Showrooms - Publications - Faculty & Research

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

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

02 Feb 2015
Research & Ideas

Disruptors Sell What Customers Want and Let Competitors Sell What They Don’t

expensive merchandise with a limited wear life. PriceGrabber is a decoupler, too. Traditional consumer electronic retail stores depend on customers to come to their showrooms and tire-kick TVs and sound systems before buying. But the... View Details

Keywords: by Michael Blanding

17 Mar 2015
Research & Ideas

Where Did My Shopping Mall Go?

You want people to touch your product and actually get the brand experience. You could get to a point where stores like Best Buy become just showrooms and fulfillment is done by Amazon because they are much more efficient at it. I could... View Details

Keywords: by Sean Silverthorne; 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

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

Publications