Distribution Industry - Publications - Faculty & Research - Harvard Business School

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January 1986 (Revised November 2006)
Case

Peripheral Products Company: The 'Gray Market' for Disk Drives

By: Frank V. Cespedes

In mid-1985, the vice president of marketing for a large manufacturer of disk drives is considering how to deal with a growing "gray market" for his company's products. The case provides good background material on the evolution of gray markets throughout the disk... View Details

Keywords: Price; Growth and Development; Code Law; Leadership; Marketing; Distribution; Production; Salesforce Management; Strategy; Distribution Industry

February 2002
Case

Strategy of the Firm Under Regulatory Review: The Case of Chilectra

By: Rafael M. Di Tella and Alexander Dyck

Discusses the largest electric distribution company in Chile and one of the five largest private Chilean companies. Introduces the exercise of operating control in order to improve the profitability of the investments, privatization, and international expansions. View Details

Keywords: Corporate Governance; Corporate Accountability; Growth and Development Strategy; Privatization; Emerging Markets; Competitive Strategy; Expansion; Global Strategy; Governance Compliance; Utilities Industry; Chile

February 2018
Case

Wiikano Orchards

By: Benson P. Shapiro and Katherine B. Hartman

Wiikano Orchards, a family-owned business, faces declining demand in a commodity industry. The president is considering rebranding Wiikano's apple juice, increasing its prices and promotions. If this proposal succeeds, wholesalers and retailers would be more likely to... View Details

Keywords: Brands and Branding; Price; Marketing Communications; Product Marketing; Food and Beverage Industry

April 2003 (Revised March 2009)
Case

Operational Execution at Arrow Electronics

By: Ananth Raman and Zeynep Ton

Distribution center operations (from order taking to order fulfillment) and the importance of attending to process details at Arrow Electronics, a large distributor of electronic components and computer products are described. The case also details the actions the... View Details

Keywords: Information; Distribution; Logistics; Strategy; Electronics Industry

March 2020
Case

Aereo

By: Thomas R. Eisenmann and Jacey Taft

Aereo aimed to disrupt television program distribution by providing consumers access to local broadcast TV programming using offsite antennas, cloud-based DVRs, and an Internet connection. With Aereo, consumers could “cut the cord” and avoid the high cost of a cable TV... View Details

Keywords: Entrepreneurship; Failure; Lawsuits and Litigation; Internet and the Web; Media; Entertainment and Recreation Industry; United States

November 1992 (Revised May 1993)
Case

American Mobile Satellite Corporation

By: Frank V. Cespedes and Laura Goode

American Mobile Satellite Corp. (AMSC) has a license to provide wireless mobile communications via satellite throughout the United States and 200 miles of coastal waters. The first satellite launch is scheduled for 1994 and, in the interim, AMSC is providing limited... View Details

Keywords: Wireless Technology; Decisions; Distribution Channels; Marketing Strategy; Product Development; Sales; Emerging Markets; Resource Allocation; Performance Capacity; Communications Industry; Communications Industry; United States

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September 2004 (Revised February 2010)
Case

The Passion of the Christ (A)

By: John A. Quelch, Anita Elberse and Anna Harrington

Bob Berney, president of Newmarket Films, must decide on a distribution and marketing strategy for Mel Gibson's controversial new movie, The Passion of the Christ. Fueled by Gibson's star power as well as an extensive prescreening campaign among Christian leaders and... View Details

Keywords: Advertising Campaigns; Film Entertainment; Marketing Strategy; Product Launch; Product Positioning; Distribution Channels; Religion; Motion Pictures and Video Industry

January 2023
Teaching Note

The Opioid Settlement and Executive Pay at AmerisourceBergen

By: Suraj Srinivasan and Li-Kuan Ni

Teaching Note for HBS Case No 122-014. In 2020, AmerisourceBergen Corporation, a Fortune 50 company in the drug distribution industry, agreed to settle thousands of lawsuits filed nationwide against the company for its opioid distribution practices that critics alleged... View Details

June 2007 (Revised April 2010)
Case

Comcast Corporation

By: Anita Elberse and Jason Schreiber

In October 2006, Comcast executives had entered negotiations with broadcast networks to broaden the selection of free network content distributed via its video-on-demand (VOD) service. The major broadcast networks, however, were unsure of the effect it would have on... View Details

Keywords: Marketing Strategy; Product Launch; Consumer Behavior; Competitive Strategy; Technology Adoption; Media and Broadcasting Industry; Media and Broadcasting Industry

2024
Working Paper

A Gender Backlash: Does Exposure to Female Labor Market Participation Fuel Gender Conservatism?

By: Paula Rettl, Diane Bolet, Catherine E. De Vries, Simone Cremaschi, Tarik Abou-Chadi and Sergi Pardos-Prado

The growing participation of women in the labor market has marked a significant societal transformation, coinciding with the rise of gender conservatism and far-right support. We study whether the economic consequences of labor market feminization and gender backlash... View Details

Keywords: Gender Bias; Gender Equality; Gender Inclusivity; Politics; Political Backlash; Political Culture; Conservatism; Gender; Government and Politics; Equality and Inequality; Prejudice and Bias; Labor

December 2022
Case

Taylor Farms: Adding Value to Fresh Produce

By: José B. Alvarez, Forest L. Reinhardt, Jenyfeer Martinez Buitrago and Pedro Levindo

In October 2022, Bruce Taylor (HBS MBA, 1981), Chairman and CEO of Taylor Farms, the leading producer of salads and healthy fresh foods in the United States, wondered whether this was the right time for Taylor Farms to venture into the Controlled Environment... View Details

Keywords: Technology Adoption; Cost vs Benefits; Logistics; Environmental Sustainability; Agriculture and Agribusiness Industry

January 1999 (Revised July 2003)
Case

Shady Trail

By: Arthur I Segel

Holt Lunsford was intrigued by the packet of papers that lay in front of him. The papers comprised a brochure that Lonestar Bank had put together in an effort to sell the Shady Trail Distribution Center in Dallas, Texas. Shady Hill was a five-year-old,... View Details

Keywords: Investment; Acquisition; Buildings and Facilities; Property; Partners and Partnerships; Decision Choices and Conditions; Distribution Industry; Distribution Industry; Texas

February 2014
Teaching Note

The Slingshot: Improving Water Access

By: John A. Quelch

Entrepreneur Dean Kamen has inked a multimillion dollar partnership with Coca-Cola (CC) to mass produce and distribute the Slingshot, a low energy device that can convert raw sewage into potable water for poor people and communities in developing economies. View Details

Keywords: DEKA; Dean Kamen; Coca-Cola; Technological Innovation; Innovation Strategy; Commercialization; Marketing; Marketing Strategy; Food and Beverage Industry; Food and Beverage Industry; North Africa; South Africa; Asia; South America

2012
Working Paper

Entrepreneurship in the Natural Food and Beauty Categories Before 2000: Global Visions and Local Expressions

By: Geoffrey Jones

This working paper examines the creation of the global natural food and beauty categories before 2000. This is shown to have been a lengthy process of new category creation involving the exercise of entrepreneurial imagination. Pioneering entrepreneurs faced little... View Details

Keywords: Marketing; Consumer Goods; Entrepreneurs; Environment; Food; Globalization; Business History; Agribusiness; Agriculture and Agribusiness Industry; Agriculture and Agribusiness Industry; Agriculture and Agribusiness Industry; Agriculture and Agribusiness Industry; Asia; Europe; Latin America; Middle East; North and Central America

September 2000 (Revised April 2001)
Case

Kana Communications

Kana is a young Internet software company wondering how it should react to the rapid emergence of Application Service Providers (ASPs), firms that host software applications for customers who can reach those via the Internet. ASPs may be a new channel of distribution... View Details

Keywords: Change Management; Internet and the Web; Applications and Software; Distribution Channels; Web Services Industry

Antonio Moreno

Antonio (Toni) Moreno is the Sicupira Family Associate Professor in the Technology and Operations Management Unit. He teaches courses related to technology and operations management in the MBA, executive, and doctoral programs. Before joining HBS, he was an... View Details

Keywords: e-commerce industry; e-commerce industry; e-commerce industry

September 2013 (Revised August 2015)
Background Note

Leadership and Teaming

By: Ethan Bernstein

Small differences in the leadership of teams can have large consequences for the success of their efforts. Many initiatives fail not because of a fatal error in judgment or insufficient ideas, knowledge, motivation, or capabilities to deliver a solution. They fail... View Details

Keywords: Teams; Teaming; Leadership And Managing People; Leadership; Team Effectiveness; Team Performance; Team Design; Team Leadership; Teamwork; Team Process; Team Function; Team Launch; 60/30/10 Rule; Team Boundary; Distribution Of Leadership Authority; Self-Managed Teams; Virtual Teams; Unbounded Teams; Acts Of Leadership; Execution Teams; Decision Making Teams; Creativity Teams; Team Size; Task Design; Team Timeline; Team Roles; Team Representation; Diversity; Team Familiarity; Collective Intelligence; Team Stages Of Development; Team Coaching; Performance Pressure; X-Teams; Team Focus; Interaction; Management Teams; Managerial Roles; Management Systems; Management Style; Management Skills; Management Practices and Processes; Organizational Design; Organizational Structure; Performance Effectiveness; Performance Efficiency; Performance Productivity; Groups and Teams; Networks; Social Psychology; Behavior; Conflict and Resolution; Creativity; Social and Collaborative Networks; Satisfaction; Prejudice and Bias; Power and Influence; Personal Characteristics; Familiarity; Cognition and Thinking; Attitudes; Projects; Organizational Culture; Organizational Change and Adaptation; Leadership Development; Leadership Style; Leading Change; Knowledge Use and Leverage; Knowledge Sharing; Collaborative Innovation and Invention; Innovation and Management; Innovation Leadership; Design; Interpersonal Communication; Accommodations Industry; Accommodations Industry; Accommodations Industry; Accommodations Industry; Accommodations Industry; Accommodations Industry; Accommodations Industry; Accommodations Industry; Accommodations Industry; Accommodations Industry; Accommodations Industry; Accommodations Industry; Accommodations Industry; Accommodations Industry; Accommodations Industry; Accommodations Industry; Accommodations Industry; Accommodations Industry; Accommodations Industry; Accommodations Industry; Accommodations Industry; Accommodations Industry; Accommodations Industry; Accommodations Industry; Accommodations Industry; Accommodations Industry; Accommodations Industry; Accommodations Industry; Accommodations Industry; Accommodations Industry; Accommodations Industry; Accommodations Industry; Accommodations Industry; Accommodations Industry; Accommodations Industry; Accommodations Industry; Accommodations Industry; Accommodations Industry; Accommodations Industry; Accommodations Industry; Accommodations Industry; Accommodations Industry; Accommodations Industry; Accommodations Industry; Accommodations Industry; Accommodations Industry; Accommodations Industry; Accommodations Industry; Accommodations Industry; Accommodations Industry; Accommodations Industry; Accommodations Industry; Accommodations Industry; Accommodations Industry; Accommodations Industry; Accommodations Industry; Accommodations Industry; Accommodations Industry; Accommodations Industry; Accommodations Industry; Accommodations Industry; Accommodations Industry; Accommodations Industry; Accommodations Industry; Accommodations Industry; Accommodations Industry; Accommodations Industry; Accommodations Industry; Asia; North and Central America; South America; Atlantic Ocean; Central Asia; Europe; Latin America; Middle East; Oceania; West Indies

2024
Working Paper

Using LLMs for Market Research

By: James Brand, Ayelet Israeli and Donald Ngwe

Large language models (LLMs) have rapidly gained popularity as labor-augmenting tools for programming, writing, and many other processes that benefit from quick text generation. In this paper we explore the uses and benefits of LLMs for researchers and practitioners... View Details

Keywords: Large Language Model; Research; AI and Machine Learning; Analysis; Customers; Consumer Behavior; Technology Industry; Technology Industry

November 1992 (Revised June 1994)
Case

Packaged Products Company: Handy-Pak Introduction

By: Frank V. Cespedes and Laura Goode

The product manager and the market research director for a new line of snacking nuts are reviewing options concerning the upcoming roll-out of the product. These options include changes in pricing, promotional plans, and salesforce incentives intended to build support... View Details

Keywords: Price; Marketing; Marketing Channels; Product Launch; Distribution; Planning; Research and Development; Sales; Salesforce Management; Alignment; Consumer Products Industry; Consumer Products Industry

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Henry W. McGee

Henry McGee joined the HBS faculty in 2013 after retiring as President of HBO Home Entertainment, the digital and DVD program distribution division of Home Box Office, the pioneering premium television company. A member of the Entrepreneurial Management Unit,... View Details

Keywords: e-commerce industry; e-commerce industry; e-commerce industry; e-commerce industry; e-commerce industry; e-commerce industry; e-commerce industry; e-commerce industry; e-commerce industry; e-commerce industry; e-commerce industry; e-commerce industry

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