Retail Expansion Strategy - Publications - Faculty & Research - Harvard Business School

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June 2018
Case

Forta Furniture: International Expansion

By: John A. Quelch and Karthik Easwar

The Forta Furniture case highlights the need to consider new market expansion to grow a firm. It demonstrates that simply doing what has always been done is not sustainable when other competitors enter the market with differentiated or potentially superior offerings.... View Details

Keywords: Market Entry and Exit; Global Range; Decision Making; Analysis; Cross-Cultural and Cross-Border Issues; Growth and Development Strategy; Brands and Branding; Expansion

September 2019 (Revised May 2021)
Case

pymetrics: International Expansion

By: John R. Wells and Benjamin Weinstock

In August 2018, pymetrics, a solution offering neuroscience-based recruiting tests, closed a $40 million funding round that valued the business at $160 million. Over 60 companies around the globe were using pymetrics tests in their recruiting process, including... View Details

21 Jun 2007
Working Paper Summaries

Multi-Sided Platforms: From Microfoundations to Design and Expansion Strategies

Keywords: by Andrei Hagiu; Technology

September 2015
Teaching Note

J.C. Penney's 'Fair and Square' Strategy (Abridged), (B), and (C)

By: Elie Ofek, Jose B. Alvarez and Michael Norris

This teaching note is for "J.C. Penney's 'Fair and Square' Strategy (Abridged), (B), and (C)," which tells the story of Ron Johnson's tenure as CEO of the U.S. department store J.C. Penney, his 2013 firing, and the rehiring of former CEO Myron E. "Mike" Ullman to try... View Details

Keywords: Retail; Pricing Strategy; Leadership; Marketing; Strategy; Retail Industry; United States

February 2024
Module Note

Data-Driven Marketing in Retail Markets

By: Ayelet Israeli

This note describes an eight-class sessions module on data-driven marketing in retail markets. The module aims to familiarize students with core concepts of data-driven marketing in retail, including exploring the opportunities and challenges, adopting best practices,... View Details

March 2017 (Revised July 2019)
Case

Walmart: Navigating a Changing Retail Landscape

By: Michael E. Porter and Jorge Ramirez-Vallejo

As the largest company, by revenue, in the world, Walmart has been a lightning rod for criticism. However, in an attempt to stay ahead of traditional and digital retailers, and keep customers satisfied with evolving demands, the company is strengthening its competitive... View Details

Keywords: Shared Value; Strategy; Department Stores; Sustainability; Social Responsibility Of Business; Value Creation; Competitive Strategy; Corporate Social Responsibility and Impact; Retail Industry

January 2019 (Revised October 2019)
Case

Rural Taobao: Alibaba's Expansion into Rural E-Commerce

By: Tarun Khanna, Ryan Allen, Adam Frost and Wesley Koo

Alibaba's Rural Taobao initiative had been launched in 2014 as a public service initiative to increase e-commerce adoption in China’s remote rural areas. In the first two iterations of the initiative, dubbed “1.0” and “2.0,” Alibaba had partnered with local businesses... View Details

Keywords: Strategy; Business Growth; Ecommerce; Corporate Social Responsibility; Business And Government; Emerging Market; Digital Platforms; Internet and the Web; Emerging Markets; Rural Scope; Growth and Development Strategy; Competitive Strategy; Corporate Social Responsibility and Impact; Business and Government Relations; Decision Making; E-commerce; China

November 2021 (Revised March 2022)
Case

Kwame Spearman at Tattered Cover: Reinventing Brick-and-Mortar Retail

By: Ryan Raffaelli and Kerry Herman

The case spotlights Kwame Spearman’s career-shifting decision to leave a NYC-based consulting job to return to his hometown of Denver, Colorado, and take over an iconic independent bookstore, The Tattered Cover. The case lays out ways Spearman envisions a new approach... View Details

Keywords: Retail; Leadership; Leading Change; Competitive Strategy; Personal Development and Career; Retail Industry; Retail Industry; United States

July 2002 (Revised July 2008)
Case

Value Retail

By: Arthur I Segel and Ani M Vartanian

Scott Malkin, CEO of Value Retail, a developer and operator of European outlet villages serving luxury brands, is planning on developing a 18,503 m2 open-air outlet village to be built 98 kilometers south of Milan on land he was about to acquire for 7.26 million lira.... View Details

Keywords: Acquisition; Investment; Risk and Uncertainty; Expansion; Retail Industry; Milan

17 Apr 2016
News

Driving Digital Expansion

Growing up in Borneo, Rohana Rozhan (AMP 171, 2006) was known by all the boys as “Rohana the Piranha,” a nickname that offers some sense of the 53-year-old’s fierce commitment as CEO of Astro Malaysia, a $1.4 billion company providing pay TV subscriptions to 67 percent... View Details

July 1998 (Revised December 2001)
Case

Jollibee Foods Corporation (A): International Expansion

By: Christopher A. Bartlett and Jamie O'Connell

Noli Tingzon, newly-appointed international division VP at Jollibee, the Philippines-based hamburger chain, is faced with the challenge of expanding fast food operations in Asia in the face of stiff competition. The case describes Jollibee's six-year international... View Details

Keywords: Organizational Change and Adaptation; Motivation and Incentives; Expansion; Global Range; Global Strategy; Food and Beverage Industry; Philippines

2015
Working Paper

Match Your Own Price? Self-Matching as a Retailer's Multichannel Pricing Strategy

By: Pavel Kireyev, Vineet Kumar and Elie Ofek

Multichannel retailing has created several new strategic choices for firms. With respect to pricing, an important decision is whether to offer a "self-matching policy." Self-matching allows a multichannel retailer to offer the lowest of its online and in-store prices... View Details

Keywords: Price Self-matching; Multichannel Retailing; Pricing Strategy; Marketing Strategy; Price; Distribution Channels; Supply and Industry; Retail Industry

October 2017 (Revised October 2022)
Case

Jumia Nigeria: from Retail to Marketplace (A)

By: Ramon Casadesus-Masanell and Namrata Arora

Founded in 2012, Jumia Nigeria, a startup effort by Germany-based Rocket Internet, aimed to become an African Amazon. The company entered the nascent market and immediately enjoyed an uptick in consumer spending fueled by the strength of Nigeria’s oil-based economy. By... View Details

Keywords: Retail; Marketplace; Inventory; Ecommerce; Funding; Business Ecosystem; Business Ecosystems; Competition; Business Model; Globalization; Emerging Markets; Expansion; Logistics; Competitive Strategy; E-commerce; Retail Industry; India; Nigeria; Africa

August 2018
Case

Digital Transformation at Brazilian Retailer Magazine Luiza

By: Thales S. Teixeira, Leandro A. Guissoni and Tania Modesto Veludo-de-Oliveira

By late 2017, Brazilian retailer Magazine Luiza's CEO was convinced that the company could significantly grow sales and accomplish its aspirations of digital transformation. What was unclear in his mind was whether he should act as a tech company and grow as fast as... View Details

Keywords: Digital; Ecommerce; Retailing; Brazil; Bricks And Mortar; Pricing; Customer Lifetime Value; Growth and Development Strategy; Internet and the Web; Transformation; Decision Choices and Conditions; Retail Industry; Brazil

June 2011 (Revised November 2011)
Case

The Expansion of Ping An

By: Robert C. Pozen and Nina Yang

In June 2010, Mingzhe Ma, chairman and chief executive officer of Ping An Insurance (Group) Company of China ("Ping An" or "the Company"), sat down with Sun Jianyi, vice chief executive officer and executive vice president at Ping An, to discuss the future direction of... View Details

Keywords: Acquisition; Business Conglomerates; Conferences; Banks and Banking; Financial Strategy; Insurance; Global Strategy; Leadership Style; Strategic Planning; Opportunities; Diversification; Expansion; China

November 2016 (Revised March 2018)
Case

Deutsche Bank: Structured Retail Products

By: Boris Vallée and Jérôme Lenhardt

Describes how Deutsche Bank, a leading European bank, is deciding whether or not to launch a new structured retail product in Germany: an autocallable note. Will this product find a market and how does it fit into the bank’s product portfolio? The case investigates how... View Details

September 1999
Supplement

Jollibee Foods Corporation: International Expansion

By: Christopher A. Bartlett

Presents interviews with CEO Tony Tan Caktiong and international division VP, Noli Tingzon, elaborating on issues and raising new issues on Jollibee's global strategy and organization. View Details

Keywords: Managerial Roles; Globalized Firms and Management; Global Strategy; Organizational Design; Expansion; Food and Beverage Industry

September 2005 (Revised September 2006)
Case

ICICI's Global Expansion

By: Tarun Khanna and Ramana Nanda

Follows the decision by ICICI (one of India's largest banks) to expand internationally in June 2001. View Details

Keywords: Emerging Markets; Global Strategy; Banks and Banking; Banking Industry; India

January 2006 (Revised December 2006)
Module Note

Introduction to International Strategy

By: David J. Collis and Jordan I. Siegel

Provides an overview framework for understanding international strategy. Observes that international strategy draws on much of the same theory as corporate strategy. The same tests that can be applied to justify expansion across businesses--the better off and ownership... View Details

Keywords: International Strategy; Multinational Corporations; Global Strategy

November 1994
Case

Bain & Company: International Expansion

By: Michael Y. Yoshino and J. Peter Williamson

Bain & Co., a leading strategy consulting firm, faces major strategic and organizational issues regarding global expansion. The Bain partners must choose a course among many exciting and attractive opportunities for growth. Also explores organizational and managerial... View Details

Keywords: Business or Company Management; Growth and Development Strategy; Management; Expansion; Global Strategy; Decision Making; Organizations; Partners and Partnerships; Consulting Industry

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