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      • July 2010
      • Supplement

      Marketing Analysis Toolkit: Pricing and Profitability Analysis (CW)

      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: Management Analysis, Tools, and Techniques; Marketing Strategy; Decisions; Strategic Planning; Price; Partners and Partnerships; Cost; Demand and Consumers; Revenue; Profit; Mathematical Methods; Measurement and Metrics
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      Steenburgh, Thomas J., and Jill Avery. "Marketing Analysis Toolkit: Pricing and Profitability Analysis (CW)." Harvard Business School Spreadsheet Supplement 511-701, July 2010.
      • 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
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      Steenburgh, Thomas J., and Jill Avery. "Marketing Analysis Toolkit: Pricing and Profitability Analysis." Harvard Business School Background Note 511-028, July 2010. (Revised December 2011.)
      • 2010
      • Supplement

      Berkshire Partners: Bidding for Carter's, Spreadsheet Supplement

      By: Malcolm Baker and James Quinn
      Keywords: Auctions; Valuation; Leveraged Buyouts; Mergers and Acquisitions; Retail Industry; Retail Industry; Massachusetts
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      Baker, Malcolm, and James Quinn. "Berkshire Partners: Bidding for Carter's, Spreadsheet Supplement." Harvard Business Publishing Supplement, 2010. Electronic. (Spreadsheet supplement for case number 205058.)
      • June 2010 (Revised December 2013)
      • Case

      Hang Lung Properties and the Chengdu Decision (A)

      By: John D. Macomber, Michael Shih-Ta Chen and Keith Chi-Ho Wong
      A residential real estate developer competes in a heated auction for a prime retail development site in the interior of China during the 2009 boom. Total project cost might be in excess of $1 billion U.S. for over 4,000,000 square feet of building. Hang Lung Properties... View Details
      Keywords: Buildings and Facilities; Decision Choices and Conditions; Investment Return; Geographic Location; Auctions; Bids and Bidding; Infrastructure; Valuation; Real Estate Industry; Chengdu
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      Macomber, John D., Michael Shih-Ta Chen, and Keith Chi-Ho Wong. "Hang Lung Properties and the Chengdu Decision (A)." Harvard Business School Case 210-089, June 2010. (Revised December 2013.)
      • June 2010 (Revised December 2013)
      • Supplement

      Hang Lung Properties and the Chengdu Decision (B)

      By: John D. Macomber, Michael Shih-Ta Chen and Keith Chi-Ho Wong
      Second phase of auction for a prime retail development parcel in Chengdu, China. Competition forces the firm to revisit all of its land purchase criteria. Hang Lung Properties is known for rigorous due diligence, for discipline in buying property, and for good... View Details
      Keywords: Geographic Location; Auctions; Bids and Bidding; Infrastructure; Competitive Strategy; Valuation; Real Estate Industry; Chengdu
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      Macomber, John D., Michael Shih-Ta Chen, and Keith Chi-Ho Wong. "Hang Lung Properties and the Chengdu Decision (B)." Harvard Business School Supplement 210-092, June 2010. (Revised December 2013.)
      • 2010
      • Book

      The New Science of Retailing: How Analytics Are Transforming the Supply Chain and Improving Performance

      By: Marshall Fisher and Ananth Raman
      Retailers today are drowning in data but lacking in insight: They have huge volumes of information at their disposal. But they're unsure of how to sort through it and use it to make smart decisions. The result? They're struggling with profit-sapping supply chain... View Details
      Keywords: Profit; Knowledge Use and Leverage; Logistics; Supply Chain Management; Mathematical Methods; Retail Industry
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      Fisher, Marshall, and Ananth Raman. The New Science of Retailing: How Analytics Are Transforming the Supply Chain and Improving Performance. Harvard Business Press, 2010.
      • April 2010
      • Supplement

      Bill Nichol Negotiates with Walmart: Hard Bargains over Soft Goods (B)

      By: James K. Sebenius and Ellen Knebel
      This case describes the multi-prong negotiating approach that Bill Nichol, Kentucky Derby Hosiery Co. CEO, took to deal with an ultimatum from his largest customer, as well as the outcome of this process. It concludes with a number of Nichol's observations about... View Details
      Keywords: Customers; Management Practices and Processes; Negotiation Deal; Outcome or Result; Business and Stakeholder Relations; Retail Industry
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      Sebenius, James K., and Ellen Knebel. "Bill Nichol Negotiates with Walmart: Hard Bargains over Soft Goods (B)." Harvard Business School Supplement 910-044, April 2010.
      • April 2010
      • Case

      A Giant Among Women

      By: Willy C. Shih, Ethan S Bernstein, Maly Hout Bernstein, Jyun-Cheng Wang and Yi-Ling Wei
      Few CEOs successfully manage the evolution of their companies from OEM outsourcer to branded manufacturer to expert consumer marketer as well as Tony Lo, CEO of Giant Manufacturing Co. Ltd., now the largest bicycle manufacturer in the world. In the mid-1980s, Giant... View Details
      Keywords: Consumer Behavior; Customer Focus and Relationships; Global Strategy; Gender; Customer Satisfaction; Product Development; Bicycle Industry; Taiwan
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      Shih, Willy C., Ethan S. Bernstein, Maly Hout Bernstein, Jyun-Cheng Wang, and Yi-Ling Wei. "A Giant Among Women." Harvard Business School Case 610-096, April 2010.
      • April 2010
      • Case

      METRO Cash & Carry in China, 2010

      By: Tarun Khanna and David Lane
      International wholesaler METRO Cash & Carry in 2010 had little choice but to expand swiftly in Asia to facilitate growth beyond its increasingly mature markets in Western Europe. China was of particular note to MCC, but the company had broken even there only in 2008... View Details
      Keywords: Expansion; Business Growth and Maturation; Business Strategy; Strategic Planning; Growth and Development Strategy; Organizational Change and Adaptation; Retail Industry; China
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      Khanna, Tarun, and David Lane. "METRO Cash & Carry in China, 2010." Harvard Business School Case 710-448, April 2010.
      • March 2010
      • Case

      Target: Responding to the Recession

      By: Ranjay Gulati, Rajiv Lal and Cathy Ross
      Within 10 months of Gregg Steinhafel's taking over as CEO at Target, the U.S. was mired in the most significant economic downturn in 50 years. Top competitor Wal-Mart had positioned itself well for the crisis, while Target's same store sales began to slide. While... View Details
      Keywords: Financial Crisis; Strategy; Operations; Brands and Branding; Product Launch; Product Positioning; Competition; Retail Industry; United States
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      Gulati, Ranjay, Rajiv Lal, and Cathy Ross. "Target: Responding to the Recession." Harvard Business School Case 510-016, March 2010.
      • March 2010
      • Article

      I'll Have the Ice Cream Soon and the Vegetables Later: A Study of Online Grocery Purchases and Order Lead Time

      By: Katherine L. Milkman, Todd Rogers and Max Bazerman
      How do decisions made for tomorrow or two days in the future differ from decisions made for several days in the future? We use data from an online grocer to address this question. In general, we find that as the delay between order completion and delivery increases,... View Details
      Keywords: Time Management; Service Delivery; Internet and the Web; Decisions; Customers; Retail Industry
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      Milkman, Katherine L., Todd Rogers, and Max Bazerman. "I'll Have the Ice Cream Soon and the Vegetables Later: A Study of Online Grocery Purchases and Order Lead Time." Marketing Letters 21, no. 1 (March 2010): 17–35.
      • February 2010
      • Case

      Go Mobile: The Phirbol Franchise

      By: Rajiv Lal and Natalie Kindred
      To grow Phirbol, a telecom retail franchise chain in Delhi, India's underdeveloped markets, its founders were exploring ways to offer more value to the franchisees. In mid-2009, the Phirbol franchise was comprised of some 150 franchisees that had converted their small... View Details
      Keywords: Business Model; Business Startups; Innovation and Management; Brands and Branding; Service Operations; Franchise Ownership; Value Creation; Telecommunications Industry; Delhi
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      Lal, Rajiv, and Natalie Kindred. "Go Mobile: The Phirbol Franchise." Harvard Business School Case 510-020, February 2010.
      • February 2010 (Revised June 2022)
      • Case

      Dollarama Inc.

      By: Andre F. Perold
      Dollarama is the leading operator of dollar stores in Canada. The firm performed extraordinarily well after a leveraged buyout in 2004 and recently executed a highly successful IPO. The company sources its goods primarily from Asia. It has strong brand recognition and... View Details
      Keywords: Price; Growth and Development Strategy; Product Positioning; Supply Chain; Competitive Advantage; Valuation; Retail Industry; Retail Industry; Canada
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      Perold, Andre F. "Dollarama Inc." Harvard Business School Case 210-041, February 2010. (Revised June 2022.)
      • Article

      Are Self-service Customers Satisfied or Stuck?

      By: Ryan W. Buell, Dennis Campbell and Frances X. Frei
      This paper investigates the impact of self-service technology (SST) usage on customer satisfaction and retention. Specifically, we disentangle the distinct effects of satisfaction and switching costs as drivers of retention among self-service customers. Our empirical... View Details
      Keywords: Service Delivery; Information Technology; Customer Satisfaction; Competition; Cost; Banks and Banking; Behavior; Market Transactions; Management Analysis, Tools, and Techniques
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      Buell, Ryan W., Dennis Campbell, and Frances X. Frei. "Are Self-service Customers Satisfied or Stuck?" Production and Operations Management 19, no. 6 (November–December 2010). (Awarded the Decision Sciences Institute Stan Hardy Award for Outstanding Paper Published during 2010 in the Field of Operations Management.)
      • Article

      The Cost Structure, Customer Profitability, and Retention Implications of Self-Service Distribution Channels: Evidence from Customer Behavior in an Online Banking Channel

      By: Dennis Campbell and Frances X. Frei
      This paper uses the context of online banking to investigate the consequences of employing self-service distribution channels to alter customer interactions with the firm. Using a sample of retail banking customers observed over a 30-month period at a large U.S. bank,... View Details
      Keywords: Cost; Service Operations; Distribution Channels; Consumer Behavior; Internet and the Web; Banks and Banking; Technology Adoption; Service Delivery; Market Transactions; Market Participation; Profit; Retail Industry; Retail Industry; United States
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      Campbell, Dennis, and Frances X. Frei. "The Cost Structure, Customer Profitability, and Retention Implications of Self-Service Distribution Channels: Evidence from Customer Behavior in an Online Banking Channel." Management Science 56, no. 1 (January 2010): 4–24. (Lead Article.)
      • December 2009
      • Case

      TruEarth Healthy Foods: Market Research for a New Product Introduction

      By: V. Kasturi Rangan and Sunru Yong
      Topics covered include: consumer marketing, market research, new product introduction, and quantitative analysis. TruEarth Healthy Foods, a maker of gourmet pastas, sauces, and meals, wants to build on its successful introduction of fresh whole grain pasta by... View Details
      Keywords: Market Research; Consumer Marketing; Brands; Food; Marketing Strategy; Consumer Behavior; Forecasting and Prediction; Product Launch; Brands and Branding; Retail Industry; Retail Industry
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      Rangan, V. Kasturi, and Sunru Yong. "TruEarth Healthy Foods: Market Research for a New Product Introduction." Harvard Business School Brief Case 094-065, December 2009.
      • December 2009 (Revised June 2010)
      • Case

      Ebro Puleva

      By: David E. Bell, Antonio Garcia de Castro, Rocio Reina Paniagua and Mary Louise Shelman
      Once Spain's largest sugar company, Ebro Puleva has been transformed through a series of international acquisitions into the world's largest package rice company and second largest pasta company. In 2009, Chairman Antonio Hernandez Callejas must decide how to proceed... View Details
      Keywords: Mergers and Acquisitions; Financial Crisis; Globalized Firms and Management; Leadership; Growth and Development Strategy; Brands and Branding; Consumer Behavior; Retail Industry; Retail Industry; Spain
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      Bell, David E., Antonio Garcia de Castro, Rocio Reina Paniagua, and Mary Louise Shelman. "Ebro Puleva." Harvard Business School Case 510-026, December 2009. (Revised June 2010.)
      • December 2009 (Revised October 2015)
      • Case

      Diamond Foods

      By: David E. Bell and Mary Louise Shelman
      CEO Michael Mendes has transformed a grower-owned cooperative into a publicly traded top marketer of snack foods. Diamond's organization, culture, product development process, advertising and promotion strategy, and specifically its marketing department have been built... View Details
      Keywords: Agribusiness; Business Model; Customer Focus and Relationships; Leadership; Marketing Strategy; Consumer Behavior; Organizational Change and Adaptation; Cooperative Ownership; Retail Industry; Retail Industry; United States
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      Bell, David E., and Mary Louise Shelman. "Diamond Foods." Harvard Business School Case 510-013, December 2009. (Revised October 2015.)
      • December 2009
      • Case

      Hungerit

      By: David E. Bell, Sarah Morton and Mary Louise Shelman
      Hungary's top producer of poultry products is deciding the company's future strategy in the face of new opportunities in Central and Eastern Europe, a changing retail market in Hungary, and the possibility of increased global competition. View Details
      Keywords: Opportunities; Corporate Strategy; Competitive Strategy; Global Strategy; Animal-Based Agribusiness; Agriculture and Agribusiness Industry; Hungary
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      Bell, David E., Sarah Morton, and Mary Louise Shelman. "Hungerit." Harvard Business School Case 510-010, December 2009.
      • November 2009
      • Supplement

      Steven Scheyer: Renegotiating the Newell Rubbermaid Relationship with Wal-Mart

      By: James K. Sebenius and Ellen Knebel
      Keywords: Negotiation; Relationships; Retail Industry; Retail Industry
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      Sebenius, James K., and Ellen Knebel. "Steven Scheyer: Renegotiating the Newell Rubbermaid Relationship with Wal-Mart." Harvard Business School Video Supplement 910-705, November 2009.
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