Showrooming - Publications - Faculty & Research

18 Apr 2007
HBS Case

How Magazine Luiza Courts the Poor

so in an innovative manner, through virtual showrooms that use computers and sales staff to help customers navigate the store's inventory and make a purchase. "The company had an amazing influence on customer behavior," Frei... View Details

Keywords: by Julia Hanna; Retail

18 Apr 2005
Research & Ideas

Selling Luxury to Everyone

States (out of 340 Mercedes-Benz dealers) about $300,000 to $400,000 to create new showrooms for the cars. Last year, the company sold about 500 cars worldwide, half of them in the United States. "I do think it's possible to do 300... View Details

Keywords: by Julie Jette; Consumer Products

28 Oct 2019
Research & Ideas

Brick-and-Mortar Stores Are Making a Comeback

the more traditional, siloed approach. Avery: I would give the example of Glossier, which is a digitally native, direct-to-consumer cosmetics company. They have one permanent showroom in New York, but everything else that they’ve done,... View Details

Keywords: by Jen McFarland Flint; Retail

02 Mar 2015
Research & Ideas

Retail Reaches a Tipping Point—Which Stores Will Survive?

space you are currently using for two reasons. One, the assortment you are going to be carrying is not going to be as broad. And the space you make available for products is going to support a different value proposition, whether its service, or it's a View Details

Keywords: by Sean Silverthorne; Retail

16 Apr 2001
Research & Ideas

Brand Power from Wedgwood to Dell: Part One

important distinction between the two entrepreneurs was that Field created an experience for consumers in his department store, while Heinz made products-processed foods. Of course, there were aspects of 'experience' to Wedgwood's strategy. For example, he created... View Details

Keywords: by Martha Lagace

11 Sep 2012
First Look

First Look: September 11

discounts and Amazon encouraged consumers to compare prices using smart phones, Best Buy was becoming a showroom for lower cost retail models. International expansion was struggling and domestic sales of digital televisions were cooling.... View Details

Keywords: Sean Silverthorne

Publications