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November 2015 (Revised October 2017)
Case

Dollar General Bids for Family Dollar

By: Jonas Heese, Paula A. Price, Suraj Srinivasan and David Lane

In spring 2015, Dollar General's CEO Rick Dreiling was looking ahead to retiring at year's end but worried about ensuring continued growth for the company he had built since 2008 into a market leader in the U.S. discount retail world. Dollar General operated over... View Details

Keywords: Dollar General; Family Dollar; Dollar Tree; Antitrust; Board Of Directors; Activist Investors; Federal Trade Commission; Acquisition; Valuation; Corporate Strategy; Retail Industry; United States

November 2015
Case

Katherine Schuler at Boxes & Bins, Inc.

By: Linda A. Hill and James Kindley

This case is about Katherine Schuler, soon to become senior vice president of marketing at a fast-growing retail organization, Boxes & Bins (B&B). Part of Schuler's success has been due to her "fit" into a company with clear values and principles. In particular, B&B... View Details

Keywords: Change Management; Personal Development and Career; Growth and Development Strategy; Retail Industry

February 2017 (Revised March 2018)
Case

BIM: Finding New Ways to Grow

By: Michael Chu and Gamze Yucaoglu

BIM, Turkey’s giant retailer with a hard-discount model for the popular segments, must decide whether to launch a brand-new format challenging the modern supermarkets. Since its founding in 1995, BIM has adhered to a business model based on a relentless focus on costs... View Details

Keywords: Turkey; Decision; Emerging Markets; Private Sector; For-Profit Firms; Business Model; Business Strategy; Competitive Advantage; Growth and Development Strategy; Value Creation; Change Management; Decisions; Growth Management; Retail Industry; Turkey

21 May 2013
First Look

First Look: May 21

Divergence between rich and poor countries since 1820. Download working paper: http://www.nber.org/papers/w19010 Improving Store Liquidation By: Craig, Nathan, and Ananth Raman Abstract—Store liquidation is the time-constrained divestment... View Details

Keywords: Sean Silverthorne

March 2008 (Revised February 2009)
Case

Transparent Value LLC

By: Sharon P. Katz, Krishna G. Palepu and Aldo Sesia, Jr.

Leading index company Dow Jones recently signed a license and joint marketing agreement with Transparent Value LLC, the creator of a new fundamentals-based valuation methodology. The agreement allowed Dow Jones to offer a family of indexes based on the Transparent... View Details

Keywords: Asset Management; Stocks; Price; Performance Expectations; Mathematical Methods; Valuation

27 Jul 2011
Research & Ideas

Customer Loyalty Programs That Work

ExtraCare, and pay-for-membership cards for stores including Costco. In a very basic form loyalty schemes have been around for as long as people have been exchanging goods—consider the farmer who threw in an extra ear of corn for his best... View Details

Keywords: by Maggie Starvish; Retail

23 Jul 2001
Research & Ideas

Sam Walton: Great From the Start

Sam Walton's first store was a second-rate store in a second-rate town in what no one would have classified as a first-rate state. Millions, literally, of small stores failed... View Details

Keywords: by Richard S. Tedlow; Retail

Web

Help - Alumni

Fitness Portal . What are the hours of the COOP? Hours and store info for the HBS COOP are at: https://store.thecoop.com/store-locations/ The Class of 1959 Chapel HBS alumni may use the Class of 1959 Chapel for weddings and memorials,... View Details

07 Jul 2019
HBS Case

Walmart's Workforce of the Future

Any discussion of the future of retail—or how we work—has to include Walmart. As of 2017, 90 percent of the US population lived within 10 miles of a Walmart store; with 11,766 locations worldwide and $514 billion in annual revenues, the View Details

Keywords: by Julia Hanna; Retail

31 Jul 2012
First Look

First Look: July 31

magic, making them all but destined for success, while other items languish on store shelves? For a better understanding of that, perhaps there's no better place to turn to than the world of magic. Consider that some professional... View Details

Keywords: Carmen Nobel

25 Oct 2011
First Look

First Look: October 25

stores are multi-sided platforms (MSPs). We propose a definition that provides a more precise notion of MSPs by requiring that they enable direct interactions between the multiple customer types that are affiliated with them. Several... View Details

Keywords: Sean Silverthorne

01 Apr 2024
In Practice

Navigating the Mood of Customers Weary of Price Hikes

FTC is sending a strong signal that it is paying close attention to grocery store prices. Executives should be weighing this regulatory attention when considering prices over the years ahead. Alexander MacKay is an assistant professor of... View Details

Keywords: by Rachel Layne; Retail; Consumer Products

30 May 2018
Research & Ideas

Should Retailers Match Their Own Prices Online and in Stores?

it had on the rack. I was surprised to see that the outfit I was holding in my hand was $10 cheaper online—from the same store. I asked the cashier if she would honor the online price in-store; she politely declined, saying the store... View Details

Keywords: by Dina Gerdeman; Retail

21 Aug 2013
Research & Ideas

What Went Wrong at J.C. Penney?

available options, from low-end Walmart and discounters like TJ Maxx to Kohl's, Macy's, and Target. Beyond that, there are plenty of specialty stores such as The Gap and Gymboree. Aisner: That's a full plate... View Details

Keywords: by Jim Aisner; Retail

28 Nov 2018
HBS Case

On Target: Rethinking the Retail Website

jimkruger In the mid-1990s, Target was a discount superstore behemoth. The retailer had set itself apart from chief rival Walmart with a focus on more upscale but wallet-friendly fashion and lifestyle lines, spurring double-digit growth... View Details

Keywords: by Dina Gerdeman; Retail

26 Jun 2013
News

How a Trivial Pursuit Became a Significant Case

negotiating licensing and royalty agreements. One key move involved persuading TV Guide, in exchange for increased royalties from additional sales, to carry free ads for stores that would sell the game. Drawing on his trusted contacts in... View Details

Keywords: Miscellaneous Store Retailers; Miscellaneous Store Retailers; Miscellaneous Store Retailers; Miscellaneous Store Retailers

25 Oct 2010
HBS Case

Tesco’s Stumble into the US Market

Tesco PLC is the third-largest retailer in the world, just behind Wal-Mart and Carrefour. But that didn't make the UK-based chain immune from many costly mistakes as it entered the US market in 2006. For example, it opened some of its Fresh & Easy View Details

Keywords: by Sean Silverthorne; Retail

20 Dec 2017
Lessons from the Classroom

How to Design a Better Customer Experience

about meeting customer expectations, providing value, or generating good functionality. Instead, they are more often about encountering an unexpected problem: A consumer heads to an Apple store with a broken iPhone. An airline customer... View Details

Keywords: by Dina Gerdeman; Health; Entertainment & Recreation

01 Mar 2018
News

Every Trick in the Book

to the freestanding book superstores, which offered vast selection, including CDs and DVDs, and discounted prices: Borders, Barnes & Noble, and Crown Books, the last of which smartly forsook its original 3,000-square-foot View Details

Keywords: April White

09 Dec 2019
Research & Ideas

Identify Great Customers from Their First Purchase

Testing data on 13,000 shoppers To show how the model works, Ascarza and Padilla fed it some customer data supplied by an international retailer that sells its own brand of beauty products exclusively in its stores and on its website.... View Details

Keywords: by Kristen Senz; Retail; Service

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