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  • November 1989 (Revised February 1992)
  • Case

Ford Motor Co.: Dealer Sales and Service

By: Leonard A. Schlesinger
Since Henry Ford founded Ford Motor Co., Ford vehicles have been sold and serviced the same way. By the late 1980s Ford began to consider making changes in its sales and service process. Two developments forced Ford to reconsider these processes. First, Ford found... View Details
Keywords: Organizational Change and Adaptation; Change Management; Distribution Channels; Customer Focus and Relationships; Service Industry; Auto Industry; Retail Industry; United States
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  • 01 Jun 2017
  • News

A Finger on the Pulse of the Financial System

on channeling the keen interest many of us have in financial stability.” There is consensus within the group that financial instability often follows periods when institutions, policy makers, and investors... View Details
  • 2012
  • Chapter

The Confederacy of Heterogeneous Software Organizations and Heterogeneous Developers: Field Experimental Evidence on Sorting and Worker Effort

By: Kevin J. Boudreau and Karim R. Lakhani
Software development occurs in a patchwork or "confederacy" of different types of institutions (universities, small start-ups, multinational enterprises, government agencies, etc.) utilizing varied work approaches. Here we speculate on one possible explanation for this... View Details
Keywords: Innovation and Invention; Applications and Software; Product Development; Organizations; Employees; Behavior; Competition; Cooperation; Creativity; Information Technology Industry
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  • Research Summary

Multi-Channel Management

Extensive research on mutli channel management use at consumer goods producing companies like Procter&Gamble. Research cooperation with CMC (Compentence Center multi channel Management) of the University of Essen anf University of Muenster. Consulting of major... View Details
  • 15 Dec 2008
  • Research & Ideas

The Surprisingly Successful Marriages of Multinationals and Social Brands

markets faster through the existing distribution network of the acquirer, or through the ability to invest quickly in significantly expanded facilities. Compared to an IPO, it allows the careful delineation... View Details
Keywords: by Sarah Jane Gilbert; Consumer Products; Food & Beverage
  • October 2000 (Revised November 2018)
  • Exercise

Web-Based Beer Game Exercise

By: Janice H. Hammond
The Web-based beer game is an exercise that demonstrates supply channel dynamics. Simulates the flow of material and information in a simplified channel of beer production and distribution, focusing on the linkages between a beer manufacturer, its distributors, a... View Details
Keywords: Distribution Channels; Production
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  • January 2021 (Revised March 2021)
  • Exercise

E-Commerce Analytics for CPG Firms (A): Estimating Sales

By: Ayelet Israeli and Fedor (Ted) Lisitsyn
The E-Commerce Analytics group at the traditional CPG firm was in charge of compiling various online sales reports, as well as making data-driven recommendations for sales and marketing tactics. In a series of exercises, students address different data challenges for... View Details
Keywords: Data Analysis; Data Analytics; CPG; Consumer Packaged Goods (CPG); Estimation; Online Channel; Retail Analytics; Retail; Retailing Industry; Data; Data Sharing; Bricks And Mortar; Ecommerce; Direct-to-consumer; DTC; Analytics and Data Science; Sales; Marketing; E-commerce; Retail Industry; Consumer Products Industry; United States
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    V. Kasturi Rangan

    Kash Rangan is the Malcolm P. McNair Professor of Marketing at the Harvard Business School. Formerly the chairman of the Marketing Department (1998-2002), he is now the co-chairman of the school's Social Enterprise Initiative. He has taught in a wide variety of MBA... View Details

    Keywords: advertising; agribusiness; apparel; automobiles; computer; consumer products; e-commerce industry; high technology; industrial goods; marketing industry; pharmaceuticals
    • September 2010
    • Case

    NetApp

    By: Das Narayandas and Elizabeth A. Kind
    NetApp had undertaken an award-winning overhaul and upgrading of its channel strategy design that accounted for 46 percent of North America sales in 2006. Nonetheless, NetApp senior management announced they expected to grow revenue another 30% in fiscal 2007 with half... View Details
    Keywords: Advertising; Business Model; Design; Revenue; Planning; Problems and Challenges; Sales; Manufacturing Industry; Computer Industry; Information Technology Industry
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    • April 1998 (Revised January 2007)
    • Case

    Arrow Electronics, Inc.

    By: Das Narayandas
    Deals with the issue of cross-selling and managing a portfolio of products and services in business markets. Arrow/Schweber (A/S), a subsidiary of electronic parts distributor Arrow Electronics, has a portfolio of products that differ in the amount of value added by... View Details
    Keywords: Distribution Channels; Internet and the Web; Problems and Challenges; Change Management; Electronics Industry
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    • 12 May 2020
    • Blog Post

    The Importance of Coordination: Apoorva Pasricha Reflects on Crisis Leadership

    Pivoting in the Midst of a Pandemic By October 2019, the grant application was launched and in February 2020, the City Council began approving grants and distributing funds. “No other city,” Pasricha notes,... View Details
    Keywords: Social Enterprise; Technology; Nonprofit / Government
    • 28 Apr 2020
    • Blog Post

    The Importance of Coordination: Apoorva Pasricha Reflects on Crisis Leadership

    Pivoting in the Midst of a Pandemic By October 2019, the grant application was launched and in February 2020, the City Council began approving grants and distributing funds. “No other city,” Pasricha notes,... View Details
    • Other Unpublished Work

    Cross Sectional Analysis of Phantom Products at Retail Stores

    By: Zeynep Ton and Ananth Raman
    Keywords: Distribution; Logistics; Retail Industry
    Related
    • March 2022
    • Article

    How to Prioritize the Improvement of Open-Source Software Security

    By: Frank Nagle
    Keywords: Open Source Distribution; Cybersecurity; Applications and Software
    Related
    • 14 Apr 2021
    • Research & Ideas

    The High Cost of the Slow COVID Vaccine Rollout

    months of the pandemic writing about marketplace design tactics that could provide support—for example, by leveraging delivery marketplaces to bring food to the elderly or by distributing hand sanitizer more... View Details
    Keywords: by Michael Blanding; Health
    • Fall 2016
    • Article

    The Impact of Supplier Inventory Service Level on Retailer Demand

    By: Nathan Craig, Nicole DeHoratius and Ananth Raman
    To set inventory service levels, suppliers must understand how changes in inventory service level affect demand. We build on prior research, which uses analytical models and laboratory experiments to study the impact of a supplier’s service level on demand from... View Details
    Keywords: Demand and Consumers; Service Delivery; Supply Chain; Order Taking and Fulfillment; Retail Industry
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    • 19 Nov 2018
    • HBS Seminar

    Allie Feldberg, Harvard Business School

    • January 2021 (Revised March 2021)
    • Supplement

    E-Commerce Analytics for CPG Firms (A): Estimating Sales

    By: Ayelet Israeli and Fedor (Ted) Lisitsyn
    The E-Commerce Analytics group at the traditional CPG firm was in charge of compiling various online sales reports, as well as making data-driven recommendations for sales and marketing tactics. In a series of exercises, students address different data challenges for... View Details
    Keywords: Data Analysis; Data Analytics; CPG; Consumer Packaged Goods (CPG); Estimation; Online Channel; Retail Analytics; Retail; Retailing Industry; Data; Data Sharing; Bricks And Mortar; Ecommerce; Analytics and Data Science; Analysis; Sales; Goods and Commodities; Retail Industry; Consumer Products Industry; United States
    Related
    • Web

    Research Links: Records of Railroad Companies & Personal Papers - Railroads and the Transformation of Capitalism | Harvard Business School

    Railroads Finance Management Business Analysts Mass Distribution Mergers & Syndicates Research Links Railroad Records Photographs Research Collections Secondary Sources Related Sites Research Links: Records View Details
    • 01 Apr 2000
    • News

    Rethinking Call Centers: Effective Delivery of Service is Key

    services industry, where call centers have moved beyond their most obvious function -- as low-cost channels for resolving a myriad of customer concerns -- to become a powerful means View Details