retailing - Publications - Faculty & Research

April 1985 (Revised September 1986)
Case

CML Group, Inc.: Going Public (B)

Contains a description of some issues confronting management of CML Group as the company progresses toward making an initial public offering. Among the issues and topics addressed in the case are: considerations in choosing an underwriting team, the initial public... View Details

Keywords: Business or Company Management; Initial Public Offering; Financial Markets; Financial Strategy; Planning; Cost vs Benefits; Strategy; Entrepreneurship; Retail Industry; Retail Industry

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September 2016
Supplement

ZenRecruit: Sales Coaching and Performance Reviews

By: Mark N. Roberge

Amara Kaggwa leads the small but rapidly expanding sales team at ZenRecruit, a recruiting software application used by small businesses. Armed with six months of sales performance metrics, Kaggwa is preparing for her monthly performance conversations with two... View Details

Keywords: Business or Company Management; Salesforce Management; Applications and Software; Employees; Performance Evaluation; Retail Industry; Retail Industry

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January 1995 (Revised July 1996)
Background Note

Paving the Information Superhighway

By: Lynda M. Applegate, Geoffrey Bock and Janis Lee Gogan

Examines solutions to many of the information-sharing problems that limit growth of electronic commerce on the Internet. Serves as a basic primer for the use of electronic information exchange. While familiarizing the student with the basic tenets and terminology of... View Details

Keywords: Internet and the Web; Knowledge Sharing; Problems and Challenges; Retail Industry; Retail Industry

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November 2009
Supplement

Steven Scheyer: Renegotiating the Newell Rubbermaid Relationship with Wal-Mart

By: James K. Sebenius and Ellen Knebel

Keywords: Negotiation; Relationships; Retail Industry; Retail Industry

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March 2009 (Revised December 2009)
Supplement

Relational Investors and Home Depot (B)

By: Jay W. Lorsch and Kaitlyn Simpson

Keywords: Investment; Retail Industry; Retail Industry

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April 2004 (Revised March 2006)
Teaching Note

Ikea Invades America (TN)

By: Youngme E. Moon

Teaching Note to (2-504-094). View Details

Keywords: Retail Industry; Retail Industry

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December 2000 (Revised October 2001)
Case

adM@rt (B)

By: F. Warren McFarlan, David Lane and Carin-Isabel Knoop

Supplements the (A) case. View Details

Keywords: Retail Industry; Retail Industry; Hong Kong

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April 1994
Supplement

Disposable Diaper Industry in 1984

By: Stephen P. Bradley and Pankaj Ghemawat

Updates the Disposable Diaper Industry in 1974. Intended as an in-class handout. View Details

Keywords: Competition; Markets; Retail Industry; Retail Industry

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15 Dec 2015
Blog Post

One MBA's Path to Boston Consulting Group

These days it seems like many MBAs are focused on launching the next big startup. Entrepreneurship is awesome but you might call me a traditionalist. Consulting was my goal for my summer internship from the start. I have always been analytical and enjoy working on... View Details

Keywords: Consumer Products / Retail; Consumer Products / Retail

23 Oct 2015
News

Staples Founder Thomas Stemberg Dies at 66

Keywords: Retail Trade; Retail Trade

Career Coach

Laurie Matthews

Whether working with clients on their own leadership development or focusing on navigating a particular career juncture, Laurie helps her clients crack their own codes to figure out how to make the most of their professional and life choices. It’s all about finding... View Details

Keywords: Retail; Retail; Retail; Retail

21 May 2013
First Look

First Look: May 21

Divergence between rich and poor countries since 1820. Download working paper: http://www.nber.org/papers/w19010 Improving Store Liquidation By: Craig, Nathan, and Ananth Raman Abstract—Store liquidation is the time-constrained divestment of View Details

Keywords: Sean Silverthorne

01 Apr 1997
News

Facing the Music

actually released in 1995. The year brought no major new musical genre to generate album sales the way rap and alternative rock had in previous years. "Product returns from financially pinched retailers were very heavy last year,... View Details

Keywords: Marguerite Rigoglioso

01 Mar 2012
News

Sun Dress

Barrow: Offering a line of clothing that provides protection from the downside of solar energy. A native of sun-splashed Australia who now resides in Minneapolis, John Barrow (MBA 1989) has a fashion tip for Americans: cover up, mates. Seriously. Skin-cancer awareness... View Details

Keywords: skin cancer; Retail Trade; Retail Trade