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- All HBS Web (116)
- Faculty Publications (52)
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Marketing - Faculty & Research
and Anne Coughlan We study the extent and depth of MAP violations among online retailers and confront managerial wisdom with empirical data. More Information Award Outstanding Case Teacher By: Anita Elberse This world-wide Case Centre... View Details
- April 2011
- Case
Designs by Kate: The Power of Direct Sales
By: John A. Deighton and Sarah Abbott
The sales representatives at Designs by Kate (DBK) sell private label jewelry at hosted parties and through online social media channels. They are also responsible for recruiting, training, and managing new sales reps. CEO and founder Kate Creevey designed the... View Details
Keywords: Direct Sales; Consumer Marketing; Marketing Management; Personal Selling; Sales Compensation; Sales Organization; Motivation and Incentives; Marketing Strategy; Salesforce Management; Performance; Compensation and Benefits; Apparel and Accessories Industry
Deighton, John A., and Sarah Abbott. "Designs by Kate: The Power of Direct Sales." Harvard Business School Brief Case 114-284, April 2011.
- 20 Jan 2015
- First Look
First Look: January 20
"self-matching policy." Self-matching allows a multichannel retailer to offer the lowest of its online and in-store prices to consumers. In practice, we observe considerable heterogeneity in self-matching policies: there are... View Details
Keywords: Sean Silverthorne
- 10 Dec 2013
- First Look
First Look: December 10
and Incentives in Online Affiliate Marketing By: Edelman, Benjamin G., and Wesley Brandi Abstract—We consider alternative methods of supervising staff who have significant discretion and whose efforts are subject to both incomplete... View Details
Keywords: Sean Silverthorne
- 01 Dec 2023
- News
Rounding the Bend
which collects used garments in Europe. “And as long as that’s the case, we have a problem.” It’s one of several, perhaps. The World Economic Forum estimates that the $1.5 trillion apparel industry is responsible for a 2 percent share of... View Details
- 02 Sep 2015
- What Do You Think?
What's Wrong With Amazon’s Low-Retention HR Strategy?
low-retention HR strategy, its customers probably regard it as a highly successful application of that idea. Advocates of a high-retention strategy may wonder why Amazon hasn’t learned something from online retailer Zappos, a... View Details
- December 2017 (Revised March 2019)
- Case
Armarium: Luxury Fashion Brands for Rent
By: Jill Avery, David Fubini, Natasha Dossa and Devon Stewart
Armarium, a two-sided online platform that offered consumers the opportunity to rent the most coveted, current season high fashion clothing and accessories from the top global luxury brands, had emerged from its first sales season with two distinct customer segments:... View Details
Keywords: Brand Management; Retailing; Sharing Economy; Luxury Brand; Ecommerce; Startup; Fashion; Brand Positioning; Customer Acquisition; Internet Marketing; Marketing; Marketing Channels; Marketing Strategy; Brands and Branding; Business Startups; Luxury; Consumer Behavior; Growth and Development Strategy; Social Media; E-commerce; Apparel and Accessories Industry; Apparel and Accessories Industry; Apparel and Accessories Industry; United States; North America
Avery, Jill, David Fubini, Natasha Dossa, and Devon Stewart. "Armarium: Luxury Fashion Brands for Rent." Harvard Business School Case 518-047, December 2017. (Revised March 2019.)
- 15 Sep 2015
- First Look
September 15, 2015
pricing decisions on a daily basis. Rue La La is in the online fashion sample sales industry, where they offer extremely limited-time discounts on designer apparel and accessories. One of the retailer's main... View Details
Keywords: Sean Silverthorne
- 07 Nov 2022
- News
Victoria’s Secret Buys Alumni-Founded Adore Me
garment industry in France, so I frequently heard friends and family complain about the options for buying lingerie in the United States,” he said in a 2014 article from the “First Five Years” HBS alumni profile series. “I found that there was a huge opportunity to... View Details
- 21 Aug 2018
- First Look
New Research and Ideas, August 21, 2018
accuracy of daily sales forecasts. We collaborated with an online apparel retailer to assemble a dataset that combines (1) detailed internal operational information, including data on sales, advertising, and... View Details
Keywords: Dina Gerdeman
- 2015
- Book
Strong Brands, Strong Relationships
By: Susan Fournier, Michael Breazeale and Jill Avery
From the editorial team of the ground-breaking Consumer-Brand Relationships: Theory and Practice comes this new volume. Strong Brands, Strong Relationships is a collection of innovative research and management insights that build upon the foundations of... View Details
Keywords: Brand Building; Brand Management; CRM; Marketing; Brands and Branding; Marketing Communications; Advertising; Customer Relationship Management; Customer Focus and Relationships; Apparel and Accessories Industry; Apparel and Accessories Industry; Apparel and Accessories Industry
Fournier, Susan, Michael Breazeale and Jill Avery, eds. Strong Brands, Strong Relationships. Abingdon, UK: Routledge, 2015.
- 16 Jun 2020
- Research & Ideas
Your Customers Have Changed. Here's How to Engage Them Again.
to give them a better chance of surviving. In contrast, industries with increasing customer demand—grocery stores, online entertainment, teleconference providers, and their suppliers—need to adjust to this directional reality at a slower,... View Details
- 09 Dec 2013
- Research & Ideas
Cultural Disharmony Undermines Workplace Creativity
asking those questions a few years ago, when writing a case about a Chinese luxury apparel company. The firm had members from China, Hong Kong, Germany, and France, who were all working together to meld Chinese elements with Western... View Details
Keywords: by Michael Blanding
- 06 Jan 2014
- Research & Ideas
Technology Re-Emergence: Creating New Value for Old Innovations
Raffaelli has turned his focus toward bookstores. A few years ago, it seemed like mega-chains like Borders Books might squelch independent bookstores. What happened instead was that online booksellers squelched Borders, which had... View Details
- 22 May 2017
- Lessons from the Classroom
A Luxury Industry Veteran Teaches the Importance of Aesthetics to Budding Business Leaders
former MTV VJ) Sian-Pierre Regis, founder of the online publication Swagger and a frequent pop culture contributor to CNN Headline News and Men’s Journal; Michelle Goldman, a partner at the venture capital firm Ignition Partners, who sits... View Details
- 30 Jan 2020
- Research & Ideas
The Upside of Highlighting a Product's Downsides
customers more control and set their brands apart. The online apparel retailer Everlane provides detailed descriptions about the factories that produce its clothing. And Lemonade has upended traditional... View Details
Keywords: by Danielle Kost
- 10 May 2020
- Blog Post
Let’s Hear it For the Moms – The Incredible Balancing Act of Student Mothers
case read, and skip out on that section event to spend a date night with your partner. You will be happier and less stressed out! Jennifer Schultz | Class of 2021 Little(s): Emerson (11 months) Pre-HBS Industry: Apparel Proudest... View Details
- 02 Mar 2015
- Research & Ideas
Retail Reaches a Tipping Point—Which Stores Will Survive?
authors look to the future—what will the shopping experience be like for us, and for retailers, as ecommerce becomes an ever larger part of the market. In early February, 93-year-old retailer RadioShack announced it was filing for bankruptcy. A few days later,... View Details
- 21 Feb 2020
- News
Style for Everyone
Nadia Boujarwah and Lydia Gilbert (both MBA 2013) cofounded Dia & Co right out of HBS, producing fashion and online services for plus-size women. In this interview, they talk about the inspiration for the idea and the need it serves. “Dia... View Details
- 23 Aug 2019
- Blog Post
A Summer of Peaks and Swells: Interning at Patagonia
Patagonia’s online careers page. The application deadline had passed several weeks prior (oops), but I submitted my application anyways since the posting remained open. Through a series of serendipitous events, connections, and timing, I... View Details