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  • 10 Mar 2015
  • Research & Ideas

The Surprising Winners and Losers in the Retail Revolution

brick and clicks are Home Depot and Pet Smart. What did Home Depot do right? Rajiv Lal: Home Depot thought about the challenges facing their business very strategically.... View Details
Keywords: by Sean Silverthorne; Retail
  • 13 Dec 2011
  • First Look

First Look: Dec. 13

  PublicationsAdding Bricks to Clicks: Predicting the Patterns of Cross-Channel Elasticities over Time Authors:Jill Avery, Thomas J. Steenburgh, John Deighton, and Mary Caravella Publication:Journal of... View Details
Keywords: Sean Silverthorne
  • August 2000 (Revised February 2003)
  • Case

Borders Group, Inc.

By: Zeynep Ton and Ananth Raman
Describes Borders Group, a well-known retail chain, in late 1999 and its traditional strengths and rapid growth in the 1990s. By 1990, however, the company had fallen behind Amazon.com and Barnes & Noble in leveraging the Internet for book retailing, although it... View Details
Keywords: Supply Chain Management; Customer Value and Value Chain; Distribution Channels; Service Operations; Business Growth and Maturation; Economic Growth; Industry Growth; Growth and Development; Internet; Business Model; Order Taking and Fulfillment; Supply and Industry; Retail Industry; Publishing Industry
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  • August 2022
  • Exercise

Joy4Home Brands: Pricing Matters

By: Elie Ofek, Oded Koenigsberg and Marco Bertini
Joy4Home Brands, the maker of novel houseware items, was gearing up for its launch. The company would be introducing two lines: kitchenware products and storage containers. The initial go-to-market plan called for a direct to consumer (DTC) channel strategy. While... View Details
Keywords: DTC; Pricing Decisions; B2B; Product Marketing; Product Launch; Marketing Strategy; Business Model; Opportunities; Consumer Products Industry
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  • Winter 2021
  • Editorial

Introduction

By: Michael A. Wheeler
This issue of Negotiation Journal is dedicated to the theme of artificial intelligence, technology, and negotiation. It arose from a Program on Negotiation (PON) working conference on that important topic held virtually on May 17–18. The conference was not the... View Details
Keywords: Artificial Intelligence; Information Technology; Negotiation; AI and Machine Learning
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  • 13 Feb 2007
  • First Look

First Look: February 13, 2007

  Working PapersAdding Bricks to Clicks: The Effects of Store Openings on Sales through Direct Channels Authors:Jill Avery, Mary Caravella, John Deighton, and Thomas Steenburgh Abstract We assess the effect... View Details
Keywords: Martha Lagace
  • 15 May 2012
  • First Look

First Look: May 15

  PublicationsThe Two Facets of Collaboration: Cooperation and Coordination in Strategic Alliances Authors:Ranjay Gulati, Franz Wohlgezogen, and Pavel Zhelyazkov Publication:The Academy of Management Annals... View Details
Keywords: Carmen Nobel
  • 28 Aug 2012
  • First Look

First Look: August 28

Publications Individuals' Decision to Co-Donate or Donate Alone: An Archival Study of Married Whole Body Donors in Hawaii Authors: Michel Anteby, Filiz Garip, Paul V. Martorana, and Scott Lozanoff Publication: PLoS ONE 7, no. 8: e42673... View Details
Keywords: Sean Silverthorne
  • 18 Mar 2013
  • HBS Case

HBS Cases: LEGO

age 12. The LEGO brick played with by kids and adults around the globe came into being during Godtfred's tenure. He considered it a unique, sturdy, simple product—a system—that offered endless opportunities... View Details
Keywords: by Maggie Starvish; Entertainment & Recreation
  • 28 Nov 2018
  • HBS Case

On Target: Rethinking the Retail Website

precious shelf space inside its brick and mortar stores. “Target realized the importance of devoting the time, attention, skill, and strategy to... View Details
Keywords: by Dina Gerdeman; Retail
  • 21 Sep 2022
  • Research & Ideas

You Don’t Have to Quit Your Job to Find More Meaning in Life

It’s a philosophical debate as old as time: What is the secret to leading a meaningful life? For many, the question gained new urgency after years of social distancing and upheaval during the COVID-19 pandemic. After surviving a public... View Details
Keywords: by Shalene Gupta
  • 10 Oct 2011
  • Research & Ideas

Retailing Revolution: Category Killers on the Brink

retailers fail to satisfy. If a consumer needs to touch a fabric, smell a cologne, or sample food, bricks and mortar have an advantage (but only if it can solve the free rider... View Details
Keywords: by Rajiv Lal & Jose B. Alvarez; Retail
  • 20 Dec 2017
  • Lessons from the Classroom

How to Design a Better Customer Experience

discussion. As part of that experience, executives use LEGO bricks to build models that reflect their positive and negative experiences. “It’s not about building objects. It’s about solving problems,”... View Details
Keywords: by Dina Gerdeman; Health; Entertainment & Recreation
  • 31 May 2017
  • What Do You Think?

Can Amazon Do What Walmart Couldn’t, Stop the 'Wheel of Retailing'?

the company’s growth and profit was the size of the global retail market itself. No competitors could successfully undercut such a retail phenomenon. The wheel of retailing had been stopped! Until, of course, the internet came along.... View Details
Keywords: by James Heskett; Retail
  • 15 Apr 2002
  • Research & Ideas

In the Virtual Dressing Room Returns Are A Real Problem

information about products rather than to make direct purchases. It is not surprising that apparel led the list: For every dollar spent on apparel online, consumers who visited online apparel sites spent $2.92 purchasing apparel from catalogs or View Details
Keywords: by Jan Hammond & Kristin Kohler; Apparel & Accessories; Fashion; Consumer Products; Manufacturing; Retail
  • 21 Apr 2015
  • First Look

First Look: April 21

growth was one of the biggest stories in e-commerce, especially when the retailer attracted $50 million in investment from Index Ventures, a top VC firm that funded other successful retailers such as Net-a-Porter and Etsy, in 2013. Yet,... View Details
Keywords: Carmen Nobel & Sean Silverthorne
  • 01 Nov 1999
  • Lessons from the Classroom

What’s Next & So What? Leading in the 21st Century

enough to get better; you have to "get different" — for example, in the way that GE went from manufacturing to services or Charles Schwab went from bricks and mortar... View Details
Keywords: by Staff
  • 26 Aug 2024
  • Research & Ideas

Can AI Match Human Ingenuity in Creative Problem-Solving?

When ChatGPT and other large language models began entering the mainstream two years ago, it quickly became apparent the technology could excel at certain business functions, yet it was less clear how well artificial intelligence could handle more creative tasks. Sure,... View Details
Keywords: by Michael Blanding; Information Technology; Information; Technology
  • 21 Jul 2008
  • Research & Ideas

Solving the Marketing Resources Allocation Puzzle

papers about "The Value of a Free Customer" and "The Value of a Customer in a Social Networked World." Thomas Steenburgh: I am spending time thinking of a few different things. I have a working paper with a few graduates from our DBA... View Details
Keywords: by Sean Silverthorne
  • 15 Nov 2006
  • Research & Ideas

Lessons Not Learned About Innovation

brick wall was erected to separate the two sides of the building. Time was wasted battling each other and even stealing each others' customers. So the message is you can't afford to build two cultures.... View Details
Keywords: by Sean Silverthorne

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