Offline Sales - Publications - Faculty & Research

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

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

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

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

14 Oct 2013
Research & Ideas

Blockbuster! Why Star Power Works

that actual data on how markets are evolving tell a much different story than what Anderson predicted. As demand shifts from offline retailers with limited shelf space to online channels with much larger assortments, the View Details

Keywords: by Sean Silverthorne; Entertainment & Recreation

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

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

21 Nov 2006
First Look

First Look: November 21, 2006

social networking industry in 2003, but has been overtaken by MySpace and Facebook. The two options are: 1) offer new features to help members enhance their offline lives, such as arranging events with their friends; and 2) offer... View Details

Keywords: Sean Silverthorne

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

15 Apr 2002
Research & Ideas

In the Virtual Dressing Room Returns Are A Real Problem

product categories on the Internet. An analysis by Harris Interactive ecommercePulse computed the ratio of dollars consumers spent offline as a result of online shopping to dollars spent online. The greater the ratio, the more likely that... View Details

Keywords: by Jan Hammond & Kristin Kohler; Apparel & Accessories; Fashion; Consumer Products; Manufacturing; Retail

04 Dec 2007
First Look

First Look: December 4, 2007

but online dating websites force them to screen by searchable attributes (such as income, or religion). We demonstrate that people spend too much time searching for options online for too little payoff in offline dates (Study 1), in part... View Details