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Publications

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    • Faculty Publications  (69)

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    • All HBS Web  (219)
      • Faculty Publications  (69)

      Retail AnalyticsRemove Retail Analytics →

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      • September 2010
      • Article

      Do Inventory and Gross Margin Data Improve Sales Forecasts for U.S. Public Retailers?

      By: Saravanan Kesavan, Vishal Gaur and Ananth Raman
      Firm-level sales forecasts for retailers can be improved if we incorporate cost of goods sold, inventory, and gross margin (defined here as the ratio of sales to cost of goods sold) as three endogenous variables. We construct a simultaneous equations model, estimated... View Details
      Keywords: Sales; Forecasting and Prediction; Distribution; Goods and Commodities; Cost; Public Sector; Profit; Mathematical Methods; Analytics and Data Science; Retail Industry; United States
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      Kesavan, Saravanan, Vishal Gaur, and Ananth Raman. "Do Inventory and Gross Margin Data Improve Sales Forecasts for U.S. Public Retailers?" Management Science 56, no. 9 (September 2010): 1519–1533.
      • 2016
      • Working Paper

      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: Customer Satisfaction; Forecasting and Prediction; Learning; Consumer Behavior; Service Delivery; Performance Expectations; Apparel and Accessories Industry; Service Industry
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      Craig, Nathan, Nicole DeHoratius, and Ananth Raman. "The Impact of Supplier Inventory Service Level on Retailer Demand." Working Paper. (Revised January 2016.)
      • 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
      • 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.
      • October 2001 (Revised October 2017)
      • Case

      Store24 (A): Managing Employee Retention

      By: Frances X. Frei and Dennis Campbell
      Provides a retailing context in which employee retention strategies are explored through analyzing detailed store-level data. View Details
      Keywords: Retention; Management Analysis, Tools, and Techniques; Analytics and Data Science; Strategy; Mathematical Methods; Retail Industry
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      Frei, Frances X., and Dennis Campbell. "Store24 (A): Managing Employee Retention." Harvard Business School Case 602-096, October 2001. (Revised October 2017.)
      • January 1995 (Revised November 1996)
      • Case

      Avalon Information Services, Inc.

      By: Lynn S. Paine and Wilda White
      The Privacy Review Committee of Avalon Information Services must decide how to deal with concerns voiced by its retail supermarket customers about the privacy of consumer data collected through Avalon's point-of-sale data collection program. One customer is proposing... View Details
      Keywords: Mission and Purpose; Safety; Demand and Consumers; Rights; Analytics and Data Science; Information Technology; Ethics; Information Industry
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      Paine, Lynn S., and Wilda White. "Avalon Information Services, Inc." Harvard Business School Case 395-036, January 1995. (Revised November 1996.)
      • Research Summary

      Overview

      By: Kris Johnson Ferreira
      Professor Ferreira's research primarily focuses on how retailers can use algorithms to make better revenue management decisions, including pricing, product display, and assortment planning. In the retail industry, anticipating consumer demand is arguably one of the... View Details
      Keywords: E-commerce; Analytics; Revenue Management; Pricing; Assortment Planning; Field Experiments; Operations; Supply Chain; Supply Chain Management; Retail Industry
      • Research Summary

      Overview

      By: Ayelet Israeli
      Professor Israeli utilizes econometric methods and field experiments to study data driven decision making in marketing context. Her research focuses on data-driven marketing, with an emphasis on how businesses can leverage their own data, customer data, and market data... View Details
      Keywords: Channel Management; Pricing; Pricing Policies; Online Marketing; E-commerce; Analytics; Econometrics; Field Experiments; Data Analytics; Artificial Intelligence; Value Of Data
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