retailing - Publications - Faculty & Research

27 Aug 2019
Blog Post

Meet the PRIDE Club

Washington, DC and London offices, where he worked in the aerospace & defense and retail practices. A native of New Rochelle, New York, he graduated from the University of Pennsylvania in 2015 with a B.A. in Near Eastern Languages and... View Details

04 Jun 2007
Research & Ideas

Is Health Care Making You Better—or Dead?

hard. About 20 years ago, I did a series of cases on a retail health clinic called Health Stop. It was at the mall, and I thought it was great. The idea was, just like these guys now, you're sick, we're quick. Rather than going to an... View Details

Keywords: by Sean Silverthorne; Health

06 Dec 2018
News

Source Code

mornings-only class schedule, she spent the afternoons working retail at an athletic clothing shop. “I think it planted an entrepreneurial seed in me. I loved the hands-on aspect to it, I loved how you could see the results of what you... View Details

Keywords: Dan Morrell; illustrations by Daniel Hertzberg

Career Coach

Martha Tassinari

Martha (HBS '94) has been an executive coach and career counselor at HBS since 2007. She has helped thousands of MBA students, Alumni and Executive Education participants (GMP, PLD, OPM, New Path) identify and reach their career and professional development goals.... View Details

Keywords: Retail; Retail; Retail; Retail; Retail; Retail; Retail; Retail; Retail; Retail; Retail; Retail; Retail

07 Apr 2009
First Look

First Look: April 7, 2009

109-070 Commercial Director Prado wonders how to leverage the loyalty card information to prepare the fall 2008 budget. The case discusses the value of subjective and objective information for profit-planning purposes. Spanish children's apparel View Details

Keywords: Martha Lagace

12 Feb 2008
First Look

First Look: February 12, 2007

land and outgrowers for production, the addition of value-added processing to obtain premium prices, and the introduction of global certification to ensure food safety and meet retailer and consumer requirements. The case also discusses... View Details

Keywords: Martha Lagace

09 May 2017
First Look

New Research and Ideas, May 9

U.S. consumers. Despite years of offering samples to consumers, modifications to the naming and packaging design, the addition of new flavors, changes in the supermarkets where it placed its product, and offering retailers slotting... View Details

Keywords: Sean Silverthorne

24 Jun 2002
Research & Ideas

Building ’Brandtopias’—How Top Brands Tap into Society

anxieties about masculine identity by providing an affirmative, if sassy, alternative. These ads increased sales by 40 million cases. From 1993 onward, said Holt, Mountain Dew has led the carbonated soft drinks category in share growth, and now has passed many rivals... View Details

Keywords: by Martha Lagace

28 Oct 2013
News

The Federator

Keywords: Reva; Mahindra; Retail Trade; Retail Trade; Retail Trade; Retail Trade; Retail Trade; Retail Trade; Retail Trade; Retail Trade

16 Jul 2013
First Look

First Look: July 16

deliver, and evaluate Sullivan's sales calls on two important retail buyers, Sam Cartwright of Mothercare and Anthony Pierce of John Lewis. The main case provides relevant background information about Faraway's market opportunity,... View Details

Keywords: Anna Secino

01 Mar 2014
News

The Solution to the Global Food Crisis Just Might Come from Nigeria

consumer base: The middle class of Africa's most populous nation has been growing quickly, now accounting for 23 percent of the population, according to the African Development Bank. "There has to be a big middle class" to support this kind of View Details

Keywords: Francis Storrs; John H. Davis; Michael Halse; Crop Production; Agriculture; Administration of Economic Programs; Government; Food Manufacturing; Manufacturing

Research Summary

Overview

By: Jeffrey F. Rayport

Rayport focuses his teaching and research on launching and scaling technology ventures, with emphasis on digital media, e-commerce, and multi-channel retail. View Details

01 Jun 2011
News

A Former Buyer Turns Designer

Yaqub: Inspired by HBS field study. Photo courtesy Ammara Yaqub Other Newsmakers Bob Gannon (OPM 16, 1990) Diana ("Dido") Harding (MBA ’92) David Miller (MBA ’03) Allison O’Kelly (MBA ’99) Amos Schocken (MBA ’70) Mike Stone (MBA ’88) Tom Tiller (MBA ’91) Bill Wyman... View Details

Keywords: Retail Trade; Retail Trade; Retail Trade; Retail Trade; Retail Trade

15 Apr 2002
Research & Ideas

In the Virtual Dressing Room Returns Are A Real Problem

Many distinctive aspects of the textile and apparel industries present challenges to implementing electronic commerce. First, and perhaps most important, is the difficulty of accurately characterizing the product online. Many of the characteristics of a garment that... View Details

Keywords: by Jan Hammond & Kristin Kohler; Retail; Retail; Retail; Retail; Retail

August 2022
Supplement

Zalora: Data-Driven Pricing Recommendations

By: Ayelet Israeli

This exercise can be used in conjunction with the main case "Zalora: Data-Driven Pricing" to facilitate class discussion without requiring data analysis from the students. Instead, the exercise presents reports that were created by the data science team to answer the... View Details

Keywords: Pricing; Pricing Algorithms; Dynamic Pricing; Ecommerce; Pricing Strategy; Pricing And Revenue Management; Apparel; Singapore; Startup; Demand Estimation; Data Analysis; Data Analytics; Exercise; Price; Internet and the Web; Retail Industry; Retail Industry; Retail Industry; Singapore

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September 2020 (Revised July 2022)
Supplement

Spreadsheet Supplement to Artea (B) and (C)

By: Eva Ascarza and Ayelet Israeli

Spreadsheet Supplement to "Artea (B): Including Customer-level Demographic Data" and "Artea (C): Potential Discrimination through Algorithmic Targeting" View Details

Keywords: Gender; Race; Diversity; Marketing; Customer Relationship Management; Demographics; Prejudice and Bias; Retail Industry; Retail Industry; Retail Industry; United States

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September 2020 (Revised July 2022)
Exercise

Artea (C): Potential Discrimination through Algorithmic Targeting

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; Prejudice and Bias; Retail Industry; Retail Industry; Retail Industry; United States

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September 2020 (Revised July 2022)
Teaching Note

Algorithmic Bias in Marketing

By: Ayelet Israeli and Eva Ascarza

Teaching Note for HBS No. 521-020. This note focuses on algorithmic bias in marketing. First, it presents a variety of marketing examples in which algorithmic bias may occur. The examples are organized around the 4 P’s of marketing – promotion, price, place and... View Details

Keywords: Marketing; Race; Ethnicity; Gender; Diversity; Prejudice and Bias; Decision Making; Ethics; Customer Relationship Management; Retail Industry; Retail Industry; Retail Industry; United States

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February 2018 (Revised June 2019)
Case

Jaguar Capital S.A.S., Take the Money and Run?

By: Nori Gerardo Lietz and Sayiddah Fatima McCree

In January 2014, Tomas Uribe and Rodrigo Sanchez-Rios of Jaguar Capital S.A.S. (Jaguar or Jaguar Capital), were considering an offer from White Stone, the world’s largest private equity real estate investor. Jaguar Capital needed capital to fund its investment thesis,... View Details

Keywords: Real Estate; Investing; Private Equity Financing; Deal Structuring; Emerging Market; Emerging Economies; Emerging Market Finance; International Entrepreneurship; Finance; Entrepreneurship; Agreements and Arrangements; Emerging Markets; Retail Industry; Retail Industry; Retail Industry; Colombia; Latin America; United States

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February 1985 (Revised July 1993)
Case

Puritan Drug Co.

David Thomas takes his first sales management assignment and is faced with a sales rep revolt because of a possible territory reorganization. In addition, his sales division is performing well below the national average. Rewritten version of a case by R.Z. Sorenson. View Details

Keywords: Salesforce Management; Conflict and Resolution; Retail Industry; Retail Industry; Retail Industry

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