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  • May 2007 (Revised November 2019)
  • Case

Dollar General (A)

By: Willy Shih, Stephen P. Kaufman and Rebecca McKillican
Dollar General Corporation (DG) operates one of the leading chains of extreme value retailers in the United States. 2006 revenues reached $9.2 billion, making DG the 6th largest mass retailer in the country. With revenues growing at 9% annually over the five-year... View Details
Keywords: Business Model; Family Business; Disruptive Innovation; Growth and Development Strategy; Competitive Advantage; Retail Industry; United States
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  • 15 Feb 2011
  • First Look

First Look: Feb. 15

cycles in turn can arise when a subset of firms adopt the strategy of vertically permeable boundaries. Such firms are vertically integrated in the sense of participating in multiple stages of the value chains, but their internal upstream units also sell into and... View Details
Keywords: Sean Silverthorne
  • 17 Jun 2013
  • Research & Ideas

Advertising Symbiosis: The Key to Viral Videos

about the product so you could discover whether you wanted to buy it. But now we have all the information about all the new products available to us online. Now, we want ads to entertain us." But making an... View Details
Keywords: by Carmen Nobel; Advertising
  • Article

Know Your Customers' 'Jobs to Be Done'

By: Clayton M. Christensen, Taddy Hall, Karen Dillon and David S. Duncan
Firms have never known more about their customers, but their innovation processes remain hit-or-miss. Why? According to Christensen and his coauthors, product developers focus too much on building customer profiles and looking for correlations in data. To create... View Details
Keywords: Customer Relationship Management
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  • November–December 2022
  • Article

Can AI Really Help You Sell?: It Can, Depending on When and How You Implement It

By: Jim Dickie, Boris Groysberg, Benson P. Shapiro and Barry Trailer
Many salespeople today are struggling; only 57% of them make their annual quotas, surveys show. One problem is that buying processes have evolved faster than selling processes, and buyers today can access a wide range of online resources that let them evaluate products... View Details
Keywords: Sales; AI and Machine Learning; Customers
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  • January 2018 (Revised November 2018)
  • Case

Index

By: Jose Alvarez and Julia Kelley
In December 2017, Marc Freed-Finnegan and Jonathan Wall, the co-founders of retail technology company Index, had to discuss the company’s direction as they entered 2018. Five years earlier, Freed-Finnegan and Wall had founded Index after observing the technological... View Details
Keywords: Product Launch; Product Positioning; Sales; Strategy; Marketing Strategy; Retail Industry; Technology Industry
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  • 06 Mar 2017
  • Research & Ideas

Why Comparing Apples to Apples Online Leads To More Fruitful Sales

Online, consumers are more likely to buy when a product grouping display contains like items. Source: Mik22 In online retail displays, items pictured next to your product may make or break a decision to buy... View Details
Keywords: by Dina Gerdeman; Retail; Advertising
  • 26 Feb 2013
  • First Look

First Look: Feb. 26

award program decreased plant productivity by 1.4%, and that positive effects from awards are accompanied by more complex employee responses that limit program effectiveness. Download the paper: http://ssrn.com/abstract=2215922 Do Display View Details
Keywords: Sean Silverthorne
  • 17 Sep 2001
  • Research & Ideas

Let Customers Call the Shots

Q: Your working paper uses the stories of three different companies—YesMail, TiVo and Clust.com—as a lens for examining consumer empowerment. YesMail is based on opt-in advertising, TiVo offers interactive TV services, and Clust, until it recently changed its business... View Details
Keywords: by Martha Lagace
  • 27 Jun 2024
  • Research & Ideas

Gen AI Marketing: How Some 'Gibberish' Code Can Give Products an Edge

into favoring their own products by adding a carefully crafted short text sequence to online product descriptions. The study explores whether marketers “can game these models to get the answers that they are seeking to advantage their own... View Details
Keywords: by Ben Rand; Technology
  • August 2022
  • Background Note

Retail Media Networks

By: Eva Ascarza, Ayelet Israeli and Celine Chammas
In 2022, retail media was one of the fastest growing segments in digital advertising. A retail media network (RMN) allows a retailer to use its assets for advertising. Retailers set up an advertising business by allowing marketers to buy advertising space across their... View Details
Keywords: Advertisers; Advertising Media; Media And Broadcasting Industry; Retail; Retail Analytics; Retail Promotion; Retailing; Ecommerce; E-Commerce Strategy; E-commerce; Marketing Communication; Targeting; Targeted Advertising; Targeted Marketing; Advertising; Marketing; Marketing Communications; Marketing Strategy; Brands and Branding; Media; Marketing Channels; Retail Industry; Consumer Products Industry; Advertising Industry; United States
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  • 10 Oct 2011
  • Research & Ideas

Retailing Revolution: Category Killers on the Brink

category levels, which over time would destroy the economics of the entire store. Amazon.com and other e-commerce players did a tremendous job focusing on goods and categories that shoppers were now willing to buy via the Internet, such... View Details
Keywords: by Rajiv Lal & Jose B. Alvarez; Retail
  • 26 May 2009
  • Research & Ideas

Improving Market Research in a Recession

Editor's Note: Harvard Business School professor John Quelch writes a blog on marketing issues, called Marketing Know: How, for Harvard Business Online. It is reprinted on HBS Working Knowledge. Recession-challenged consumers are buying... View Details
Keywords: by John Quelch
  • 23 Aug 2011
  • First Look

First Look: August 23

intervention (red= "unhealthy"; yellow= "less healthy"; green= "healthy"). Phase 2 added a 3-month choice architecture intervention which increased visibility and convenience of some green items. We compared... View Details
Keywords: Sean Silverthorne
  • 20 Jun 2011
  • Lessons from the Classroom

Fame, Faith, and Social Activism: Business Lessons from Bono

with Apple for an early release on iTunes of the single "Vertigo," and the video was featured in an Apple ad campaign. "We turned advertising into a rock video," Bono said at the time. That's not selling out, he said. "It's exciting."... View Details
Keywords: by Kim Girard; Entertainment & Recreation
  • 30 May 2000
  • Research & Ideas

Market Makers Bid for Success

languages in many countries. We've been building that infrastructure ever since. Since we started, we've added a lot of technology to the marketplace over time and utilized the World Wide Web. And we've changed the pricing model quite a... View Details
Keywords: by Staff; Web Services; Technology
  • 01 Nov 2016
  • First Look

First Look - November 1, 2016

conversely, the flaunting of a busy life and a dearth of leisure time. In addition, people’s relative interest in buying luxury experiences versus luxury products is increasing. Technology has introduced new business models, such as... View Details
Keywords: Sean Silverthorne
  • 17 Oct 2007
  • Research & Ideas

Why Global Brands Work

Nissan, and Honda sold standard products under a single brand umbrella. For decades, Ford adapted its manufacturing platforms, features, and model names from one country to another. The results: added manufacturing and supply chain costs... View Details
Keywords: by John A. Quelch; Auto
  • 19 Jan 2011
  • First Look

First Look: Jan. 18

http://press.princeton.edu/titles/9390.html Why You Aren't Buying Venezuelan Chocolate Author:Rohit Deshpandé Publication:Harvard Business Review 88, no. 12 (December 2010) Abstract The article discusses the "provenance... View Details
Keywords: Sean Silverthorne
  • 02 Apr 2008
  • Research & Ideas

Four Companies that Conquered America

built up a strong retail market share in the U.S., not under the RBS brand, but through a series of acquisitions of regional (not national) banks. RBS is adding value for its shareholders by letting these banks retain their individual... View Details
Keywords: by John Quelch

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