Offline Sales - Publications - Faculty & Research

14 Feb 2017
First Look

First Look at New Research: February 14

the scientists themselves. Publisher's link: https://www.hbs.edu/faculty/Pages/item.aspx?num=52220 January 2017 American Economic Review Are Online and Offline Prices Similar? Evidence from Large Multi-Channel Retailers By: Cavallo,... View Details

Keywords: Sean Silverthorne

16 May 2000
Research & Ideas

Getting the Message: How the Internet is Changing Advertising

them come to you," Deighton adds. DoubleClick's area of expertise involves its ability to package media on the Web to meet the goals of marketers and its employment of technology to facilitate using the Web as an advertising vehicle. In addition to acting as a... View Details

Keywords: by Susan Young

Web

Becoming an Entrepreneur - Alumni

offer--YEA!! In this webinar, Steve Kirschner describes key marketing stratagems to help ensure you maximize the M&A valuation in the private sale of your company. Incubators & Organizations + – Incubators Incubators are organizations... View Details

10 Jul 2018
First Look

New Research and Ideas, July 10, 2018

easy to compare online, discount coupons and codes have high uptake, and sellers often bear the cost of shipping products to buyers. In addition to these factors, online selling precludes many methods of price discrimination exercised in View Details

Keywords: Dina Gerdeman

01 Sep 2015
News

Is the Auction House of the Future Online?

Fifteen-year-old Saffronart, cofounded by Dinesh Vazirani (MBA 1994), was one of the earliest entrants, creating both a market for Indian art and an early model for bringing offline auctions online—one that has been copied by many. Even... View Details

Keywords: April White; Wu-Tang Clan

01 Sep 2018
News

The True Value of a Tweet

inherently like the brand in the offline sense of the word more than those who haven’t. And we don’t know what would have happened if they hadn’t liked the brand on Facebook. We did a series of studies to try to disentangle that. And we... View Details

Keywords: Jen McFarland Flint

17 Nov 2020
In Practice

How Retailers Can Thrive in a Shopping Season Like No Other

retailers. To survive in this environment, cost cutting—including the renegotiation of rental contracts—is of paramount importance, especially in the short term. But the real imperatives are: Finding ways to build advantage on attributes of the shopping experience for... View Details

Keywords: by Danielle Kost; Retail

28 Oct 2019
Research & Ideas

Brick-and-Mortar Stores Are Making a Comeback

will not survive are the retailers that are more like a warehouse, or just physical repositories of goods. Real estate is too expensive for that purpose. The opportunity to think about online and offline as complementary channels has... View Details

Keywords: by Jen McFarland Flint; Retail

17 Mar 2021
Research & Ideas

Beyond Pajamas: Sizing Up the Pandemic Shopper

came true. Sales of pajamas more than doubled in 2020 compared with 2019, the fastest growth among clothing categories, while sales of suits and dresses fell. In contrast to popular opinion, View Details

Keywords: by Ayelet Israeli, Eva Ascarza, and Laura Castrillo; Retail

08 Jul 2014
First Look

First Look: July 8

distribution. The new strategy paid off-Durex condom sales increased threefold in China, and market share increased by over 10%. RB now wanted to generate the same results for its other brands in the country and needed to decide how to... View Details

Keywords: Carmen Nobel

18 Jul 2018
Blog Post

Amira Rashad: An Ambidextrous Mind Meets Consumer Needs in the Middle East

There, she arrived at a crucial insight: "CPG brands were spending big on equity advertising, but they could not directly link sales and ad buys to show ROI. I really felt there was a need we had to address – for an ecommerce platform... View Details

07 May 2018
Research & Ideas

Why Online Retailers Should Hide Their Best Discounts

to create the virtual equivalent of the back-of-store bargain bin. They argue those changes would not only improve retailers’ bottom lines, but, somewhat counterintuitively, could benefit customers as well. “We are taking the know-how and best practices from the View Details

Keywords: by Michael Blanding; Retail

25 May 2010
First Look

First Look: May 25

MaterialsHarvard Business School Executive Education: Balancing Online and Offline Marketing John Deighton and Leora KornfeldHarvard Business School Case 510-091 How does a small business set its online media budget? The HBS Executive... View Details

Keywords: Martha Lagace

08 Sep 2015
First Look

September 8, 2015

https://www.hbs.edu/faculty/Pages/item.aspx?num=49543 Misconduct in Financial Services: Differences Across Organizations By: Brown, Jennifer, and Dylan Minor Abstract—We examine misconduct in financial services. We propose a theory in which experts extract surplus based... View Details

Keywords: Carmen Nobel

01 Jun 2014
News

Alumni and Faculty Books for June 2014

the long term. Faculty Books Aligning Strategy and Sales: The Choices, Systems, and Behaviors that Drive Effective Selling by Frank V. Cespedes (Harvard Business Review Press) Although US companies invest almost $900 billion annually in their View Details

01 Apr 2000
News

Getting the Message

the goals of marketers and its employment of technology to facilitate using the Web as an advertising vehicle. In addition to acting as a sales representative for select Web site publishers and advertisers, the company licenses the... View Details

Keywords: Susan Young

20 Aug 2024
Book

Why Competing With Tech Giants Requires Finding Your Own Edge

potential participants in their ecosystems.” Leveraging the momentum and great reviews on Amazon, the company started selling through its direct-to-consumer websites as well as penetrating other sales channels. For example, Anker also... View Details

Keywords: by Feng Zhu; Technology; Information Technology

05 Mar 2019
First Look

New Research and Ideas, March 5, 2019

performance? Should a company choose to be in the sales prevention business? Purchase this case:https://cb.hbsp.harvard.edu/cbmp/product/619018-PDF-ENG Harvard Business School Case 318-111 Gilead Mexico With a breakthrough cure for... View Details