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  • 09 Oct 2017
  • Research & Ideas

Fearing Fox News, Democratic-leaning Companies Delayed Negative Announcements

world through television and print publications, as they had for decades. There was, however, one big media game changer: the Fox News Channel (FNC). Founded in 1996 by Australian media magnate Rupert Murdoch, FNC was an unusual newcomer... View Details
Keywords: by Jen Deaderick; Media & Broadcasting
  • April 1989
  • Case

Norton Auto Supply

By: Janice H. Hammond
Describes a multiechelon distribution system for the distribution of automobile spare parts. An analyst has been hired by the Norton Auto Supply Co. to improve the company's inventory planning and control techniques. Includes demand, cost, weight, and supplier lead... View Details
Keywords: Business or Company Management; Operations; Distribution Channels; Management Practices and Processes; Management; Strategy; Industrial Products Industry; Auto Industry
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Hammond, Janice H. "Norton Auto Supply." Harvard Business School Case 689-084, April 1989.
  • August 1983 (Revised May 1985)
  • Case

Jamestown Co.

By: Benson P. Shapiro and Edward J. Hoff
In May 1983 Ms. Katherine O'Brien, vice president of marketing, was deciding whether Jamestown should discontinue the use of independent representatives in favor of a direct company salesforce. Jamestown sold informal stoneware dinnerware through department and gift... View Details
Keywords: Decision Making; Leadership Style; Marketing Channels; Salesforce Management
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Shapiro, Benson P., and Edward J. Hoff. "Jamestown Co." Harvard Business School Case 584-017, August 1983. (Revised May 1985.)
  • April 1998
  • Case

Geffen Records

By: Jeffrey F. Rayport
Geffen Records faces new challenges due to emerging technologies, namely, streaming audio and CD-recordable drives. These technologies have the ability to reshape the foundation on which the music industry is founded. A rewritten version of an earlier case. View Details
Keywords: Technological Innovation; Change Management; Distribution Channels; Music Industry
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Rayport, Jeffrey F. "Geffen Records." Harvard Business School Case 898-234, April 1998.
  • 07 Aug 2000
  • Research & Ideas

Rocket Science Retailing

because in seeking to understand the differences in those forecasts, managers can explore the assumptions implicit in their forecasting techniques. Take Old Navy, a division of the Gap. The company blends bottom-up and top-down... View Details
Keywords: by Marshall L. Fisher, Ananth Raman & Anna Sheen McClelland; Retail
  • June 2013 (Revised March 2014)
  • Case

Hennes & Mauritz, 2000

By: John R. Wells and Galen Danskin
In 2000, Hennes & Mauritz (H&M) was the second-largest and most global player in the fashion retail business. It operated 682 stores, 80% of them outside its home country of Sweden, and achieved revenues of $3.0 billion and operating profits of $375 million. In 1999,... View Details
Keywords: Strategy; Strategy Alignment; Strategic Planning; Fashion; Risk Management; Competition; Problems and Challenges; Management Teams; Globalized Firms and Management; Expansion; Distribution Channels; Retail Industry; Fashion Industry; Sweden
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Wells, John R., and Galen Danskin. "Hennes & Mauritz, 2000." Harvard Business School Case 713-509, June 2013. (Revised March 2014.)
  • 12 Oct 1999
  • Research & Ideas

Rapid Response: Inside the Retailing Revolution

of products at low prices." As a number of other leading retailers followed suit and as data collection and computing methods became more sophisticated, once autonomous units found themselves part of an "information-integrated" channel... View Details
Keywords: by James E. Aisner; Apparel & Accessories; Fashion; Consumer Products; Manufacturing; Retail
  • 19 Jul 2010
  • Research & Ideas

How Mercadona Fixes Retail’s ’Last 10 Yards’ Problem

about how poor operational decisions create unnecessary complications that lead to quality problems and lower labor productivity and, in general, make life hard for retail employees." Ton is interested in demonstrating how operations can be designed and View Details
Keywords: by Julia Hanna; Retail; Food & Beverage
  • 18 Apr 2005
  • Research & Ideas

Prosper with Multi-Channel Retailing

channels are our most valuable customers.— Susan Vobejda, Gap Inc. Susan Vobejda (HBS MBA '97), senior director of brand management at Gap Inc., agreed with Nuzzo that the Internet works best in support of... View Details
Keywords: by Julie Jette; Consumer Products; Retail
  • 01 Oct 2020
  • What Do You Think?

Are CEOs the Wrong Leaders for Stakeholder Capitalism?

Interorganizational management in a channel of distribution is a complex matter. But it doesn’t hold a candle to the complexity of stakeholder capitalism, as suggested by responses to this month’s column on... View Details
Keywords: by James Heskett
  • September 1986
  • Case

BOC Group: Ohmeda (A)

The president of Ohmeda, a wholly owned company of the BOC Group, plans to grow the company's medical equipment sales from $95 million in 1985 to $158 million in five years by focusing on the sale of "high-tech" equipment. At the same time, the president expects to... View Details
Keywords: Marketing Communications; Salesforce Management; Marketing Channels; Medical Devices and Supplies Industry
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Moriarty, Rowland T., Jr. "BOC Group: Ohmeda (A)." Harvard Business School Case 587-080, September 1986.
  • June 1998 (Revised April 1999)
  • Case

Wiegandt GmbH Cologne

By: Dwight B. Crane and Mathew M Millett
The credit department of Wiegandt, a furniture manufacturer, is evaluating the financial condition of two stores that retail the company's furniture. View Details
Keywords: Financial Condition; Credit; Financial Management; Distribution Channels; Profit; Management Analysis, Tools, and Techniques; Financial Strategy; Manufacturing Industry
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Crane, Dwight B., and Mathew M Millett. "Wiegandt GmbH Cologne." Harvard Business School Case 298-159, June 1998. (Revised April 1999.)
  • October 2000 (Revised April 2005)
  • Case

Z Corporation

By: Joseph B. Lassiter III, Matthew C. Lieb and Tom Clay
Tom Clay, president of Z Corp., and founder/CEO Marina Hatsopolous must decide between using a direct sales force or using a value-added reseller to begin selling the company's new 3-D printing prototype manufacturing system. View Details
Keywords: Technological Innovation; Salesforce Management; Distribution Channels; Conflict and Resolution; Technology Industry
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Lassiter, Joseph B., III, Matthew C. Lieb, and Tom Clay. "Z Corporation." Harvard Business School Case 801-210, October 2000. (Revised April 2005.)
  • 22 Jan 2001
  • Research & Ideas

Control Your Inventory in a World of Lean Retailing

with high variance. (See the exhibit "A Better Way to Manage Inventory.") The first test shows a scenario in which a manufacturer is most concerned about keeping its big retail customers happy by maintaining very high order... View Details
Keywords: by Frederick H. Abernathy, John T. Dunlop, Janice H. Hammond & David Weil; Consumer Products
  • 06 Jul 2015
  • Research & Ideas

Money and Quotas Motivate the Sales Force Best

just given it—conditional versus unconditional. Doug J. Chung, an assistant professor in the Marketing unit, and Das Narayandas, the James J. Hill Professor of Business Administration, explain what kind of bump managers can expect from... View Details
Keywords: by Roberta Holland; Retail
  • 17 Mar 2015
  • Research & Ideas

Where Did My Shopping Mall Go?

formats now fit only a narrow segment of the population. Finally, much of retail growth over the last three decades has relied on aggregating volume to support a large store infrastructure. However, this volume may not materialize in any View Details
Keywords: by Sean Silverthorne; Retail
  • 14 Oct 2013
  • Research & Ideas

Blockbuster! Why Star Power Works

and marketing. Retailers, for instance, will be inclined to give bigger bets more shelf space, and we know that in itself is a key driver of sales. Q: If you were to pick a manager to execute a blockbuster strategy, what attributes would... View Details
Keywords: by Sean Silverthorne; Entertainment & Recreation
  • 19 Nov 2001
  • Research & Ideas

Wrapping Your Alliances In a World Wide Web

chain management and advanced planning and scheduling software embed more advanced algorithms than their predecessors and offer the possibility of optimizing decisions across an entire supply chain, as opposed to within single firms. 52... View Details
Keywords: by Andrew McAfee
  • September 1994
  • Teaching Note

Bose Corporation: The JIT II Program (A), (B), (C), (D), and Videotape TN

By: Roy D. Shapiro and Bruce Isaacson
Teaching Note for (9-694-001), (9-694-002), (9-694-003), (9-694-004), and (9-695-504). View Details
Keywords: Distribution Channels; Customer Relationship Management
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Shapiro, Roy D., and Bruce Isaacson. "Bose Corporation: The JIT II Program (A), (B), (C), (D), and Videotape TN." Harvard Business School Teaching Note 695-017, September 1994.
  • 05 May 2009
  • First Look

First Look: May 5, 2009

not the end goal. In fact, cost cutting and restructuring are simply the first steps in repositioning and leading a company and industry through the crisis and in defining how business will be conducted in the future. This paper describes how IBM View Details
Keywords: Martha Lagace
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