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Show Results For
- All HBS Web
(416)
- People (1)
- News (55)
- Research (329)
- Events (3)
- Multimedia (2)
- Faculty Publications (174)
- 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
- 01 Mar 2012
- News
Shop Talk, Different Avenues
disruptive business model: an online site that requires customers to register, featuring flash sales of discounted luxury goods for men and women in categories including designer clothing, accessories, home goods, food and wine, and... View Details
- 19 Jul 2016
- First Look
July 19, 2016
probability of default causes a 6% decline in the value of Argentine equities and a 1% depreciation of a measure of the exchange rate. We examine the channels through which a sovereign default may affect the economy. Harvard Business... View Details
Keywords: Sean Silverthorne
- 20 Mar 2007
- First Look
First Look: March 20, 2007
Working PapersIncorporating Price and Inventory Endogeneity in Firm-Level Sales Forecasting Authors:Saravanan Kesavan, Vishal Gaur, and Ananth Raman Abstract As numerous papers have argued, sales, inventory, and gross margin for a... View Details
Keywords: Martha Lagace
- 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
- Profile
Aimmy Asavatevavith
Big C Supercenter, a retailer she had worked with before enrolling at HBS, informed with a greater understanding of alternative sales channels and equipped with ability to ask the hard questions. She'll also... View Details
Keywords: Retail/Hospitality
- 25 Oct 2016
- First Look
October 25, 2016
approach to sales, including the sales team's composition, compensation, and incentive structure. Over time, Oversight had engaged in a variety of channel partnerships, and some were more successful than... View Details
Keywords: Sean Silverthorne
- 18 Apr 2005
- Research & Ideas
Selling Luxury to Everyone
everybody is getting into the cosmetic business.— Tyler Morse, Bliss "We'll know exactly what brands are performing well, exactly what sizes are selling," she said. Instant Feedback Morse said controlling a retail channel is a... View Details
- 01 Mar 2016
- News
Case Study: Paper Chase
operates four sales kiosks in the Boston area, with mobile retail teams that visit local fairs and markets. The kiosks offer a valuable in-person experience with a high conversion rate for the $8–$13 cards. The split between in-person and... View Details
- 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
Godes, David B. "Avon.com (A)." Harvard Business School Case 503-016, July 2002. (Revised March 2003.)
- 03 Aug 2022
- News
Hungry for Change
figure out other ways to get it to them.” Today, Sun & Swell’s sales come principally through website and wholesale channels that can accommodate the products’ shorter shelf life, including corporate offices... View Details
Keywords: April White
- 02 Jul 2014
- Blog Post
Connecting Fashion & Technology at Kate Spade
growth of three categories of product: tech accessories, watches, and beauty across all three brands, Kate Spade New York, Kate Spade Saturday, and Jack Spade, and across all channels of distributions globally. I’m specifically in charge... View Details
- 19 Nov 2001
- Research & Ideas
Wrapping Your Alliances In a World Wide Web
concurrent data from all members of the supply chain, and the Internet-based technologies discussed above are rapidly proving to be the preferred channels for these data. In addition to enabling rich point-to-point links, the Internet is... View Details
Keywords: by Andrew McAfee
- 08 Jul 2014
- First Look
First Look: July 8
upgrading of its channel strategy design that accounted for 46% of North America sales in 2006. Nonetheless, NetApp senior management announced they expected to grow revenue another 30% in fiscal 2007 with... View Details
Keywords: Carmen Nobel
- 05 Nov 2012
- Research & Ideas
What Wall Street Doesn’t Understand About International Trade
the authors of Channels of Influence, by Harvard Business School Associate Professors Lauren H. Cohen and Christopher J. Malloy, and Umit G. Gurun, an associate professor at the University of Texas at Dallas. “When nearly half of anything... View Details
Keywords: by Carmen Nobel
- 2009
- Working Paper
Gray Markets and Multinational Transfer Pricing
By: Romana L. Autrey and Francesco Bova
Gray markets arise when a manufacturer's products are sold outside of its authorized channels, for instance when goods designated for a foreign market are resold domestically. One method multinationals use to combat gray markets is to increase internal transfer prices... View Details
Keywords: Price; Multinational Firms and Management; Demand and Consumers; Distribution Channels; Business and Government Relations; Sales; Competitive Strategy
Autrey, Romana L., and Francesco Bova. "Gray Markets and Multinational Transfer Pricing." Harvard Business School Working Paper, No. 09-098, February 2009. (Revised October 2009.)
- Web
Launching Tech Ventures - Course Catalog
selling efforts and at what phase in the startup's lifecycle should each be employed? How can founders themselves be the most effective sales engine for an early-stage company, even though it clearly does not scale as a go to market... View Details
- 01 Mar 2008
- News
Innovation, Inc.
remarks. “But if you mention a folding bicycle, most people conjure up an image of a small-wheeled, oddly shaped vehicle that they wouldn’t categorize as a ‘real’ bicycle. The challenge is to change the beliefs and behaviors of both consumers and the distribution View Details
- 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
- 01 Mar 2023
- News
Case Study: Power Nappy
thriving “pure DTC” brands due to rising customer-acquisition costs, the continued importance of retail, and the reality of Amazon Prime. Few customers purchase in a single channel long-term but rather purchase across View Details