Channel Management - Publications - Faculty & Research

16 Feb 2021
Blog Post

The Rise of The Sixes: Interview with CEO and Founder Franci Girard

change, Girard’s next step was off the court and onto Wall Street as a Prime Brokerage Associate at Goldman Sachs. “While at Goldman Sachs, I knew I wanted something more entrepreneurial for my career,” said Girard. “Specifically, I had this passion for fashion, but I... View Details

07 Mar 2019
News

Smart Marketing Brings Rapid Growth to Latino Brands

to provide them properly in the United States.” Reflecting on the Owner/President Management program that he attended at HBS, Benitez said: “One of the things that probably any OPMer in the world is going to be able to share with you is... View Details

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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21 Oct 2008
First Look

First Look: October 21, 2008

Cases & Course MaterialsBMW's Project Switch (A): Importers vs. National Sales Companies Harvard Business School Case 509-023 BMW is faced with potential channel conflicts across several EU country markets. The case highlights BMW's... View Details

Keywords: Martha Lagace

30 Apr 2021
News

Revealing the Rules

conventional rules for success aren’t enough. There is another set of expectations that determine who gets ahead and who doesn’t. Top performers follow these patterns without realizing it—and managers expect them from employees but often... View Details

Web

Africa - Global Activities 2021

Emory University, to work at McKinsey & Company. There she was responsible for strategy due diligence and planning for financial services and public sector clients in Africa and the Middle East. “I discovered a pathway to economic development in View Details

13 Nov 2020
News

Countdown To Remote Learning

and videos, and started a Slack channel where faculty could share tips and tricks,” says Willis Emmons, a senior lecturer and the center’s director. A new role—online learning facilitator (OLF)—was created to support the faculty. Staff... View Details

February 2020
Supplement

Indigo Agriculture: Harnessing Nature

By: Michael W. Toffel and James Barnett

Indigo Agriculture used a digital-enabled research and development (R&D) process to launch its initial product, microbial coatings for agricultural seeds, which increase crop yields while reducing the need for fertilizers. In doing so, the company developed direct... View Details

Keywords: Operations; Supply Chain; Social Enterprise; Product Development; Distribution Channels; Business Strategy; Digital Platforms; Environmental Sustainability; Science-Based Business; Climate Change; Agriculture and Agribusiness Industry; Green Technology Industry; United States; Massachusetts

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01 Jun 2003
News

Batten Gift to Support Residential Campus

business when I was only 27.” Batten is a visionary entrepreneur and business leader who built Landmark Communications, Inc., based in Norfolk, Virginia, into a multimedia enterprise consisting of dozens of newspapers and specialty publications, several television... View Details

Keywords: Jeffrey L. Cruikshank

01 Mar 2012
News

Alumni Book Briefs

thinking, translating his insights into practice and correcting the most common misconceptions about them. Guide to Managing Growth: Turning Success into Even Bigger Success by Rupert Merson (PMD 71, 1996) (Wiley) Successful growth... View Details

Keywords: Publishing Industries (except Internet); Information

23 Dec 2008
First Look

First Look: December 23, 2008

etc.) to implement the new strategy. Purchase the case: http://harvardbusinessonline.hbsp.harvard.edu/ b01/en/common/item_detail.jhtml?id=109015 BMW's Project Switch (B): Importers vs. National Sales Companies Harvard Business School Supplement 509-024 BMW is faced... View Details

Keywords: Martha Lagace

February 2021 (Revised March 2021)
Case

AptDeco: Circular Economy Furniture Marketplace

By: Ayelet Israeli and Jamie Merkrebs

AptDeco, a used furniture marketplace, was growing rapidly in the tri-state area. The co-founders were confident that the business model, financial position, and unit economics positioned AptDeco for scaling in the massive $120 billion furniture market, despite its... View Details

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11 Nov 2002
Research & Ideas

Women Entrepreneurs Usher in the Next Generation

they were quite special—which was a risk from other people's point of view. But she didn't see it as all that risky because she knew what they were made of." Swan ran the Latin America channel as general View Details

Keywords: by Martha Lagace

25 Apr 2019
Research & Ideas

Incubators Take Notice: Your Entrepreneurs Are Networking with the Wrong People

School Professor Rembrand M. Koning. Like party guests who refuse to mingle, entrepreneurs tend to gravitate toward people they already know at these programs, especially if they participate as a team, diminishing the learning potential. “These institutions may be... View Details

Keywords: by Danielle Kost

04 Dec 2000
What Do You Think?

Have We Overdone Deregulation and Privatization?

selective increases in capacity, new approaches to managing consumption, and increased merger and acquisition activity, with attendant realization of synergies and lower costs (Jill Feblowitz), and (3) has delivered on its promise of... View Details

Keywords: by James Heskett

01 Jun 2005
News

Profiles from the Class of 2005

combination offered by Ford Motor Company’s management training program. While he excelled at leading teams to solve engineering-based manufacturing problems, it was a stint in sales and marketing that changed his life. “I was on the job... View Details

Keywords: Roger Thompson; Julia Hanna; James E. Aisner; Graduate profiles; Government; Transportation Equipment Manufacturing; Manufacturing

05 Oct 2009
Research & Ideas

The Vanguard Corporation

were going to succeed and prosper needed to manage risks better, have a stronger sense of purpose to motivate their employees, and satisfy a public already agitated about scandals such as Enron in the corporate world. What I didn't see... View Details

Keywords: by Sean Silverthorne

07 Sep 2021
News

Summer Fellowship Recipient is a Changemaker in Tanzania

provide a convenient and confidential channel for patients to share feedback on such things as the quality of care they received and the cleanliness of the facility they visited, as well as any incidences of abuse—reports that have long... View Details

Keywords: April White

12 Jul 2021
News

Alumni Confront the COVID-19 Crisis

student-focused initiative has collectively raised more than $30,000 in less than 3 weeks, has mentored more than 350 prospective business school and graduate students, and started a fundraiser to procure oxygen concentrators and channel... View Details

August 1991 (Revised September 1994)
Background Note

What Is Industrial Marketing?

By: V. Kasturi Rangan

Discusses the key distinguishing aspects of industrial as compared to consumer marketing. These differences are highlighted for organizational as well as marketing mix aspects. View Details