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  • 26 Jul 2006
  • Research & Ideas

The Strategic Way to Go to Market

players are good at it, like Haworth and Atlas Copco. Distributors and retailers could be channel stewards too. Wal-Mart, Best Buy (consumer electronics), and HEB (supermarkets) are all discussed in the book. Q: You point to the auto... View Details
Keywords: by Sean Silverthorne
  • 20 Jan 2017
  • Research & Ideas

Here’s How Businessman Trump Is Likely to Approach the Presidency

confidence. Their continued enthusiasm to lobby their senators and representatives will be important to his ability to legislate his campaign promises. Governing as president therefore requires a combination of “push” and “pull” marketing. Coca–Cola pushes its products... View Details
Keywords: by Christina Pazzanese
  • Web

2018 Symposium - Race, Gender & Equity

Program 26 times, and daytime program twice. Both are records. He has taught in Africa, Australia, Canada, Germany, Hong Kong, India, Mexico, Philippines and Vienna. Before becoming a professor, he owned and operated two manufacturing firms and one View Details
  • 01 Sep 2012
  • News

High Honors

Profiles & photographs by Susan Young Cynthia Carroll, MBA 1989 CARROLL: Discussing safety awards in her London office. Photographs by Susan Young This year's recipients join a distinguished group. Video portrait of this year's honorees. Shortly after she was named... View Details
Keywords: Susan Young; Miscellaneous Store Retailers; Miscellaneous Store Retailers; Miscellaneous Store Retailers; Miscellaneous Store Retailers; Miscellaneous Store Retailers; Miscellaneous Store Retailers; Miscellaneous Store Retailers; Miscellaneous Store Retailers
  • 10 Feb 2015
  • First Look

First Look: February 10

through the intermediary. We show that this leads to inflated retail prices, excessive adoption of the intermediaries' services, over-investment in benefits to buyers, and a reduction in consumer surplus and sometimes welfare. Competition... View Details
Keywords: Sean Silverthorne
  • 23 Apr 2014
  • HBS Case

Are Electronic Cigarettes a Public Good or Health Hazard?

and analysis," says Quelch. A Smoking Market Uncertainty over health data hasn't hurt the product's popularity. In 2013, electronic cigarettes tripled in sales in the US to approximately $3 billion. (The overall tobacco retail market... View Details
Keywords: by Michael Blanding; Food & Beverage; Advertising
  • 09 Aug 2013
  • Research & Ideas

Read All About It: Digital CEO Buys Traditional Media!

third-party retail sales might cannibalize some of Amazon's own revenues in certain product categories. Then Amazon went a step further with its Prime membership announcement, offering participants free shipping for all transactions for... View Details
Keywords: by Jim Aisner; Journalism & News; Publishing
  • 07 Aug 2012
  • Research & Ideas

Off and Running: Professors Comment on Olympics

commercial buildings in the asset mix. Cities don't claim that office buildings, retail malls, or factories were built for the Games. Even Olympic housing is seldom successfully transformed into apartments or public housing once the... View Details
Keywords: Re: Multiple Faculty; Sports
  • 23 Jun 2003
  • Research & Ideas

Psychology, Pathology, and the CEO

market share. Its Mach3 shaving system was a blockbuster product, but the company was suffering the effects of its own reliance on trade loading—the practice of offering discounts to retail customers at the end of a quarter in order to... View Details
Keywords: by Rosabeth Moss Kanter
  • 01 Feb 1999
  • News

Fred Lazarus: Art Work at the Office

Lazarus puts it, that have characterized his career. He enrolled at HBS directly out of Claremont McKenna College in Claremont, California, with plans of going into retailing. "Business school convinced me that retailing was not what I... View Details
Keywords: Jeffrey Lazar
  • September 2020 (Revised July 2022)
  • Exercise

Artea (B): Including Customer-Level Demographic Data

By: Eva Ascarza and Ayelet Israeli
This collection of exercises aims to teach students about 1)Targeting Policies; and 2)Algorithmic bias in marketing—implications, causes, and possible solutions. Part (A) focuses on A/B testing analysis and targeting. Parts (B),(C),(D) Introduce algorithmic bias. The... View Details
Keywords: Targeting; Algorithmic Bias; Race; Gender; Marketing; Diversity; Customer Relationship Management; Demographics; Prejudice and Bias; Retail Industry; Retail Industry; Retail Industry; United States
Related
  • November 2018 (Revised June 2019)
  • Case

Michael Rubin and Fanatics (A)

By: Robert F. Higgins and John Masko
In 2016, Michael Rubin’s Fanatics was the U.S.’ largest sports e-commerce company and operator of the official online store for all the major American sports leagues. That year, Fanatics began to dabble in manufacturing licensed sports merchandise, securing limited... View Details
Keywords: Fanatics; Licensed Merchandise; E-commerce; Entrepreneurship; Strategy; Organizational Change and Adaptation; Sports; Retail Industry; Retail Industry; Retail Industry; United States
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  • January 2017 (Revised April 2018)
  • Background Note

Introduction to Incentive-based Sales Compensation Systems

By: Willy Shih
This background note explains the structure of incentive-based sales compensation systems. View Details
Keywords: Sales Compensation; Sales Force Compensation; Sales Force Management; Sales; Salesforce Management; Compensation and Benefits; Motivation and Incentives; Retail Industry; Retail Industry; Retail Industry; United States
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  • 12 Jul 2013
  • News

First Non-family Member to Head Ford Is Dead at 93

Keywords: Philip Caldwell (MBA 1942); Retail Trade; Retail Trade; Retail Trade
  • 08 Dec 2015
  • First Look

December 8, 2015

increased service quality competition lead to customer defection, and which customers are most likely to defect? Our empirical analysis of 82,235 customers exploits the varying competitive dynamics in 644 geographically isolated markets in which a nationwide View Details
Keywords: Sean Silverthorne
  • 18 Feb 2014
  • First Look

First Look: February 18

a good investment? What are the risks associated with the project? Could Value Retail pursue its outlet strategy in Italy? Includes color exhibits. Purchase this case:... View Details
Keywords: Sean Silverthorne
  • 17 Aug 2010
  • First Look

First Look: August 17

Users will learn how to produce and interpret demand curves and calculate the price elasticity of demand. The concepts of revenue, costs, contribution margin, gross margin, and net income will be introduced to inform profitability analyses. Finally, View Details
Keywords: Martha Lagace
  • 03 Jul 2018
  • First Look

New Research and Ideas, July 3, 2018

Party City In 2005, Berkshire Partners, a Boston-based private equity firm specializing in growth equity, was one year into their ownership of Amscan, the market leader of designed, manufactured, and distributed decorated party goods and accessories. However, Amscan's... View Details
Keywords: Dina Gerdeman
  • 20 Mar 2013
  • Research & Ideas

How CEOs Sustain Higher-Ambition Goals

Systembolaget AB, a retailer of wines, beers, and spirits. "I've never had a problem finding that ambition on the board." “I find that boardrooms are filled with people who want to be proud of what they're doing” When companies are... View Details
Keywords: by Dina Gerdeman
  • 08 Nov 2011
  • First Look

First Look: Nov. 8

losses are concentrated among public-to-private buyouts and transactions involving firms in the service and retail sectors. But target firms also create more new jobs at new establishments, and they acquire and divest establishments more... View Details
Keywords: Sean Silverthorne