that purpose. The opportunity to think about online and offline as complementary channels has... View Details
Keywords: by Jen McFarland Flint; Retail
  • 16 Feb 2004
  • Research & Ideas

Marketing Wine to the World

industry. Buyer power appears to be higher in the Old World. Consumers are more sophisticated and somewhat more price sensitive in the Old World than in the New World. More sales occur through supermarkets and other off-premise locations... View Details
Keywords: by Manda Salls; Consumer Products; Entertainment & Recreation; Food & Beverage
  • 01 Oct 2020
  • What Do You Think?

Are CEOs the Wrong Leaders for Stakeholder Capitalism?

(iStock) iStock SUMMING UP Who Will Call the Shots in Stakeholder Capitalism? At one time in my checkered academic career I studied, researched, and published papers about interorganizational management. Specifically, I was interested in measuring the benefits of... View Details
Keywords: by James Heskett
  • 14 Oct 2013
  • Research & Ideas

Blockbuster! Why Star Power Works

that actual data on how markets are evolving tell a much different story than what Anderson predicted. As demand shifts from offline retailers with limited shelf space to online channels with much larger assortments, the View Details
Keywords: by Sean Silverthorne; Entertainment & Recreation
  • 19 Jul 2010
  • Research & Ideas

How Mercadona Fixes Retail’s ’Last 10 Yards’ Problem

logistics and profitability while making life much better for workers. Mercadona offers the lowest prices in Spain, and its operational performance exceeds that of comparable Spanish and foreign chains. In 2008, Mercadona's sales per... View Details
Keywords: by Julia Hanna; Retail; Food & Beverage
  • 12 Oct 1999
  • Research & Ideas

Rapid Response: Inside the Retailing Revolution

which facilitates the accurate and instantaneous exchange of sales figures between the manufacturer and the retailer. In the mid-1980s, these advances began to chip away at the barriers commonly found throughout the various stages of... View Details
Keywords: by James E. Aisner; Apparel & Accessories; Fashion; Consumer Products; Manufacturing; Retail
  • 13 Nov 2000
  • Research & Ideas

Managing to Learn: How Companies Can Turn Knowledge into Action

(Illustration: Dave Cutler) After a decade of extraordinary growth, Nike faced slowing sales in the early 1980s because the normally market-wise company had missed a major turn in the road. Reebok had introduced softer and more... View Details
Keywords: by Laurie Joan Aron
  • 02 Mar 2015
  • Research & Ideas

Retail Reaches a Tipping Point—Which Stores Will Survive?

then need to consider one of three strategies: Enhance the Value of the Box, Shrink and Transform the Format, or Wind Down. Sean Silverthorne: Why do you think we are at an inflection point? Ecommerce has been around for several decades, yet still accounts for just 6... View Details
Keywords: by Sean Silverthorne; Retail
  • 01 Nov 2016
  • First Look

First Look - November 1, 2016

startup’s ideal first hire? What marketing channels are best to invest in? How aggressively should an executive team align sales with customer success? Early stage founders, View Details
Keywords: Sean Silverthorne
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