Publications

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26 Jun 2017
Research & Ideas

How Cellophane Changed the Way We Shop for Food

development of self-service merchandising systems in American grocery stores, but also revealing how cellophane manufacturers tried to control the narrative of how women buy food. “Cellophane changed how people shopped,” says Ai Hisano,... View Details

Keywords: by Carmen Nobel; Food & Beverage; Retail; Advertising

September 2024
Case

Navigating Digital Transformation at Carrefour

By: Sunil Gupta and Emilie Billaud

In 2023, Elodie Perthuisot, Carrefour’s Executive Director for e-commerce and digital transformation, met with CEO Alexandre Bompard to discuss strategies for the company’s digital initiatives. Carrefour, a global retail giant with over 14,300 stores across 40... View Details

January 2006 (Revised October 2009)
Case

Negotiating Star Compensation at the USAWBL (A-1): Confidential Instructions for Jesse J.

By: Ian Larkin, James K. Sebenius and Guhan Subramanian

In this three-party negotiation exercise, Jesse J, star center in the U.S.A. Women's Basketball League, with her agent, is negotiating a possible compensation package with the Boston Sharks involving a base salary, a possible share of team merchandising profits, and a... View Details

Keywords: Compensation and Benefits; Contracts; Negotiation Process; Negotiation Tactics; Conflict and Resolution; Sports; Sports Industry; United States

February 2010 (Revised June 2022)
Case

Dollarama Inc.

By: Andre F. Perold

Dollarama is the leading operator of dollar stores in Canada. The firm performed extraordinarily well after a leveraged buyout in 2004 and recently executed a highly successful IPO. The company sources its goods primarily from Asia. It has strong brand recognition and... View Details

Keywords: Price; Growth and Development Strategy; Product Positioning; Supply Chain; Competitive Advantage; Valuation; Consumer Products Industry; Retail Industry; Canada

2021
Working Paper

Saving for a Dry Day: Coal, Dams, and the Energy Transition

By: Michele Fioretti and Jorge Tamayo

Renewable generation creates a tradeoff between current and future energy production as generators produce energy by releasing previously stored resources. Studying the Colombian market, we find that diversified firms strategically substitute fossil fuels for... View Details

Keywords: Energy Generation; Renewable Energy; Production; Green Technology Industry; Energy Industry; Colombia

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05 Mar 2012
Research & Ideas

Is JC Penney’s Makeover the Future of Retailing?

execute a strategy.” Penney will be able to move more merchandise off the floor faster, Lal adds, quickly making room for fresh items. This strategy could bring customers into the store more frequently and... View Details

Keywords: by Kim Girard; Retail

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

18 Apr 2022
HBS Case

Dick’s Sporting Goods Followed Its Conscience on Guns—and It Paid Off

Days after the mass school shooting in Parkland, Florida, in 2018, a shaken Ed Stack, then the CEO and largest shareholder of Dick’s Sporting Goods, decided it was time for his 850-store chain to pull certain guns off its store shelves.... View Details

Keywords: by Jay Fitzgerald

December 2019
Case

Walmart Ecommerce (B): Omnichannel Pursuits

By: Ramon Casadesus-Masanell and Karen Elterman

This case is an abridged version (part 2 of 2) of "Walmart's Omnichannel Strategy: Revolution or Miscalculation?" HBS Case No. 720-370. The (B) case describes Walmart’s omnichannel strategy in 2018 as it battled Amazon for online retail market share. Walmart aimed to... View Details

Keywords: Acquisition; Strategy; Internet and the Web; Distribution; Distribution Channels; Competitive Strategy; Retail Industry; Bentonville; Arkansas; United States

10 Feb 2022
Research & Ideas

Why Are Prices So High Right Now—and Will They Ever Return to Normal?

some categories,” he says. “Those shortages are putting pressure on prices. And they're still contributing to the high levels of inflation we see now.” Shifting shortages on store shelves To examine the relationship between stockouts and... View Details

Keywords: by Rachel Layne

18 Mar 2011
News

Better Retail Performance Predictions

19 Oct 2021
Research & Ideas

Fed Up Workers and Supply Woes: What's Next for Dollar Stores?

it in time for the holiday season. But right now, I might not be able to make it into stores by Christmas." I’m sure there are cost pressures on Dollar General and Dollar Tree, especially the “treasure hunt”... View Details

Keywords: by Christine Pazzanese, Harvard Gazette; Retail

February 2021
Case

Drizly: Managing Supply and Demand through Disruption

By: Kris Ferreira

It was April 6th, 2020, and the management team at Drizly—an online alcohol marketplace where consumers could browse and purchase alcohol from local liquor retail stores via Drizly’s app for immediate home delivery—were thrilled to see record-breaking sales from the... View Details

Keywords: COVID-19 Pandemic; Demand and Consumers; Growth and Development; Customer Focus and Relationships; Customer Value and Value Chain; Customer Satisfaction; Goals and Objectives; Supply Chain Management

07 Nov 2016
HBS Seminar

Vishal Gaur, Johnson, Cornell University

10 Oct 2011
Research & Ideas

Retailing Revolution: Category Killers on the Brink

generally is at a tipping point, with category killers being the first significant casualties of the (r)evolution that is occurring. Retail store asset productivity has been in decline since the start of the... View Details

Keywords: by Rajiv Lal & Jose B. Alvarez; Retail

March 2011
Case

Cash Flow Productivity at PepsiCo: Communicating Value to Retailers

PepsiCo developed a new metric that better measured the value added by Pepsi products than did gross margin, the traditional metric used by retailers to determine shelf space and promotional activity. The new metric, cash flow productivity, captured the value of... View Details

Keywords: Customer Relationship Management; Cash Flow; Measurement and Metrics; Distribution; Performance Productivity; Value Creation; Food and Beverage Industry; Retail Industry

Find at Harvard

May 2018
Case

Inditex: 2018

By: John R. Wells and Gabriel Ellsworth

In 2018, Inditex, based in Spain, was the largest specialist fashion retailer in the world, generating sales of $31.5 billion in 2017 from a portfolio of eight retail brands selling through a total of 7,475 stores located in 96 countries and from websites in 49... View Details

Keywords: Fashion; Succession; IPO; Competition; Initial Public Offering; Multinational Firms and Management; Management Succession; Growth and Development Strategy; Competitive Strategy; Apparel and Accessories Industry; Retail Industry; Fashion Industry

December 2013 (Revised October 2014)
Case

The Munich Oktoberfest: From Local Tradition to Global Capitalism

By: Juan Alcacer, Christian Bettinger and Andreas Philippi

Oktoberfest, an annual festival held in Munich (Germany) for more than 200 years, has grown in recent decades into a hugely popular event that attracts 7 million visitors annually, a large proportion of which are foreign. In fact, Oktoberfest's global appeal is so... View Details

Keywords: Value Creation; Product Positioning; Marketing Channels; Global Strategy; Food and Beverage Industry; Ohio; Munich; Brazil; Bangalore; Beijing

June 2013 (Revised March 2014)
Case

Inditex: 2012

By: John R. Wells and Galen Danskin

In the 11 years since its public offering, Inditex and its flagship brand, Zara, had expanded into 86 countries, achieved $21.6 billion in revenue, and become the largest specialty apparel retailer in the world. In marked contrast to the general malaise of the Bolsa de... View Details

Keywords: Fashion; Strategy; Strategic Planning; Competitive Strategy; Fashion Industry; Spain