Publications

SSRN

Read Now

August 2020 (Revised March 2021)
Case

Migros Turkey: Scaling Online Operations (A)

By: Antonio Moreno and Gamze Yucaoglu

The case opens in November 2019 as Ozgur Tort and Mustafa Bartin, CEO and chief large-format and online retail officer of Migros Ticaret A.S. (Migros), Turkey’s oldest and one of its largest supermarket chains, are contemplating what the best fulfillment format and... View Details

Keywords: Retail; Grocery; Business Model; Emerging Markets; For-Profit Firms; Strategy; Digital Platforms; Information Technology; Technology Adoption; Value Creation; Globalization; Competition; Expansion; Logistics; Profit; Resource Allocation; Corporate Strategy; Turkey

January 2021 (Revised March 2022)
Case

Arçelik: From a Dealer Network to an Omnichannel Experience

By: Ayelet Israeli and Fares Khrais

Arçelik Turkey, the country’s market leader in household appliances, was at an omnichannel crossroads in January 2020. Arçelik was a B2B player utilizing a dealership network with an umbrella of brands and had one of the largest brick-and-mortar store networks in... View Details

22 Feb 2021
Book

Reaching Today's Omnichannel Customer Takes a New Sales Strategy

example of sales-related hyperbole, Cespedes points to the dire predictions that online buying will eventually cause the real-life “death of a salesman.” While online information sources affect selling,... View Details

Keywords: by Kristen Senz

February 2021
Case

Threadless: The Renewal of an Online Community

By: Shane Greenstein, Karim Lakhani and Christian Godwin

Threadless, an online apparel company and artist community which Jake Nickell founded in 2000, continued to maintain its status as a top company in the online apparel industry during its second decade. From 2010 to 2020, Threadless continued to operate its... View Details

24 Mar 2008
Research & Ideas

Reducing Risk with Online Advertising

How can online advertising fraud be detected and prevented? What should we look at, where should we look, and what methods and tools should we use? These questions are relevant to anyone who buys online... View Details

Keywords: by Martha Lagace; Video Game; Web Services

July 2022
Supplement

Solution for E-Commerce Analytics for CPG Firms (A): Estimating Sales

By: Ayelet Israeli

10 Dec 2013
Working Paper Summaries

Information and Incentives in Online Affiliate Marketing

Keywords: by Benjamin G. Edelman & Wesley Brandi; Publishing; Technology

February 2018
Case

Qualtrics (A)

By: Doug J. Chung and James M. Lattin

Qualtrics was an online survey research platform and since the beginning, the company had relied entirely on an inside sales model—sales done remotely without face-to-face contact with clients. The low-cost inside sales model, along with an emphasis on a strong sales... View Details

Keywords: Sales Strategy; Inside Sales Model; Sales; Strategy; Growth and Development Strategy; Organizational Change and Adaptation

September–October 2018
Article

Online MAP Enforcement: Evidence from a Quasi-Experiment

By: Ayelet Israeli

This paper investigates a manufacturer’s ability to influence compliance rates among its authorized online retailers by exploiting changes in the Minimum Advertised Price (MAP) policy and in dealer agreements. MAP is a pricing policy widely used by manufacturers to... View Details

Keywords: Pricing Policies; Pricing; Channel Management; Legal Aspects Of Business; Retail; Price; Policy; Governance Compliance; Distribution Channels; Management; Retail Industry

February 2018
Article

Auctions versus Posted Prices in Online Markets

By: Liran Einav, Chiara Farronato, Jonathan Levin and Neel Sundaresan

Auctions were very popular in the early days of internet commerce, but today online sellers mostly use posted prices. We model the choice between auctions and posted prices as a trade-off between competitive price discovery and convenience. Evidence from eBay fits the... View Details

Keywords: Internet and the Web; Auctions; Price

Read Now

12 Oct 2011
Research & Ideas

Creating Online Ads We Want to Watch

video we really want to see. But assuming a captive audience on these video sites may not make online marketers more effective at reaching consumers. Harvard Business School Assistant Professor Thales S. Teixeira notes that it's just as... View Details

Keywords: by Carmen Nobel; Consumer Products

07 May 2018
Research & Ideas

Why Online Retailers Should Hide Their Best Discounts

high-value customers.” It would almost be as if a high-end retailer such as Louis Vuitton or Gucci told people to go their outlet store first, Ngwe says. Huge gain in sales In a series of experiments involving a real View Details

Keywords: by Michael Blanding; Retail

Winter 2016
Article

Analytics for an Online Retailer: Demand Forecasting and Price Optimization

By: Kris J. Ferreira, Bin Hong Alex Lee and David Simchi-Levi

We present our work with an online retailer, Rue La La, as an example of how a retailer can use its wealth of data to optimize pricing decisions on a daily basis. Rue La La is in the online fashion sample sales industry, where they offer extremely limited-time... View Details

Keywords: Internet and the Web; Price; Forecasting and Prediction; Revenue; Sales; Retail Industry

Read Now

September 2003 (Revised May 2006)
Case

Eyeblaster: Enabling the Next Generation of Online Advertising

By: Elie Ofek

Eyeblaster management has to decide on the best course of action to sustain its momentum from enabling online rich media advertising. Pressure from competitors is forcing the company to re-evaluate its previous marketing strategy that focused primarily on getting... View Details

Keywords: Business Model; Marketing Strategy; Market Entry and Exit; Performance Evaluation; Digital Marketing; Growth and Development Strategy

22 Sep 2014
Op-Ed

Online Banks Fill Funding Needs for Small Business

Kabbage and can be referred to as online balance sheet lenders. Their loans typically are short-term, less than nine months, and fund working capital and inventory purchases. Many of these loan products operate similarly to a merchant... View Details

Keywords: by Karen Mills; Banking; Financial Services

Article

Positioning Brands Against Large Competitors to Increase Sales

By: Neeru Paharia, Jill Avery and Anat Keinan

We explore the effect of having a large dominant competitor and show the conditions under which focusing on a competitive threat, rather than hiding it, can actually help a brand. We demonstrate through lab and field studies that highlighting a large competitor's size... View Details

Keywords: Brands; Brand Management; Brand Positioning; Competitive Positioning; Brands and Branding; Marketing; Marketing Strategy; Consumer Products Industry; Retail Industry; Food and Beverage Industry; Air Transportation Industry; United States

17 Jun 2019
Working Paper Summaries

The Comprehensive Effects of a Digital Paywall Sales Strategy

Keywords: by Doug J. Chung, Ho Kim, and Reo Song; Media & Broadcasting

February 2018
Supplement

Qualtrics (C)

By: Doug J. Chung and James M. Lattin

Qualtrics was an online survey research platform and since the beginning, the company had relied entirely on an inside sales model—sales done remotely without face-to-face contact with clients. The low-cost inside sales model, along with an emphasis on a strong sales... View Details

Keywords: Inside Sales Model; Sales; Strategy; Growth and Development Strategy; Organizational Change and Adaptation