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May 2005 (Revised January 2008)
Case

Inniskillin and the Globalization of Icewine

By: Geoffrey G. Jones and Jillian Hirasawa

Deals with the growth of the icewine industry and follows Vincor International as it creates an international market for its Inniskillin Icewine--a luxury alcoholic beverage consumed as a dessert wine. Gives the history of the alcoholic beverage industry in Canada and... View Details

Keywords: Global Strategy; Globalized Markets and Industries; Marketing Strategy; Product Marketing; Luxury; Food and Beverage Industry; Canada

April 1993 (Revised May 1994)
Background Note

Positioning

By: David E. Bell

Describes the importance of positioning for retail outlets. Sections of the note deal with aspects of the retailing mix. View Details

Keywords: Marketing Strategy; Product Positioning; Distribution; Retail Industry

Teaching Interest

Overview

By: Jeffrey F. Rayport

Technology Entrepreneurship, Marketing Strategy, Service Management View Details

Keywords: Technological Innovation; Strategy Formulation; ＂Marketing Analytics＂; Advertising Technology; Media Content; Media And Broadcasting Industry; Media Businesses; Technology Industry; Technology Industry; Technology Industry; Technology Industry

12 Jul 2010
Research & Ideas

Rocket Science Retailing: A Practical Guide

appropriate staffing, and store layout. Everyone in retailing knows this, but basics are boring, and it's easy to lose sight of them. The U.S. automotive industry offers a cautionary tale of the perils of... View Details

Keywords: by Martha Lagace; Retail; Retail

November 2012 (Revised September 2013)
Case

Learning Resources: A Hands-On Toy Company Deals with New Challenges and Opportunities

By: Boris Groysberg and Anahita Hashemi

Learning Resources is a family-owned educational toy company that, by late 2011, was facing a myriad of challenges, including increased competition, entry into new markets, new distribution methods, rising costs of production in China, and changing customer behavior.... View Details

Keywords: Leading Teams; Strategy Formulation; Strategy And Execution; Innovation; Corporate Culture; Industry Analysis; Organizational Alignment; Entrepreneurs; Sales Channels; Leadership; Strategy; Change Management; Innovation Leadership; Family Business; Entrepreneurship; Product Design; Sales; Retail Industry; United States

August 2014 (Revised December 2015)
Case

Showrooming at Best Buy

By: Thales Teixeira and Elizabeth Anne Watkins

Best Buy is a consumer electronics retailer with nearly 2,000 stores worldwide. In 2012, the rising popularity of price-matching apps for mobile phones made price differences between retailers transparent, online and offline. Shoppers' desire to test electronics... View Details

Keywords: Competition; Price; Consumer Behavior; Applications and Software; Mobile and Wireless Technology; Retail Industry; Retail Industry

Research Summary

Overview

By: Mark L. Egan

When considering how households make investment decisions, Professor Egan became intrigued by the question, “What makes a bank ‘special’ when compared to other lending institutions?” Focusing on empirical industrial organization with applications to finance and... View Details

Keywords: Banking; Financial Advisors; Consumer Finance; Personal Finance; Corporate Finance

October 1986 (Revised November 1988)
Case

B-W Footwear

By: David B. Yoffie

As import penetration into the American footwear market reached 81% in 1986, B-W Footwear, along with all of its American competitors, was struggling. Supply lines were deteriorating, retailers and importers were gaining power, and the government had rejected two... View Details

Keywords: Competitive Strategy; Management; Globalization; Government and Politics; Business Strategy; Trade; Apparel and Accessories Industry; United States

April 2019
Case

Walmart Update, 2019

By: David B. Yoffie and Daniel Fisher

In 2019 Walmart was still the world's largest company, with over $500 billion in annual revenue and operations around the world. Although it had mostly vanquished its rival discount retailers in the U.S., it was struggling to find the right growth strategy. Facing a... View Details

Keywords: E-Commerce Strategy; Strategy; Competitive Strategy; Business Growth and Maturation; Growth and Development Strategy; Global Range; Business Strategy; Corporate Strategy; E-commerce; Retail Industry

August 2019
Case

Walmart's Omnichannel Strategy: Revolution or Miscalculation?

By: Ramon Casadesus-Masanell and Karen Elterman

This case describes Walmart's omnichannel strategy in 2018 as it battled Amazon for online retail market share. The case discusses Walmart's early forays into online retail, as well as its 2018 strategy, which aimed to integrate Walmart's enormous brick and mortar... View Details

Keywords: Acquisition; Strategy; Internet and the Web; Distribution; Distribution Channels; Competition; Retail Industry; Bentonville; Arkansas; New Jersey; Seattle; United States

13 Nov 2008
Working Paper Summaries

The Effect of Labor on Profitability: The Role of Quality

Keywords: by Zeynep Ton

February 22, 2023
Article

How to Seed Organic Marketing in a Video-First World

By: Ayelet Israeli, Leonard A. Schlesinger and Matt Higgins

Early direct-to-consumer (DTC) companies relied on plentiful capital and low-cost digital marketing to power growth. But as this sector has matured, capital is more constrained, social media is more cluttered, and customer acquisition costs are rising. DTC companies... View Details

Keywords: Online Business; Ecommerce; E-commerce; E-Commerce Strategy; Omnichannel Retail; Omnichannel Retailing; Influencer Marketing; Consumer; Organic Growth; Video Advertising; Promotion; Celebrities; Online Advertising; Online Channel; Online Communities; Online Community; Go To Market Strategy; Platform; Media; Media Content; Digital; Digital Culture; Digital Influencers; Direct To Consumer Marketing; Direct-to-consumer; Innovation ＆ Entrepreneurship; Innovation; Sales; Digital Platforms; Digital Marketing; Digital Strategy; Consumer Behavior; Internet and the Web; Advertising; Business Model; Growth Management; Marketing; Marketing Strategy; Marketing Channels; Marketing Communications; Communication Strategy; Innovation Strategy; Retail Industry; Retail Industry; Retail Industry; Retail Industry; Retail Industry; Retail Industry; Retail Industry; Retail Industry; United States; North America

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July 2012 (Revised July 2015)
Case

Nalli Silk Sarees (A)

By: V.G. Narayanan, Namrata Arora and Vidhya Muthuram

Nalli Silk Sarees Private Limited was a family owned and operated business that retailed Indian ethnic wear. This 83-year-old company had enjoyed impressive growth with a $95 million turnover, a 22-store retail footprint, and had outdone its competitors by being the... View Details

Keywords: Pricing Strategy; Price; Strategy; Family Business; Growth and Development; Brands and Branding; Growth and Development Strategy; Expansion; Competitive Strategy; Apparel and Accessories Industry; India

November 2017
Case

Loss Prevention at Mac's Convenience Stores (A)

By: Francesca Gino, Katherine DeCelles and Olivia Hull

Faced with a persistent robbery problem at his convenience store company, Sean Sportun, security and loss prevention manager at Mac’s of Central Canada, looked to standardize safety measures and devise a new way of preventing employee injury. But as a 32-year old with... View Details

Keywords: Public Relations; Community Relations; Change Management; Working Conditions; Leading Change; Training; Knowledge Dissemination; Crime and Corruption; Law Enforcement; Legal Liability; Business and Community Relations; Retail Industry; Canada

December 18, 2023
Article

Are Everywhere Stores the New Face of Retail?

By: David R. Bell, Santiago Gallino and Antonio Moreno

Historically, customer engagement and product fulfillment occurred in the same place — a traditional retail store. But today, retailers are beginning to explore how they can create opportunities for customers to engage with products in native environments. A related... View Details

Keywords: Customer Focus and Relationships; Consumer Behavior; Distribution; Logistics; Retail Industry

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2007
Other Unpublished Work

Effects of Inventory on Demand for Rentals in the Home Video Market

By: Ioannis Ioannou, Julie Mortimer and Richard Mortimer

Retailer inventory decisions can greatly influence observed demand for a product by affecting, among other things, product availability (stock-outs) and product visibility in the store. These inventory decisions are affected by numerous factors including vertical... View Details

Keywords: Decisions; Demand and Consumers; Supply Chain Management; Competition; Contracts; Entertainment and Recreation Industry; United States

July 1996
Case

Williams-Sonoma, Inc.--1990

By: Nancy F. Koehn and Michael Dearing

Howard Lester, chairman and CEO, has just completed a second offering of common stock in Williams-Sonoma, Inc. ($218.2 million 1989 sales). Having targeted $500 million in retail sales, Lester's challenge is to: 1) prioritize growth investments in five existing catalog... View Details

Keywords: Corporate Strategy; Alignment; Customer Value and Value Chain; Competitive Strategy; Retail Industry

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November 1990 (Revised September 1991)
Case

First Chicago Corp.: Corporate Strategy

Lays out the business challenges facing First Chicago Corp. in 1986: the banking industry has been deregulated, many corporations are bypassing banks in their search for capital, and foreign competition has increased. Their traditional market--corporate banking--has... View Details

Keywords: Restructuring; Investment Banking; Corporate Strategy; Emerging Markets; Commercial Banking; Banking Industry; United States

February 2007 (Revised March 2012)
Compilation

John D. Rockefeller and the Creation of Standard Oil

By: Nancy F. Koehn and Katherine Miller

Reconstructs the entrepreneurial journey of John D. Rockefeller, founder of Standard Oil and one of the most famous business figures in history. Traces his early career as a retailer in Cleveland through his decision to enter the oil industry in the early 1860s to his... View Details

Keywords: Entrepreneurship; Ethics; Business History; Innovation and Invention; Growth and Development Strategy; Personal Development and Career; Competitive Strategy; Energy Industry

May 2003 (Revised November 2005)
Case

Marks & Spencer: The Phoenix Rises

By: Joseph L. Bower

The great U.K. retailer fell on hard times in 1998. In 2001, a new CEO was recruited who appears to have succeeded in turning around this world-renown company. This case examines the steps he took (strategic, structural, and recruiting key people) and highlights a... View Details

Keywords: Global Strategy; Recruitment; Leadership Development; Crisis Management; Supply and Industry; Business Strategy; Competitive Strategy; Segmentation; Retail Industry

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