Channel Management - Publications - Faculty & Research

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Figuring Out Her Mission | Social Enterprise | Harvard Business School

assumed leadership responsibilities in three areas: 1) project management of institutional strategic priorities, including revamping the Boston Ballet website, an effort coordinated among staff and executive leaders across the... View Details

19 Mar 2019
Blog Post

Leadership Fellow Ming Min Hui: Figuring Out Her Mission

responsibilities in three areas: 1) project management of institutional strategic priorities, including revamping the Boston Ballet website, an effort coordinated among staff and executive leaders across the organization; 2) support for... View Details

Keywords: Nonprofit / Government

01 Jun 2022
News

Case Study: Glass Half Full

through Shopify and social channels with influencer gifting. Consider investing in a PR/marketing agency if you aren’t good at content curation and creation. Then, after you have a brand identity and foothold, you can also consider... View Details

Keywords: Jen McFarland Flint; Nonstore Retailers; Retail Trade

21 Sep 2010
First Look

First Look: September 21, 2010

Conflict: The Effects of Contract Structure Authors:Deepak Malhotra and Fabrice Lumineau Publication:Academy of Management Journal (in press) Abstract Leveraging a longitudinal dataset concerning 102 inter-firm disputes, we evaluate the... View Details

Keywords: Sean Silverthorne

Blog

Crossing the Bridge from Program Learning to Practical Application

When you attend an HBS Executive Education program, you never know what opportunities the experience may present. In fact, you could even find yourself becoming part of the teaching team. Ask Deb Barnes, Senior Managing Director of Fund... View Details

10 Apr 2006
Research & Ideas

Lessons from the Browser Wars

to use strategic levers such as market power and channels of distribution, growth in demand leading to diffusion of the new technology through the population, and uncertainty. Thus, this is one example from which we can generalize lessons... View Details

Keywords: by Sara Grant; Computer; Consumer Products; Technology

2009
Working Paper

Gray Markets and Multinational Transfer Pricing

By: Romana L. Autrey and Francesco Bova

Gray markets arise when a manufacturer's products are sold outside of its authorized channels, for instance when goods designated for a foreign market are resold domestically. One method multinationals use to combat gray markets is to increase internal transfer prices... View Details

Keywords: Price; Multinational Firms and Management; Demand and Consumers; Distribution Channels; Business and Government Relations; Sales; Competitive Strategy

Citation

Read Now

21 Mar 2016
Lessons from the Classroom

When Your Classmate is an NBA Superstar (or Fashion Model, or Movie Actress)

unique perspective,” says Anita Elberse, the Lincoln Filene Professor of Business Administration at HBS, who is faculty co-chair of the Executive Education program. “Their viewpoint often sheds light on why we see certain tensions in the media space and why executives... View Details

Keywords: by Dina Gerdeman; Entertainment & Recreation; Sports; Media & Broadcasting; Education

March 2007 (Revised March 2007)
Case

Burt's Bees: Leaving the Hive

Rapid growth is pushing Burt's Bees' natural personal care products into mass distribution channels, with products and brand elements that are less quirky, more commercial than they used to be. Indeed, CEO John Replogle believes that by focusing on efficacious,... View Details

Keywords: Growth Management; Consumer Behavior; Asset Pricing; Entrepreneurship; Distribution Channels; Product Development; Brands and Branding; Beauty and Cosmetics Industry; United States

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24 Mar 2002
Research & Ideas

Are Assets Only for America’s Wealthy?

enough money to prosper, low-income families' access to health benefits, their civic participation, family stability, and mental wellbeing are all diminished by their low success rate in building assets. Peter Tufano, Sylvan C. Coleman Professor of Financial View Details

Keywords: by Carla Tishler

September 2002 (Revised June 2003)
Background Note

Multinationals as Global Intermediaries

By: Tarun Khanna and Krishna G. Palepu

Presents a conceptual framework of the circumstances when multinationals attempt to create, or face difficulty creating, value in cross-border commerce. Particular attention is paid to the role of multinationals as intermediaries in international transactions where the... View Details

Keywords: Framework; Cross-Cultural and Cross-Border Issues; Multinational Firms and Management; Marketing Channels; Market Transactions; Value Creation

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12 Aug 2010
News

What Is Customer Opinion Good For?

Keywords: Prof. Jim Heskett; Manufacturing

01 Dec 2009
News

Broad Range of Interests Among Nine New Faculty

more than thrive. Now she’s bringing that exper-tise to bear on a new shift in business: the “greening” of the global economy. After 21 years as a management professor at MIT’s Sloan School, Henderson arrived on the HBS campus this fall... View Details

Keywords: Margie Kelley

19 Jun 2018
First Look

New Research and Ideas, June 19, 2018

organizations as well as customer pressure from individual investors are critical in mitigating free-rider problems among asset managers and sustaining engagement practices. Finally, I explore the limits and anticompetitive concerns to... View Details

Keywords: Dina Gerdeman

04 Sep 2019
News

Ask the Expert: Bounce Back

of PowerInbox, says it’s too soon to call it quits on email—far from it, in fact. PowerInbox, which manages targeted ads within subscriber-based newsletters for publishers like Crain Communications and the Seattle Times, has enjoyed 7,500... View Details

Keywords: Jen McFarland Flint

10 Mar 2002
Research & Ideas

Breakthrough Negotiation: Don’t Leave It On the Table

bolster their bargaining power, and channeling the flow of the process through time. They understand that actions taken away from the negotiating table can be as important as what goes on at the table, if not more so.1 Specifically,... View Details

Keywords: by Michael Watkins

September 2000
Teaching Note

MarketSoft TN

By: Joseph B. Lassiter III and John T. Gourville

Teaching Note for (9-800-069). View Details

Keywords: Groups and Teams; Internet and the Web; Product Launch; Distribution Channels; Partners and Partnerships; Growth and Development; Management Practices and Processes

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03 Mar 2009
First Look

First Look: March 3, 2009

and complementary effects across channels to provide sales forecasting, promotion planning, and customer relationship management guidance to multichannel managers. We investigate three contingencies in a... View Details

Keywords: Martha Lagace

July 2002 (Revised March 2003)
Case

Avon.com (A)

Avon has always sold its products through a large independent direct-selling organization. However, it is now considering whether it should sell directly to the consumer. The company's independent representatives number 500,000 in the United States alone. Yet, there... View Details

Keywords: Organizational Change and Adaptation; Marketing Strategy; Internet and the Web; Salesforce Management; Marketing Channels; Beauty and Cosmetics Industry

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