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- All HBS Web (220)
- Faculty Publications (75)
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- March 2019
- Case
HOPI: Turkey's Shopping Companion
By: Sunil Gupta, Donald Ngwe and Gamze Yucaoglu
The case opens in 2017 as Onur Erbay, CEO of HOPI, a multi-vendor loyalty platform, is contemplating a critical decision. The case chronicles the origins of Boyner Group, the parent company of HOPI and a major retailer in Turkey, and development of retail and customer... View Details
Keywords: Loyalty Programs; Multi-vendor Platform; Retail; Big Data; Customer Relationship Management; Mobile and Wireless Technology; Business Model; Analytics and Data Science; Competitive Strategy; Decision Making; Applications and Software; Digital Platforms; Retail Industry; Retail Industry; Turkey
Gupta, Sunil, Donald Ngwe, and Gamze Yucaoglu. "HOPI: Turkey's Shopping Companion." Harvard Business School Case 519-057, March 2019.
- October 2012 (Revised April 2014)
- Case
Troubles at Tesco, 2012
By: John R. Wells and Galen Danskin
It was October 3rd, 2012, and all was not well at Tesco, the UK's largest supermarket chain with revenues of £64.5 billion ($104 billion). CEO Philip Clarke unveiled the first half-year profit drop in almost 20 years and, in the UK, the majors Asda and Sainsbury were... View Details
Wells, John R., and Galen Danskin. "Troubles at Tesco, 2012." Harvard Business School Case 713-452, October 2012. (Revised April 2014.)
- December 2019
- Article
The Impact of Increasing Search Frictions on Online Shopping Behavior: Evidence from a Field Experiment
By: Donald Ngwe, Kris J. Ferreira and Thales Teixeira
Many online stores are designed such that shoppers can easily access any available discounted products. We propose that deliberately increasing search frictions by placing small obstacles to locating discounted items can improve online retailers’ margins and even... View Details
Keywords: Online Retailing; Friction; Effor; Search Costs; Price Discrimination; Marketing; Consumer Behavior; Strategy; Price; E-commerce; Retail Industry; Retail Industry
Ngwe, Donald, Kris J. Ferreira, and Thales Teixeira. "The Impact of Increasing Search Frictions on Online Shopping Behavior: Evidence from a Field Experiment." Journal of Marketing Research (JMR) 56, no. 6 (December 2019): 944–959.
- 2019
- Working Paper
The Impact of Increasing Search Frictions on Online Shopping Behavior: Evidence from a Field Experiment
By: Donald Ngwe, Kris J. Ferreira and Thales Teixeira
Many online stores are designed such that shoppers can easily access any available discounted products. We propose that deliberately increasing search frictions by placing small obstacles to locating discounted items can improve online retailers’ margins and even... View Details
Keywords: E-commerce; Online Retailing; Friction; Effor; Search Costs; Price Discrimination; Consumer Behavior; Price; Search Technology
Ngwe, Donald, Kris J. Ferreira, and Thales Teixeira. "The Impact of Increasing Search Frictions on Online Shopping Behavior: Evidence from a Field Experiment." Harvard Business School Working Paper, No. 19-080, January 2019.
- December 1992
- Supplement
Wal-Mart Ventures into Mexico
By: David B. Yoffie and Jonathan Ginns
Introduces Wal-Mart's initial plans to enter the Mexican retail market. Designed for use with Wal-Mart Stores' Discount Operations. View Details
Yoffie, David B., and Jonathan Ginns. "Wal-Mart Ventures into Mexico." Harvard Business School Supplement 793-071, December 1992.
- September 2010
- Case
New Heritage Doll Company
By: Timothy A. Luehrman and Heide Abelli
A manufacturer and retailer of specialty doll products must decide which of two projects to fund. The decision requires the student to compute cash flows for the 2 projects, discount values to the present and compare and contrast different project performance measures. View Details
Keywords: Forecasting; Resource Management; Resource Allocation; Forecasting and Prediction; Capital Budgeting; Retail Industry; Retail Industry; Retail Industry
Luehrman, Timothy A., and Heide Abelli. "New Heritage Doll Company." Harvard Business School Brief Case 104-212, September 2010.
- December 2021 (Revised May 2025)
- Case
Bed Bath & Beyond: The New Strategy to Drive Shareholder Value
By: Benjamin C. Esty and Daniel W. Fisher
At one time, Bed Bath & Beyond was one of the most successful specialty retailers in the United States—its growth and profit margins far exceeded both peer retailers in the home goods market as well as many other discount retailers. But in 2014, its stock price peaked,... View Details
Keywords: Competitive Strategy; Competitive Advantage; Value Creation; Diversification; Corporate Governance; Leading Change; Performance Evaluation; Valuation; Investment Activism; Retail Industry; Retail Industry; United States
Esty, Benjamin C., and Daniel W. Fisher. "Bed Bath & Beyond: The New Strategy to Drive Shareholder Value." Harvard Business School Case 722-408, December 2021. (Revised May 2025.)
- 2010
- Case
New Heritage Doll Company: Capital Budgeting: Brief Case No. 4212.
By: Timothy A. Luehrman and Heide Diener Abelli
A manufacturer and retailer of specialty doll products must decide which of two projects to fund. The decision requires the student to compute cash flows for the 2 projects, discount values to the present and compare and contrast different project performance measures. View Details
- February 2003 (Revised December 2006)
- Case
Toys "R" Us (A)
By: Michael G. Rukstad, Dennis A. Yao and Cate Reavis
In 1992, Toys "R" Us, the pioneer of the "category killer" retail format, faced significant competitive threats from mass discounters and warehouse clubs and was losing market share. This case explores the dynamic sustainability of Toys "R" Us's retailing model, its... View Details
Keywords: Risk Management; Competition; Supply and Industry; Power and Influence; Retail Industry; United States
Rukstad, Michael G., Dennis A. Yao, and Cate Reavis. Toys "R" Us (A). Harvard Business School Case 703-445, February 2003. (Revised December 2006.)
- April 2019
- Case
Walmart Update, 2019
By: David B. Yoffie and Daniel Fisher
In 2019 Walmart was still the world's largest company, with over $500 billion in annual revenue and operations around the world. Although it had mostly vanquished its rival discount retailers in the U.S., it was struggling to find the right growth strategy. Facing a... View Details
Keywords: E-Commerce Strategy; Strategy; Competitive Strategy; Business Growth and Maturation; Growth and Development Strategy; Global Range; Business Strategy; Corporate Strategy; E-commerce; Retail Industry
Yoffie, David B., and Daniel Fisher. "Walmart Update, 2019." Harvard Business School Case 719-504, April 2019.
- 10 Jan 2011
- Research & Ideas
Is Groupon Good for Retailers?
Explain the theoretical model you describe in your paper and how it can help retailers decide whether a voucher service like Groupon makes sense for them. A: We present a model of online discount vouchers... View Details
- 17 Dec 2019
- Working Paper Summaries
Does Apple Anchor a Shopping Mall? The Effect of the Technology Stores on the Formation of Market Structure
- June 2009 (Revised January 2011)
- Case
Target Corporation: Ackman versus the Board
By: Krishna G. Palepu, Suraj Srinivasan and James Weber
After 15 years of great performance, Target's faltering performance during an economic downturn led an activist shareholder to initiate a proxy fight. Target Corporation, the second largest discount store retailer in the U.S., had competed successfully against industry... View Details
Keywords: Financial Crisis; Investment Activism; Governing and Advisory Boards; Business and Shareholder Relations; Business Strategy; Value; Retail Industry
Palepu, Krishna G., Suraj Srinivasan, and James Weber. "Target Corporation: Ackman versus the Board." Harvard Business School Case 109-010, June 2009. (Revised January 2011.)
- May 2009
- Case
Ceres Gardening Company: Funding Growth in Organic Products
By: John H. McArthur and Sunru Yong
Ceres is a leading player in the growing organic gardening industry, selling seeds, small plants, and related items. Their distribution depends heavily on retail sales through independent nurseries and garden centers. Because these small dealers are unable to finance... View Details
Keywords: Accounting Procedures; Marketing; Business Growth; Plant-Based Agribusiness; Marketing Strategy; Expansion; Business Growth and Maturation; Marketing Channels; Credit; Financial Statements; Sales; Retail Industry; Retail Industry
McArthur, John H., and Sunru Yong. "Ceres Gardening Company: Funding Growth in Organic Products." Harvard Business School Brief Case 094-017, May 2009.
- September 1998 (Revised July 1999)
- Case
Costco Companies, Inc.
By: David E. Bell and Ann Leamon
Costco Companies, one of the major players in the wholesale club industry, has developed a new class of membership that offers discounted services--auto, health, and home insurance, business credit card processing, real estate services--in exchange for a higher annual... View Details
Keywords: Cost vs Benefits; Cost Management; Brands and Branding; Marketing Strategy; Supply and Industry; Service Delivery; Service Operations; Risk and Uncertainty; Retail Industry
Bell, David E., and Ann Leamon. "Costco Companies, Inc." Harvard Business School Case 599-041, September 1998. (Revised July 1999.)
- 2010
- Book
The New Science of Retailing: How Analytics Are Transforming the Supply Chain and Improving Performance
By: Marshall Fisher and Ananth Raman
Retailers today are drowning in data but lacking in insight: They have huge volumes of information at their disposal. But they're unsure of how to sort through it and use it to make smart decisions. The result? They're struggling with profit-sapping supply chain... View Details
Keywords: Profit; Knowledge Use and Leverage; Logistics; Supply Chain Management; Mathematical Methods; Retail Industry
Fisher, Marshall, and Ananth Raman. The New Science of Retailing: How Analytics Are Transforming the Supply Chain and Improving Performance. Harvard Business Press, 2010.
- December 2005 (Revised February 2006)
- Case
Migros
By: Forest L. Reinhardt, Vincent Marie Dessain and Anders Sjoman
In October 2005, Urs Riedener, head of marketing at Swiss retailer Migros, is contemplating the company's competitive position. Primarily a retailer for foods and near-foods products, the cooperative Migros, with close to 600 retail outlets in Switzerland (but only... View Details
- 10 Jul 2018
- First Look
New Research and Ideas, July 10, 2018
offerings with price-insensitive consumers. Download working paper: https://www.hbs.edu/faculty/Pages/item.aspx?num=52177 Fake Discounts Drive Real Revenues in Retail By: Ngwe, Donald Abstract—Prices in a... View Details
Keywords: Dina Gerdeman
- April 2017 (Revised October 2017)
- Case
Wal-Mart Update, 2017
By: David B. Yoffie and Eric Baldwin
In 2017 Wal-Mart was still the world’s largest company, with over $480 billion in annual revenue and operations in 28 countries. Although it had mostly vanquished its rival discount retailers in the U.S., it was struggling to find the right growth strategy. Facing a... View Details
Keywords: E-Commerce Strategy; Strategy; Competitive Strategy; Business Growth and Maturation; Growth and Development Strategy; Global Range; Business Strategy; Corporate Strategy; E-commerce; Retail Industry
Yoffie, David B., and Eric Baldwin. "Wal-Mart Update, 2017." Harvard Business School Case 717-468, April 2017. (Revised October 2017.)
- September 1995 (Revised December 1997)
- Case
Philip Morris: Marlboro Friday (A)
By: Alvin J. Silk and Bruce Isaacson
On April 2, 1993 Philip Morris USA launched an elaborate integrated program of consumer and retail promotions of unspecified duration that effectively slashed the retail price of its flagship brand, Marlboro, by 20% in the U.S. market. This program represented a major... View Details
Keywords: Competition; Price; Marketing Strategy; Market Participation; Brands and Branding; Consumer Products Industry; United States
Silk, Alvin J., and Bruce Isaacson. "Philip Morris: Marlboro Friday (A)." Harvard Business School Case 596-001, September 1995. (Revised December 1997.)