Channels Of Distribution - Publications - Faculty & Research - Harvard Business School

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2006
Working Paper

Worse but Equal: The Influence of Social Categories on Resource Allocations

By: Stephen M. Garcia, Max H. Bazerman, Shirli Kopelman and Dale T. Miller

This paper explores the influence of social categories on the perceived trade-off between relatively bad but equal distribution of resources between two parties and profit maximizing, yet asymmetric payoffs. Study 1 and 2 showed that people prefer to maximize profits... View Details

Keywords: Demographics; Fairness; Resource Allocation; Decision Choices and Conditions; Profit

May 2005 (Revised January 2008)
Case

Inniskillin and the Globalization of Icewine

By: Geoffrey G. Jones and Jillian Hirasawa

Deals with the growth of the icewine industry and follows Vincor International as it creates an international market for its Inniskillin Icewine--a luxury alcoholic beverage consumed as a dessert wine. Gives the history of the alcoholic beverage industry in Canada and... View Details

Keywords: Global Strategy; Globalized Markets and Industries; Marketing Strategy; Product Marketing; Luxury; Food and Beverage Industry; Canada

08 Nov 2012
HBS Seminar

Avi Goldfarb, University of Toronto

December 2019 (Revised February 2024)
Teaching Note

Ripple: The Business of Crypto and Ripple 2023

By: David B. Yoffie

The case explores Ripple CEO Brad Garlinghouse’s mission to disrupt the global payments industry by leveraging the cryptocurrency XRP. Students will learn about Bitcoin and the blockchain industry, as well as Ripple’s unique crypto business model. The case provides an... View Details

Keywords: Payment Systems; Cryptocurrency; Bitcoin; Blockchain; Fintech; Business Startups; Business Model; Disruption; Strategy

November 1999 (Revised July 2000)
Case

Roly International: Consumer Licensed Products in China

In this case Roly International, the largest Disney apparel licensee in China, considers how to adapt their distribution channel strategy to the downturn in the Chinese market. View Details

Keywords: Emerging Markets; Distribution Channels; Brands and Branding; Apparel and Accessories Industry; China

July 2003 (Revised August 2003)
Case

Lamoiyan Corporation of the Philippines: Challenging Multinational Giants

A local Philippine toothpaste manufacturer, Lamoiyan Corp., faces the challenge of staying competitive against entrenched multinational giants. The company has managed to capture, at its peak, 20% of the Philippine toothpaste market and has become the number three... View Details

Keywords: Multinational Firms and Management; Competitive Strategy; Emerging Markets; Entrepreneurship; Consumer Products Industry; Philippines

2021
Working Paper

Digital Labor Market Inequality and the Decline of IT Exceptionalism

By: Ruiqing Cao and Shane Greenstein

Several decades of expansion in digital communications, web commerce, and online distribution have altered regional IT labor market returns in the United States. IT occupations experienced similar wage growth as STEM occupations involving IT-related work activities,... View Details

Keywords: Information Technology; Labor; Wages; Equality and Inequality

April 2011
Article

Ownership Structure and the Cost of Corporate Borrowing

By: Chen Lin, Yue Ma, Paul Malatesta and Yuhai Xuan

This article identifies an important channel through which excess control rights affect firm value. Using a new, hand-collected data set on corporate ownership and control of 3,468 firms in 22 countries during the 1996-2008 period, we find that the cost of debt... View Details

Keywords: Borrowing and Debt; Cash Flow; Cost; Financing and Loans; Governance Controls; Ownership Stake; Business and Shareholder Relations

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Research Summary

On the Political Economy of Stabilization Programs

By: Laura Alfaro

This paper provides a political economy explanation for temporary exchange-rate-based stabilization programs by focusing on the distributional effects of real exchange-rate appreciation. I propose an economy in which agents are endowed with either tradable or... View Details

September 2023
Case

The Meteoric Rise of Skims

By: Ayelet Israeli, Jill Avery and Leonard A. Schlesinger

Since its founding in 2019 by Kim Kardashian and Jens Grede, Skims, a solutions-oriented brand creating the next generation of underwear, loungewear, and shapewear with an eye toward body-type and skin-tone inclusivity, has experienced a meteoric rise. Kardashian, who... View Details

Article

Breakthroughs and the 'Long Tail' of Innovation

The largely erroneous perception that breakthroughs are impossible to predict arises from the tendency to focus on just the breakthroughs while ignoring the iterative process of invention and its distribution of outcomes. When all inventions are considered, they... View Details

Keywords: Diversity; Collaborative Innovation and Invention; Independent Innovation and Invention; Innovation and Management; Business Processes; Performance Capacity; Performance Improvement

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23 May 2016
News

The Biggest Challenges of Data-Driven Manufacturing

2021
Article

Evidence of Decreasing Internet Entropy: The Lack of Redundancy in DNS Resolution by Major Websites and Services

By: Samantha Bates, John Bowers, Shane Greenstein, Jordi Weinstock, Jonathan Zittrain and Yunhan Xu

This paper analyzes the extent to which the Internet’s global domain name resolution (DNS) system has preserved its distributed resilience given the rise of cloud-based hosting and infrastructure. We explore trends in the concentration of the DNS space since at least... View Details

Keywords: Domain Name System; Resilience; Entropy; Internet and the Web; Infrastructure; Performance Effectiveness; Safety; Cybersecurity

March 7, 2024
Article

Integrating Digital Tools into Every Stage of Your Sales Strategy

By: Frank V. Cespedes and Georg Krentzel

In their growth and customer-acquisition activities, most companies now face twin challenges: understanding and responding to omni-channel buying behavior and doing that without inadvertently decreasing sales productivity. Thirty years ago, Peter Drucker noted that... View Details

Keywords: Sales Management; Digital Tools; Sales; Marketing Channels; Technology Adoption; Brands and Branding

2024
Working Paper

Migration, Climate Similarity, and the Consequences of Climate Mismatch

By: Marguerite Obolensky, Marco Tabellini and Charles Taylor

This paper examines the concept of “climate matching” in migration—the idea that migrants seek out destinations with familiar climates. Focusing on the US, we document that temperature distance between origin and destination predicts the distribution of migrants across... View Details

Keywords: Migration; Climate; Immigration; Residency; Weather; Ethnicity; Climate Change; Geographic Location; Policy; United States

2024
Book

Deals: The Economic Structure of Business Transactions

By: Guhan Subramanian and Michael Klausner

Drawing on real-life cases from a wide range of industries, two acclaimed experts offer a sophisticated but accessible guide to business deals, designed to maximize value for your side.

Business transactions take widely varying forms—from multibillion-dollar... View Details

Keywords: Negotiation; Contracts

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May 1981 (Revised May 1985)
Case

MEM Co., Inc.

By: John A. Quelch

The President of MEM Co., Inc. is assessing the proposed introduction of a new line of men's toiletries. He also must determine the best distribution channels and the size of the product's advertising budget. View Details

Keywords: Advertising; Distribution Channels; Budgets and Budgeting; Product Development; Beauty and Cosmetics Industry

February 2003 (Revised April 2006)
Case

Reaching the Bottom: UniGlobe's Small Local Stores Dilemma

By: Clayton M. Christensen and Lana Newishy

To distribute products to very small retailers in a very fragmented retail environment, the local subsidiary of a large consumer products company created an innovative distribution mechanism. The subsidiary's Small Local Stores division employed middlemen who... View Details

Keywords: Distribution Channels; Innovation and Invention; Consumer Products Industry; Philippines

05 Jul 2006
Working Paper Summaries

Exploring the Structure of Complex Software Designs: An Empirical Study of Open Source and Proprietary Code

Keywords: by Alan D. MacCormack, John Rusnak & Carliss Y. Baldwin; Video Game; Web Services

June 1983
Article

A Comparison of Tournaments and Contracts

By: Jerry R. Green and Nancy Stokey

Tournaments, reward structures based on rank order, are compared with individual contracts in a model with one risk-neutral principal and many risk-averse agents. Each agent's output is a stochastic function of his effort level plus an additive shock term that is... View Details

Keywords: Tournaments; Contracts

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