Channels Of Distribution - Publications - Faculty & Research - Harvard Business School

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September 1993 (Revised December 1997)
Case

Loctite Corp.: International Distribution

By: John A. Quelch

Loctite Corp., dissatisfied with the sales growth achieved by its independent distributor in Hong Kong, is considering whether to find a new distributor or acquire a controlling interest in a wholly owned subsidiary covering Hong Kong and possibly other markets.... View Details

Keywords: Decision Choices and Conditions; Marketing; Distribution Channels; Globalization; Market Participation; Industrial Products Industry; Hong Kong

2023
Working Paper

Uniform Rate Setting and the Deposit Channel

By: Juliane Begenau and Erik Stafford

U.S. banks predominantly use uniform deposit rate setting policies, particularly the largest banks. Uniform rate setting ignores local market concentration, and is therefore inconsistent with the identification strategy used to provide cross-sectional evidence of the... View Details

Keywords: Banks and Banking; Financial Markets; Interest Rates; Banking Industry

September 2016 (Revised November 2016)
Case

Rose Electronics Distributing Company

By: Richard Ruback and Royce Yudkoff

Itamar Frankenthal was evaluating bank loan proposals to finance his acquisition of Rose Electronics Distributing Company (“Rose”). He contacted 40 small and large banks that lent in the region and that outreach and follow-up calls resulted in nine term sheets received... View Details

Keywords: Financing and Loans; Acquisition; Distribution Industry; Distribution Industry

May 2024
Background Note

Pricing Strategy and Channels of Distribution: Where Value Delivery and Value Capture Intersect

Channels of distribution are a critical component of a firm’s go-to-market strategy. A company may elect to sell its products directly to customers (DTC) without the assistance of any intermediaries or, alternatively, it may seek several channel partners to help it... View Details

Keywords: Price; Distribution Channels; Business Strategy; Markets

January 1975
Article

The Spatial Distribution of Urban Pharmacies

By: Robert S. Kaplan and Sam Leinhardt

Keywords: Health; Urban Scope; Health Industry

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April 5, 2021
Article

Defining a Post-Pandemic Channel Strategy

By: Frank V. Cespedes

Companies have experienced a surge of online orders during the pandemic. As the crisis eases, leaders need to decide whether the shift to e-commerce is a permanent “new normal” or a temporary increase. Across sectors, forecasts aimed at answering this question form the... View Details

Keywords: Health Pandemics; Marketing Channels; Strategy; Resource Allocation; E-commerce

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November 2022
Background Note

The Future of E-Commerce: Lessons from the Livestream Wars in China

By: Ayelet Israeli, Jeremy Yang and Billy Chan

This note explores the emerging multi-billion dollar commerce trend of livestream commerce. Livestream commerce is the sale of goods or services directly to consumers via live shows on digital platforms (such as social media or e-commerce platforms). It is a form of... View Details

May 1995
Case

Hannaford Brothers: Leading the Grocery Channel Transformation

The merchandising manager of a supermarket chain leads an effort to reorganize the process of buying and delivering products from manufacturers to their warehouse for further distribution to stores. The company is an early mover in implementing efficient consumer... View Details

Keywords: Competition; Supply Chain Management; Distribution Channels; Customer Focus and Relationships; Retail Industry; Food and Beverage Industry

July 2022 (Revised February 2024)
Teaching Note

The DivaCup: Navigating Distribution and Growth

By: Ayelet Israeli

Teaching Note for HBS Case No. 519-055. When the mother-daughter founders of DivaCup set out with a mission to disrupt the menstrual care industry with an innovative product form, they initially struggled to gain legitimacy and convince retailers to carry their unique... View Details

March 2019 (Revised April 2021)
Case

The DivaCup: Navigating Distribution and Growth

By: Ayelet Israeli

When the mother-daughter founders of DivaCup set out with a mission to disrupt the menstrual care industry with an innovative product form, they initially struggled to gain legitimacy and convince retailers to carry their unique product. Fifteen years later, the... View Details

2012
Working Paper

Organization Design for Distributed Innovation

By: Carliss Y. Baldwin

Systems of distributed innovation—so-called business ecosystems—have become increasingly prevalent in many industries. These entities generally encompass numerous corporations, individuals, and communities that might be individually autonomous but related through their... View Details

Keywords: Organizational Design; Innovation and Management; Social and Collaborative Networks; Intellectual Property; Rights; Governance Controls

Research Summary

Distributed Innovation in Open Systems—The Role of Modularity

By: Carliss Y. Baldwin

Distributed innovation in open systems is an important trend in the modern global economy. As education levels rise and communication costs fall, more people have the means and motivation to innovate. Supply chains now stretch around the world as firms outsource... View Details

18 May 2012
Working Paper Summaries

Organization Design for Distributed Innovation

Keywords: by Carliss Y. Baldwin

Research Summary

Consumerism and the Distributed Delivery of Health Care

By: Robert S. Huckman

This stream of Professor Huckman's work examines the growing tendency for health care to be delivered in a more distributed manner. Examples of this phenomenon include health IT, teleradiology, medical travel, remote monitoring of chronic medical conditions, and retail... View Details

April 2002
Article

Perceptions of Equity and the Distribution of Income

By: Julio J. Rotemberg

Keywords: Perception; Equity; Compensation and Benefits

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1974
Article

The Distribution of Fiscal Burdens and Benefits

By: Dutch Leonard, Richard A. Musgrave and Karl E. Case

Keywords: Finance; Distribution

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June 2018 (Revised February 2019)
Teaching Note

Rose Electronics Distributing Company

By: Richard S. Ruback, Royce Yudkoff and Ahron Rosenfeld

Itamar Frankenthal (HBS ’13) wanted a $4.5 million bank loan to partially finance his planned acquisition of a small company, Rose Electronics. He received nine proposals which varied widely in term, interest rate, amortization schedule, and covenants. Frankenthal had... View Details

Keywords: Financing and Loans; Acquisition; Decision Making; Electronics Industry

September 1955 (Revised April 1983)
Case

Allen Distribution Co.

A new credit department manager plans to set the tone of his department by reviewing marginal accounts. View Details

Keywords: Management Style

July 1993
Case

Future of Distributed Systems at Aetna, The

By: F. Warren McFarlan and Chris L Marshall

Keywords: Information Technology; Strategy; Insurance Industry

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September 2020
Article

Customer Supercharging in Experience-Centric Channels

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

We conjecture that for online retailers, experience-centric offline store formats do not simply expand market coverage, but rather, serve to significantly amplify future positive customer behaviors, both online and offline. We term this phenomenon “supercharging” and... View Details

Keywords: Retail Operations; Marketing-operations Interface; Omnichannel Retailing; Experience Attributes; Quasi-experimental Methods; Operations; Internet and the Web; Marketing Channels; Consumer Behavior; Retail Industry

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