Retailing Industry - Publications - Faculty & Research - Harvard Business School

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January 2013
Case

Zappos.com 2009: Clothing, Customer Service, and Company Culture (MM)

By: Frances X. Frei and Robin J. Ely

On July 17, 2009, Zappos.com, a privately-held online retailer of shoes, clothing, and other soft-line retail categories, learned that Amazon.com, a $19 billion multinational online retailer, had won its Board of Directors' approval to offer to merge the two companies.... View Details

Keywords: Customer Relationship Management; Internet and the Web; Mergers and Acquisitions; Organizational Culture; Growth and Development Strategy; Apparel and Accessories Industry; Apparel and Accessories Industry

March 2005
Case

Henkel Iberica (A)

By: Francisco de Asis Martinez-Jerez, V.G. Narayanan and Lisa Brem

In 2002, Esteban Garriga, customer service director at Henkel Iberica, questions whether Collaborative Planning, Forecasting, and Replenishment (CPFR) would help manage retail promotions and limit their impact on the stock-outs and obsolete inventory. Describes the... View Details

Keywords: Business Subsidiaries; Forecasting and Prediction; Price; Distribution Channels; Strategic Planning; Commercialization; Valuation; Rail Industry; Germany; Spain

January 2023 (Revised January 2024)
Case

Digital Transformation at Tata Steel

By: Krishna Palepu, Das Narayandas, Radhika Kak and Rachna Tahilyani

T.V. Narendran, CEO of Tata Steel, India’s oldest steel manufacturing firm, had taken concrete business and cultural transformation steps to future-ready the firm since taking over in 2013. He had deleveraged and instilled financial discipline, acquired new businesses,... View Details

Keywords: Digital Transformation; Digital Strategy; Change Management; Growth and Development Strategy; E-commerce; Steel Industry; Asia; India

June 2024 (Revised October 2024)
Case

Equifruit

By: Elizabeth A. Keenan and Annelena Lobb

Jennie Coleman, president of Fairtrade banana company Equifruit, considered how best to position her firm and brand to increase sales of Fairtrade bananas in the U.S. and Canada. She saw her biggest challenge as convincing retailers that consumers would be OK spending... View Details

Keywords: Plant-Based Agribusiness; Food; Goods and Commodities; Brands and Branding; Product Positioning; Sales; Social Enterprise; Agriculture and Agribusiness Industry; Agriculture and Agribusiness Industry; Ecuador; Guatemala; Canada; United States

November 2004 (Revised January 2007)
Case

Ice-Fili (Abridged)

By: John R. Wells, Pai-Ling Yin and Michael G. Rukstad

Designed as an overview of all aspects of the strategy process: industry analysis, positioning, dynamics and sustainability, and scope issues of corporate strategy, including vertical integration, horizontal diversification, and location issues. Ice-Fili is the largest... View Details

Keywords: Product Positioning; Geographic Location; Competition; Vertical Integration; Corporate Strategy; Retail Industry; Retail Industry; Russia

April 2007 (Revised May 2007)
Case

John Mackey and Whole Foods Market

By: Nancy F. Koehn and Katherine Miller

Traces the history of organic agriculture from its pre-industrial roots to the present day, and examines the growth of Whole Foods Market in the context of the broader growth of the organic industry. Also investigates John Mackey's role as a founder and leader of the... View Details

Keywords: Leadership; Food; Entrepreneurship; Agribusiness; Retail Industry; Retail Industry; Retail Industry

January 2008
Case

Parks Capital - Investment in US Retail, Inc.

Parks Capital acquired a Children's Apparel Manufacturer , American Child Clothing Manufacturers, Inc. (ACCM), in 2001. Two years later ACCM's largest retail customer, U.S. Retail, Inc., decided to evaluate strategic alternatives due to financial difficulties. Parks... View Details

Keywords: Mergers and Acquisitions; Customer Value and Value Chain; Private Equity; Vertical Integration; Apparel and Accessories Industry; Apparel and Accessories Industry; Apparel and Accessories Industry; United States

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April 2017
Case

Yushan Bicycles: Learning to Ride Abroad

By: Christopher A. Bartlett and Paul S. Myers

Yushan Bicycles, one of Taiwan's leading bicycle manufacturers, is pursuing an international expansion strategy by increasing demand for its range of traditional and electric bicycles and shifting its product mix toward higher-margin models sold through specialty... View Details

Keywords: Globalized Firms and Management; Growth and Development Strategy; Competitive Strategy; Conflict Management; Learning; Bicycle Industry; Taiwan; Australia

September 1996 (Revised June 1997)
Case

QVC, Inc.

By: Jeffrey F. Rayport

Illustrates the "Service Profit Chain" in action. QVC, whose initials stand for Quality, Value,, and Convenience, demonstrates clearly how a strong customer focus can lead to establishing a strong franchise in the retail sector and a highly profitable business whose... View Details

Keywords: Customer Relationship Management; Service Delivery; Retail Industry; United States

October 2023 (Revised March 2024)
Case

GameStop: Social Media Finds a Cheat Code (A)

By: Joseph Pacelli and Sarah Mehta

This case covers the events leading up to the 2021 GameStop short squeeze. Using GameStop as an illustrative example, the case explores the rise in retail trading, increased financial information sharing on social media, and the gamification of investing enabled by... View Details

Keywords: Value; Stocks; Financial Markets; Social Media; Investment; Applications and Software; Financial Services Industry; United States

October 2022
Supplement

Framebridge (B): A New Approach

By: Rembrand Koning and Alicia Dadlani

In 2022, after revamping operations and expanding retail stores, Framebridge founder and CEO Susan Tynan is optimistic for the future but realizes changing market dynamics. New competitors are entering the market, and margin pressures remained. This case is part two of... View Details

Keywords: Business Startups; Business Strategy; Entrepreneurship; Operations; Market Entry and Exit; Consumer Products Industry; United States; District of Columbia; Kentucky

August 1984 (Revised October 1994)
Case

Suave

By: Mark S. Albion

Promotes discussion on advertising budgeting and media mix decisions in the shampoo market for low-priced, high-volume Suave. Provides various types of market research into consumer behavior and the competition context. The importance of retailers and shelf space is... View Details

Keywords: Consumer Behavior; Product Marketing; Beauty and Cosmetics Industry

April 2008 (Revised March 2014)
Case

Flying J (A)

By: Rohit Deshpande and Lauren Barley

The largest retailer of diesel fuel in the U.S., Flying J, is rethinking its growth strategy as the economy goes into a recession. Its major customer base, owner-operated truck drivers, are facing increasing costs of doing business. Yet Flying J is considering whether... View Details

Keywords: Decision Choices and Conditions; Growth and Development Strategy; Price; Consumer Behavior; Non-Renewable Energy; Energy Industry; United States

November 1997
Case

Royal Ahold NV: Shopkeeper to the Global Village

By: Ray A. Goldberg and Tom Clay

Royal Ahold has become one of the top U.S. food retailers in the United States and Europe, with a family firm that began in the Netherlands and grew to a listing on the U.S. Stock Exchange. It wants to be a global player and is trying to develop a global strategy. View Details

Keywords: Family Business; Cross-Cultural and Cross-Border Issues; Global Strategy; Leadership Style; Public Ownership; Food and Beverage Industry

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March 2005 (Revised May 2005)
Case

Ito-Yokado: The Challenge of Apparel

By: Rajiv Lal and Arar Han

Ito-Yokado, the 16th largest retail conglomerate in the world, has struggled with the declining performance in the apparel division of its superstores for over a decade. Apparel sales are slipping, eating hard-won gains in the retailer's food division. CEO Toshifumi... View Details

Keywords: Business Conglomerates; Transformation; Performance; Problems and Challenges; Sales; Strategy; Apparel and Accessories Industry; Apparel and Accessories Industry; Japan

January 2000
Case

Talbots - A Classic

By: V. Kasturi Rangan and Marie Bell

This case traces why the $1 billion women's clothing retailer decided to attract younger customers, what went wrong, and the actions taken to recover. By the end of 1999, the company has reestablished itself and faces several growth opportunities and must decide on the... View Details

Keywords: Customer Focus and Relationships; Decisions; Crisis Management; Product Positioning; Problems and Challenges; Segmentation; Fashion Industry

March 2023
Teaching Note

Sustainability Reporting at Dollar Tree, Inc.

By: Suraj Srinivasan and Li-Kuan Ni

Teaching Note for HBS Case No. 122-044. The case discusses the ESG strategy of Dollar Tree Inc., a U.S. Fortune 500 company in the deep discount retail industry and the shareholder pressure faced by the company. In 2022, the company faced a shareholder resolution from... View Details

Keywords: ESG; Sustainability; Shareholder Activism; Dollar Tree; Sustainability Reporting; ESG Reporting; Board Of Directors; Shareholder Engagement; GHG; Environmental Accounting; Integrated Corporate Reporting; Trends; Communication; Announcements; Voting; Environmental Management; Climate Change; Environmental Sustainability; Values and Beliefs; Corporate Accountability; Corporate Disclosure; Corporate Governance; Governing Rules, Regulations, and Reforms; Policy; Reports; Business or Company Management; Risk Management; Corporate Social Responsibility and Impact; Outcome or Result; Strategic Planning; Business and Stakeholder Relations; Situation or Environment; Opportunities; Civil Society or Community; Social Issues; Public Opinion; Strategy; Adaptation; Alignment; Business Strategy; Corporate Strategy; Value Creation; Retail Industry; United States; Virginia

July 2010 (Revised December 2011)
Background Note

Marketing Analysis Toolkit: Pricing and Profitability Analysis

By: Thomas J. Steenburgh and Jill Avery

Pricing is one of the most difficult decisions marketers make and the one with the most direct and immediate impact on the firm's financial position. This toolkit will introduce the fundamental terminology and calculations associated with pricing and profitability... View Details

Keywords: Forecasting and Prediction; Price; Profit; Management Analysis, Tools, and Techniques; Marketing Strategy; Demand and Consumers; Measurement and Metrics; Strategic Planning; Mathematical Methods; Retail Industry

February 2013 (Revised February 2017)
Case

Iz-Lynn Chan at Far East Organization

By: Linda A. Hill, Anthony J. Mayo and Dana M. Teppert

Iz-Lynn Chan, assistant director of retail business group and service quality and vice president of Far East retail consultancy for Far East Organization, a private real estate developer group in Singapore, raises service standards in the company's hospitality... View Details

Keywords: Hospitality; Organizational Change And Transformation; Leadership; Leading Change; Change Management; Service Industry; Singapore

February 2003 (Revised April 2006)
Case

Reaching the Bottom: UniGlobe's Small Local Stores Dilemma

By: Clayton M. Christensen and Lana Newishy

To distribute products to very small retailers in a very fragmented retail environment, the local subsidiary of a large consumer products company created an innovative distribution mechanism. The subsidiary's Small Local Stores division employed middlemen who... View Details

Keywords: Distribution Channels; Innovation and Invention; Consumer Products Industry; Philippines

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