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Publications

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    • Faculty Publications  (46)

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    • All HBS Web  (175)
      • Faculty Publications  (46)

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      • January 2007
      • Case

      Lou Pritchett: Negotiating the P&G Relationship with Wal-Mart

      By: James K. Sebenius and Ellen Knebel
      Describes several internal and external negotiations in the 1980s that led to a significant and growing partnership between Procter & Gamble (P&G) and Wal-Mart. From the perspective of Lou Pritchett, P&G's Vice President of Sales and Customer Development, the unfolding... View Details
      Keywords: Marketing; Negotiation; Distribution Channels; Partners and Partnerships; Sales
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      Sebenius, James K., and Ellen Knebel. "Lou Pritchett: Negotiating the P&G Relationship with Wal-Mart." Harvard Business School Case 907-011, January 2007.
      • January 2007 (Revised January 2010)
      • Case

      Tom Muccio: Negotiating the P&G Relationship with Wal-Mart (A)

      By: James K. Sebenius and Ellen Knebel
      Describes the retailer-supplier negotiations of Tom Muccio, one of the earlier Proctor & Gamble (P&G) employees to be based in Bentonville, Arkansas, in negotiating the early operational components of the supplier-retailer partnership between P&G and Wal-Mart in the... View Details
      Keywords: Negotiation Process; Supply Chain Management; Partners and Partnerships; Conflict and Resolution; Bentonville
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      Sebenius, James K., and Ellen Knebel. "Tom Muccio: Negotiating the P&G Relationship with Wal-Mart (A)." Harvard Business School Case 907-013, January 2007. (Revised January 2010.)
      • November 2006
      • Case

      Sarah Talley and Frey Farms Produce: Negotiating with Wal-Mart (A)

      By: James K. Sebenius and Ellen Knebel
      Describes the retailer-supplier negotiations of Frey Farms Produce in its growth from a small local produce supplier to becoming a supplier for Wal-Mart, the world's largest retailer. The (A) case sets up three negotiations led by Sarah Talley of Frey Farms Produce in... View Details
      Keywords: Negotiation; Distribution Channels; Sales
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      Sebenius, James K., and Ellen Knebel. "Sarah Talley and Frey Farms Produce: Negotiating with Wal-Mart (A)." Harvard Business School Case 907-003, November 2006.
      • November 2006
      • Supplement

      Sarah Talley and Frey Farms Produce: Negotiating with Wal-Mart (B)

      By: James K. Sebenius and Ellen Knebel
      Keywords: Plant-Based Agribusiness; Retail Industry; Consumer Products Industry; Agriculture and Agribusiness Industry
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      Sebenius, James K., and Ellen Knebel. "Sarah Talley and Frey Farms Produce: Negotiating with Wal-Mart (B)." Harvard Business School Supplement 907-004, November 2006.
      • November 2006 (Revised September 2007)
      • Case

      The Bollingers: Negotiating with Wal-Mart (A)

      By: James K. Sebenius and Ellen Knebel
      Describes the negotiations by Howard and Marilyn Bollinger over supplying a new product line to Wal-Mart, the world's largest retailer. The (A) case outlines the Bollingers' development of their product, the Wallpockett, documents their negotiation preparation for... View Details
      Keywords: Negotiation Preparation; Product Development; Supply Chain; Problems and Challenges; Retail Industry
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      Sebenius, James K., and Ellen Knebel. "The Bollingers: Negotiating with Wal-Mart (A)." Harvard Business School Case 907-009, November 2006. (Revised September 2007.)
      • November 2006
      • Supplement

      The Bollingers: Negotiating with Wal-Mart (B)

      By: James K. Sebenius and Ellen Knebel
      Keywords: Negotiation; Family Ownership
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      Sebenius, James K., and Ellen Knebel. "The Bollingers: Negotiating with Wal-Mart (B)." Harvard Business School Supplement 907-010, November 2006.
      • November 2006
      • Case

      Organics: Coming Center Stage?

      By: James E. Austin and Reed Martin
      The organics movement has certainly come a long way. From hippie farming communes and a scattering of natural food stores in the 1960s, organics outgrew its origins as a counterculture curiosity of the 1970s to become the fastest growing segment of the food industry in... View Details
      Keywords: Food; Supply and Industry; Consumer Behavior; Competitive Advantage; Competitive Strategy; Food and Beverage Industry; United States
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      Austin, James E., and Reed Martin. "Organics: Coming Center Stage?" Harvard Business School Case 907-405, November 2006.
      • June 2006
      • Teaching Note

      Wal-Mart in Europe (TN)

      By: J. Gunnar Trumbull
      Keywords: Retail Industry; Europe
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      Trumbull, J. Gunnar. "Wal-Mart in Europe (TN)." Harvard Business School Teaching Note 706-049, June 2006.
      • January 2006 (Revised December 2006)
      • Case

      Wal-Mart's Business Environment

      By: Felix Oberholzer-Gee
      In 2004, Wal-Mart Stores, Inc. proposed to build a new supercenter in Inglewood, a low-income community near Los Angeles. The proposal was a part of Wal-Mart's strategy to bring its supercenter format to California. Introduced in the late 1980s, supercenters added a... View Details
      Keywords: Goals and Objectives; Expansion; Market Entry and Exit; Corporate Strategy; Labor Unions; Conflict and Resolution; Retail Industry; Los Angeles
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      Oberholzer-Gee, Felix. "Wal-Mart's Business Environment." Harvard Business School Case 706-453, January 2006. (Revised December 2006.)
      • November 2005 (Revised September 2007)
      • Case

      Beijing Hualian

      By: David E. Bell and Mary L. Shelman
      China's fifth largest domestic retailer faced intensifying competition from Wal-Mart and Carrefour with the opening of China's fast-growing retail market in January 2005. In response, Beijing Hualian developed a new "Family Store" format targeted at the nation's... View Details
      Keywords: Marketing Strategy; Product Positioning; Consumer Behavior; Competition; Corporate Strategy; Retail Industry; China
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      Bell, David E., and Mary L. Shelman. "Beijing Hualian." Harvard Business School Case 906-403, November 2005. (Revised September 2007.)
      • January 2005
      • Teaching Note

      Wal-Mart 2005 (TN)

      By: David B. Yoffie
      Teaching Note to (9-705-460). View Details
      Keywords: Retail Industry
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      Yoffie, David B. "Wal-Mart 2005 (TN)." Harvard Business School Teaching Note 705-472, January 2005.
      • January 2005 (Revised April 2005)
      • Case

      Wal-Mart, 2005

      By: David B. Yoffie and Barbara Mack
      Wal-Mart has been expanding, both domestically and internationally. Covers recent developments at Wal-Mart, including new stores, new store formats, and international expansion. View Details
      Keywords: Globalized Firms and Management; Competition; Expansion; Innovation and Invention; Retail Industry; United States
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      Yoffie, David B., and Barbara Mack. "Wal-Mart, 2005." Harvard Business School Case 705-460, January 2005. (Revised April 2005.)
      • April 2004 (Revised July 2019)
      • Case

      Wal-Mart in Europe

      By: J. Gunnar Trumbull and Louisa Neissa
      Presents challenges facing Wal-Mart during its move into Germany. Explores the dynamics of the German retail market. View Details
      Keywords: Globalized Markets and Industries; Distribution Channels; Expansion; Trade; Foreign Direct Investment; Retail Industry; Europe; Germany
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      Trumbull, J. Gunnar, and Louisa Neissa. "Wal-Mart in Europe." Harvard Business School Case 704-027, April 2004. (Revised July 2019.)
      • September 2003 (Revised January 2004)
      • Case

      Wal-Mart Stores in 2003

      By: Pankaj Ghemawat, Stephen P. Bradley and Ken Mark
      Examines Wal-Mart's development over three decades and provides financial and descriptive detail of its domestic operations. In 2003, Wal-Mart's Supercenter business has surpassed its domestic business as the largest generator of revenues. Its international operation... View Details
      Keywords: Wages; Fairness; Corporate Strategy; Operations; Labor Unions; Problems and Challenges; Gender; Globalized Firms and Management; Competitive Advantage; Retail Industry; United States
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      Ghemawat, Pankaj, Stephen P. Bradley, and Ken Mark. "Wal-Mart Stores in 2003." Harvard Business School Case 704-430, September 2003. (Revised January 2004.)
      • January 2003 (Revised March 2003)
      • Teaching Note

      Wal-Mart Neighborhood Markets (TN)

      By: David E. Bell
      Teaching Note for (9-503-034). View Details
      Keywords: Retail Industry; United States
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      Bell, David E. "Wal-Mart Neighborhood Markets (TN)." Harvard Business School Teaching Note 503-056, January 2003. (Revised March 2003.)
      • October 2002 (Revised November 2003)
      • Case

      Wal-Mart Neighborhood Markets

      By: David E. Bell, Jeffrey M. Feiner and Iris T. Li
      Wal-Mart has been growing at 15% per year for the last 10 years. Can it keep growing at that rate for the next 10 years? CEO Lee Scott reflects on his strategy for achieving such growth, relying on a combination of supercenters, neighborhood markets, and international... View Details
      Keywords: Growth and Development; Leadership; Growth and Development Strategy; Marketing; Strategy; Retail Industry; United States
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      Bell, David E., Jeffrey M. Feiner, and Iris T. Li. "Wal-Mart Neighborhood Markets." Harvard Business School Case 503-034, October 2002. (Revised November 2003.)
      • June 2002
      • Teaching Note

      Wal-Mart in 2002, TN

      By: David B. Yoffie
      Teaching Note for (9-702-466). View Details
      Keywords: Retail Industry
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      Yoffie, David B. "Wal-Mart in 2002, TN." Harvard Business School Teaching Note 702-472, June 2002.
      • March 2002 (Revised October 2005)
      • Case

      Wal-Mart in 2002

      By: David B. Yoffie and Yusi Wang
      In its first quarter of 2002, Wal-Mart became the largest company on the globe (by sales) and expanded into Japan. Was the giant retailer unstoppable? This case explores Wal-Mart's top issues in fueling top- and bottom-line growth: diversification into groceries, new... View Details
      Keywords: Diversification; Expansion; Multinational Firms and Management; Corporate Strategy; Global Strategy; Retail Industry; Japan; United States
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      Yoffie, David B., and Yusi Wang. "Wal-Mart in 2002." Harvard Business School Case 702-466, March 2002. (Revised October 2005.)
      • May 1998
      • Teaching Note

      Wal-Mart 1997; Wal-Mart Ventures into Mexico; Wal-Mart in East Asia

      By: David B. Yoffie
      Teaching Note for (9-797-099), (9-793-071), and (9-795-188). View Details
      Keywords: Retail Industry; East Asia; Mexico
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      Yoffie, David B. "Wal-Mart 1997; Wal-Mart Ventures into Mexico; Wal-Mart in East Asia." Harvard Business School Teaching Note 798-110, May 1998.
      • February 1997 (Revised November 1998)
      • Case

      Wal-Mart--1997

      By: David B. Yoffie and Anthony St. George
      Supplements Wal-Mart Stores, Inc. View Details
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      Yoffie, David B., and Anthony St. George. "Wal-Mart--1997." Harvard Business School Case 797-099, February 1997. (Revised November 1998.)
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