Channel Sales - Publications - Faculty & Research

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

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

Citation

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01 Mar 2017
News

Case Study: Moment in the Sun

173, 2007) Go big or go home. Instead of competing against the “heavies” in a “land grab,” Ario should position itself as a target for acquisition or as a partner. The heavies and the IPO market value innovative tech and business models much more highly than a View Details

Keywords: Dan Morrell

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

Keywords: Julia Hanna; Mary Tripsas; Colleges, Universities, and Professional Schools; Educational Services; Management

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

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 Jun 2005
News

Profiles from the Class of 2005

combination offered by Ford Motor Company’s management training program. While he excelled at leading teams to solve engineering-based manufacturing problems, it was a stint in sales and marketing that changed his life. “I was on the job... View Details

Keywords: Roger Thompson; Julia Hanna; James E. Aisner; Graduate profiles; Government; Transportation Equipment Manufacturing; Manufacturing

26 Jul 2010
Research & Ideas

Yes, You Can Raise Prices in a Downturn

Ross to write the paper "Performance Pricing in Tough Times." Shapiro, an authority on marketing strategy and sales management, is the Malcolm P. McNair Professor of Marketing, Emeritus at Harvard Business School. Ross is a... View Details

Keywords: by Sean Silverthorne; Retail; Consumer Products

05 May 2009
First Look

First Look: May 5, 2009

foreign countries, the model predicts growth in the number of source-country firms engaging in foreign direct investment, growth in the size of affiliates that are active in reforming countries both before and after the tariff reduction, and an increase in the extent... View Details

Keywords: Martha Lagace

18 Oct 2018
Research & Ideas

How to Use Free Shipping as a Competitive Weapon

media creator for Harvard Business School Working Knowledge. Related Reading: Should Retailers Match Their Own Prices Online and in Stores? Behavioral Economists Can Make You a Healthier Consumer and Smarter Marketer Research Paper: The Effects of Store Openings on... View Details

Keywords: by Kristen Senz; Retail

17 Nov 2020
In Practice

How Retailers Can Thrive in a Shopping Season Like No Other

lecturer of business administration and the C. Roland Christensen Distinguished Management Educator. Ramon Casadesus-Masanell: Watch costs and find channel advantages Given COVID-19 transmission rates as of mid-November, the upcoming... View Details

Keywords: by Danielle Kost; Retail

01 Sep 2010
News

Fair Trade

from the book follow. An Affront to Public Morality The beauty business began modestly with the sale of products widely deemed an affront to public morality. Today, consumers around the world spend $330 billion a year on fragrances,... View Details

Keywords: Garry Emmons; Chemical Manufacturing; Manufacturing; Health and Personal Care Stores; Retail Trade

13 Mar 2018
First Look

March 13, 2018

fields. A sponsor is someone who advocates for a protégé, and in doing so, takes a stake in her success. We use a laboratory experiment to explore two channels through which sponsorship has been posited to increase advancement in a... View Details

Keywords: Sean Silverthorne

01 Apr 1997
News

Facing the Music

record industry, 1996 was a bluesy kind of year. As revenues increased less than 1 percent and consumers bought 8 percent fewer CDs and cassettes compared to the previous year, the pause button, it seems, was hit on a decade of double-digit growth. Moreover, this View Details

Keywords: Marguerite Rigoglioso

19 Jun 2018
First Look

New Research and Ideas, June 19, 2018

discrimination. Download working paper: https://www.hbs.edu/faculty/Pages/item.aspx?num=53686 Channeled Attention and Stable Errors By: Gagnon-Bartsch, Tristan, Matthew Rabin, and Joshua Schwartzstein Abstract—A common critique of models... View Details

Keywords: Dina Gerdeman

02 Jun 2014
Research & Ideas

Excerpt: ‘A Social Strategy’

through gifts when they ask their friends to buy from eBay Consider the key features of this strategy. First, the social engagement eBay facilitates is directly related to strategic goals of the company—increased sales or lower cost. The... View Details

Web

Online Entrepreneurial Marketing Course | HBS Online

influencing the stakeholders making purchasing decisions Understand the importance of brand-building and the key components of an effective brand Build a media strategy across paid, earned, and owned channels Evaluate and identify growth... View Details

29 Sep 2009
First Look

First Look: September 29

Self-Service Distribution Channels: Evidence from Customer Behavior in an Online Banking Channel Authors:Dennis Campbell and Frances X. Frei Publication:Management Science (forthcoming) Abstract This paper uses the context of online... View Details