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  • All HBS Web  (393)
    • News  (56)
    • Research  (300)
    • Events  (1)
  • Faculty Publications  (183)

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  • All HBS Web  (393)
    • News  (56)
    • Research  (300)
    • Events  (1)
  • Faculty Publications  (183)
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  • May 2016 (Revised January 2018)
  • Case

Improving Repurchase Rates at zulily

By: Thales Teixeira and Sarah McAra
In February 2015, zulily cofounder and CEO Darrell Cavens faced a major challenge in his business, a Seattle-based daily deals site that catered to moms. The more he spent to acquire new customers, the less he retained them in the form of repeat purchases. This was an... View Details
Keywords: Zulily; Repurchase; E-commerce; Online Shopping; Fashion; Customer Relationship Management; Internet and the Web; Digital Marketing; Customer Satisfaction; Retail Industry; Retail Industry; Seattle
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Teixeira, Thales, and Sarah McAra. "Improving Repurchase Rates at zulily." Harvard Business School Case 516-083, May 2016. (Revised January 2018.)
  • 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
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Gupta, Sunil, Ray Weaver, and Yien Hao Lock. "Groupon (TN)." Harvard Business School Teaching Note 513-046, November 2012.
  • May 2000 (Revised August 2000)
  • Case

Service and Value in e-Commerce

This collection of readings illustrates the importance of service and logistics in e-commerce, focusing on e-Toys' disastrous 1999 holiday season. View Details
Keywords: Valuation; Internet and the Web; Service Operations; Logistics; Retail Industry; Retail Industry; Retail Industry
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Hallowell, Roger H. "Service and Value in e-Commerce." Harvard Business School Case 800-384, May 2000. (Revised August 2000.)
  • February 2000 (Revised October 2000)
  • Case

E-commerce at Williams-Sonoma

By: Rosabeth M. Kanter and Daniel Galvin
Describes Williams-Sonoma's development of a third channel of business on the Internet. Describes the strategies for managing changes in the organizational, operational, and technological structure of the company. The new e-commerce division confronts challenges posed... View Details
Keywords: Change Management; Internet and the Web; Trade; Corporate Strategy; Organizational Change and Adaptation; Operations; Information Technology; Technological Innovation; Retail Industry; Retail Industry; California
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Kanter, Rosabeth M., and Daniel Galvin. "E-commerce at Williams-Sonoma." Harvard Business School Case 300-086, February 2000. (Revised October 2000.)
  • November 2022
  • Case

The Battle Among Channels for Marketing Pharmaceuticals: UpScript, Pharmacy Benefit Managers, and Direct-to-Consumer Sales

By: Regina E. Herzlinger and Tiffany Farrell
Can an online, direct-to-consumer pharmacy both improve the quality and speed of care for patients who need branded drugs and stabilize profits for pharmaceutical manufacturers? UpScript, after years spent achieving legal and regulatory compliance and simultaneous... View Details
Keywords: DTC; Internet and the Web; Marketing Channels; Customer Value and Value Chain; Governing Rules, Regulations, and Reforms; Competitive Strategy; Service Delivery; Growth and Development Strategy; Retail Industry; Retail Industry; Retail Industry
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Herzlinger, Regina E., and Tiffany Farrell. "The Battle Among Channels for Marketing Pharmaceuticals: UpScript, Pharmacy Benefit Managers, and Direct-to-Consumer Sales." Harvard Business School Case 323-031, November 2022.
  • December 2010 (Revised March 2012)
  • Teaching Note

Alibaba Group

By: Julie M. Wulf
Teaching Note for 710436. View Details
Keywords: Business Startups; Business Subsidiaries; Competition; Motivation and Incentives; Internet and the Web; Growth and Development; Corporate Strategy; Organizational Structure; Retail Industry; China
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Wulf, Julie M. "Alibaba Group." Harvard Business School Teaching Note 711-466, December 2010. (Revised March 2012.)
  • 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.)
  • June 2013 (Revised August 2013)
  • Case

AVA.ph: Growing a Filipino E-Commerce Company

By: William R. Kerr and Henry Motte-Munoz
AVA is a three-year old e-commerce company in the Philippines. From its early start mimicking the Gilt Groupe concept of online flash sales, the company has grown into a broader e-commerce platform for local fashion commerce. Oliver Segovia needs to evaluate where AVA... View Details
Keywords: Digital Platforms; Business Growth and Maturation; Internet and the Web; Entrepreneurship; Growth and Development Strategy; Retail Industry; Retail Industry; Philippines
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Kerr, William R., and Henry Motte-Munoz. "AVA.ph: Growing a Filipino E-Commerce Company." Harvard Business School Case 813-188, June 2013. (Revised August 2013.)
  • June 2008
  • Teaching Note

Threadless: The Business of Community (TN)

By: Karim R. Lakhani
Teaching Note for 608707 View Details
Keywords: Internet and the Web; Civil Society or Community; Competition; Blogs; Business Model; Decisions; Design; Retail Industry; Retail Industry; Chicago
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Lakhani, Karim R. "Threadless: The Business of Community (TN)." Harvard Business School Teaching Note 608-169, June 2008.
  • March 2004 (Revised September 2005)
  • Case

RealNetworks Rhapsody

By: Thomas R. Eisenmann and Steven Carpenter
Examines RealNetwork's (Real's) strategy for the rapidly emerging online music market. In contrast to rivals who sell individual copies of songs, Real offers online music on a subscription basis. For a $10 monthly fee, subscribers to Real's Rhapsody service have... View Details
Keywords: Internet and the Web; Competitive Advantage; Distribution Channels; Music Entertainment; Ownership; Retail Industry; Retail Industry; Retail Industry
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Eisenmann, Thomas R., and Steven Carpenter. "RealNetworks Rhapsody." Harvard Business School Case 804-142, March 2004. (Revised September 2005.)
  • 30 Apr 2001
  • Research & Ideas

Entering the Age of Alliances

cup of Starbucks coffee. A systematic getting-acquainted process began formally in 1991, when Starbucks was a young, $20 million coffee retailer and CARE was a well-known, forty-five-year old international relief and development... View Details
Keywords: by James Austin
  • 26 Jul 2004
  • Research & Ideas

A Better Way to Negotiate: Backward

negotiate in the right order. Sorting Out The Possibilities When Steve Perlman was preparing to launch WebTV in 1996, he faced a critical sequencing dilemma. He had obtained seed funding, developed the technology to bring the Internet to... View Details
Keywords: by James K. Sebenius
  • 08 Jul 2024
  • Research & Ideas

The Critical Computer Science Principles Every Strategic Leader Needs to Know

its own inventory. Today, Amazon is a classic example of “platformization”: The company grew from an online bookstore into a vast technological hub that provides logistics and advertising to third-party retailers and public cloud services... View Details
Keywords: by Ben Rand; Technology; Information Technology
  • 2007
  • Working Paper

I'll Have the Ice Cream Soon and the Vegetables Later: A Study of Online Grocery Purchases and Order Lead Time

By: Katherine L. Milkman, Todd Rogers and Max H. Bazerman
How do decisions made for tomorrow or two days in the future differ from decisions made for several days in the future? We use data from an online grocer to address this question. In general, we find that as the delay between order completion and delivery increases,... View Details
Keywords: Internet and the Web; Food; Decision Choices and Conditions; Conflict and Resolution; Emotions; Cognition and Thinking; Retail Industry; Retail Industry
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Milkman, Katherine L., Todd Rogers, and Max H. Bazerman. "I'll Have the Ice Cream Soon and the Vegetables Later: A Study of Online Grocery Purchases and Order Lead Time." Harvard Business School Working Paper, No. 07-078, April 2007. (Revised December 2007, May 2008, September 2008.)
  • 09 Aug 2013
  • Research & Ideas

Read All About It: Digital CEO Buys Traditional Media!

third-party retail sales might cannibalize some of Amazon's own revenues in certain product categories. Then Amazon went a step further with its Prime membership announcement, offering participants free shipping for all transactions for... View Details
Keywords: by Jim Aisner; Journalism & News; Publishing
  • 10 Apr 2012
  • First Look

First Look: April 10

professionals, and parents alike forge their own paths to fulfillment. Publisher's Link: http://www.harpercollins.com/books/How-Will-You-Measure-Your-Life-Karen-Dillon?isbn=9780062102416&HCHP=TB_How+Will+You+Measure+Your+Life Retail... View Details
Keywords: Carmen Nobel
  • 02 Jan 2018
  • First Look

First Look at New Research and Ideas, January 3, 2018

on the job, Sportun had to tailor his message for change carefully to his colleagues, many of whom had worked for Mac’s for decades. The case provides an overview of the convenience store industry and examines the challenges of crime prevention in a late-night View Details
Keywords: Sean Silverthorne
  • 16 Dec 2008
  • First Look

First Look: December 16, 2008

PC, the organization faced challenges in doing things outside of its established processes. Though many of the team members had worked together for years, they had to find new ways of working as they tried to launch the new mobile View Details
Keywords: Sean Silverthorne
  • 30 May 2019
  • What Do You Think?

Is There a Distinctive West Coast Style of Management?

this month’s column. Like some other trends, these are traveling from West to East. As Scocimara put it, “companies are adapting, and often the ones that are most threatened are adapting fastest. Retail is a great example.” What’s “the... View Details
Keywords: by James Heskett; Education
  • 07 Apr 2015
  • First Look

First Look: April 7

Digital Platform: A Playbook for Strategists By: Edelman, Benjamin G. Abstract—The ubiquity of Internet access has caused a sharp rise in the number of businesses offering platforms that connect users for communication or commerce.... View Details
Keywords: Sean Silverthorne
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