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- All HBS Web
(1,076)
- News (346)
- Research (611)
- Events (1)
- Multimedia (7)
- Faculty Publications (338)
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- 04 Dec 2019
- Book
Creating the Experimentation Organization
experiments to optimize customer experience—and their own return on investment. “Very few people know they are participants in this massive experimentation ecosystem,” says Thomke. And it’s not just online. Retailers such as Walmart and... View Details
Keywords: by Michael Blanding
- 14 Jul 2020
- Research & Ideas
Restarting Under Uncertainty: Managerial Experiences from Around the World
clients with supply chain solutions. With five distribution centers and three logistics warehouses, and over 1,000 employees, Logistics previously managed more than 50 outbound orders per day to refill stores and View Details
- 16 Aug 2004
- Research & Ideas
Luxury Isn’t What It Used to Be
you can in other markets," says HBS professor emeritus Walter J. Salmon, a specialist in consumer marketing and retail distribution. He cites "cultural sensitivity"—the ability to know what consumers will want before they... View Details
- 17 Mar 2015
- Research & Ideas
Where Did My Shopping Mall Go?
The new book Retail Revolution: Will Your Brick-and-Mortar Store Survive? argues that traditional store-front retailing is at an inflection point, under tremendous pressure... View Details
- 17 Dec 2008
- Lessons from the Classroom
‘Ted Levitt Changed My Life’
president and CEO of Estée Lauder International Inc. "Ted's writings taught me that relationship management is particularly relevant in a global business," she adds. "I knew every single department store owner in every part... View Details
- 17 Mar 2021
- Research & Ideas
Beyond Pajamas: Sizing Up the Pandemic Shopper
significantly as more consumers than ever started shopping online. As vaccines fuel hope about life after COVID-19, retailers are trying to learn more about the pandemic shopper. Are they different from the existing online users? Do they... View Details
- 08 Dec 2008
- Research & Ideas
Thinking Twice About Supply-Chain Layoffs
Profit Driver "Many retailers see labor more as a cost driver than a sales driver," says Ton. The findings from her four-year study of 268 stores owned by a large specialty View Details
- 09 Apr 2001
- Research & Ideas
The Manager’s Guide to Communicating with Customers Collection
notice things placed just inside a retail outlet. The reason: this is a "transition zone" in which customers shift from their fast parking-lot pace to a slower shopping speed. As a result, much of what you may want to tell the... View Details
- 09 Jun 2003
- Research & Ideas
Incentives and Operational Excellence
to customers but also a problem for both stores and studios. Studios sell videocassettes to video rental stores at forty-five dollars, which are then rented out for around four dollars. Tapes are disposed of... View Details
Keywords: by Martha Lagace
- 06 Mar 2017
- Research & Ideas
Why Comparing Apples to Apples Online Leads To More Fruitful Sales
Online, consumers are more likely to buy when a product grouping display contains like items. Source: Mik22 In online retail displays, items pictured next to your product may make or break a decision to buy that product, according to... View Details
- 29 Mar 2010
- Research & Ideas
Ruthlessly Realistic: How CEOs Must Overcome Denial
Companies you describe as crippled by denial include the supermarket chain A&P, the retail conglomerate Sears, and the short-lived delivery experiment Webvan. How did these companies succumb to denial? A: To paraphrase Tolstoy, every... View Details
- 18 Oct 2018
- Research & Ideas
How to Use Free Shipping as a Competitive Weapon
media creator for Harvard Business School Working Knowledge. Related Reading: Should Retailers Match Their Own Prices Online and in Stores? Behavioral Economists Can Make You a Healthier Consumer and Smarter Marketer Research Paper: The... View Details
- 17 Oct 2016
- HBS Case
Business Solutions That Help Cut Food Waste
his career, Alvarez would visit farms after they had been picked over for the best fruits and vegetables to be sold in stores and was astounded at the amount of edible food that was rejected. “If you could get consumers to go to a farm to... View Details
- 22 Mar 2017
- Research & Ideas
What's the Ideal Frequency for a Sales Quota?
them would just give up in the latter half, because there was no way they could make quota.” An ideal setting for a field experiment The retailer was an ideal setting for a field experiment for a few reasons. One, it operated 94 View Details
Keywords: by Carmen Nobel
- 07 Aug 2006
- Research & Ideas
Whatever Happened to Caveat Emptor?
faced. There is also a second cause, one that has its roots in the changing shopping experience. During the 1960s, European retailing began moving away from personalized service and toward new self-service sales formats. Abetted by the... View Details
- 05 Dec 2007
- Sharpening Your Skills
Sharpening Your Skills: Managing Marketing
Cannibalizing Direct Sales? Working Paper: Adding Bricks to Clicks—The Effects of Store Openings on Sales through Direct ChannelsConsider a retailer who operates both brick-and-mortar View Details
- 15 Oct 2014
- Research & Ideas
Apple Pay’s Technology Adoption Problem
company will have trouble coming up with an equally compelling message to drive sales of a service that allows you to pay at the retail counter with a swipe of an iPhone. "What does it do for me as a consumer?" asks Associate... View Details
- 29 Oct 2000
- Research & Ideas
Building a Powerful Prestige Brand
advantage. Most of these retailers allowed consumers to buy on credit. Many, such as Marshall Field's, issued a store charge card to good customers. Charge cards and other possibilities for buying cosmetics... View Details
- 24 Apr 2006
- Research & Ideas
Managing Alignment as a Process
men's outdoor shoes and clothing had become saturated. A comprehensive strategy review revealed that the Sport-Man brand could be extended to other apparel lines. Furthermore, its retail footprint in major malls throughout the United... View Details
- 11 Oct 2004
- Research & Ideas
Four Ways to Create Lasting Change
change initiative more recently? What were the main customer service problems that were harming the company? And what did the "Mystery Shopper" component reveal? A: In the late 1990s, the company's comparable-store sales gains (increases in sales for View Details
Keywords: by Martha Lagace