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  • February 2017
  • Teaching Note

Oversight Systems

By: Frank Cespedes
This Teaching Note accompanies the case, set in May 2016, which discusses sales strategy and channel partnerships at Oversight Systems, an early stage software firm that developed analytics for organizations to monitor their data for errors, fraud, and operational... View Details
Keywords: Sales; Sales Strategy; Entrepreneurial Sales; Entrepreneurial Sales And Marketing; Software Sales; Marketing; Marketing Management; Pricing; Salesforce Management; Distribution Channels; Marketing Strategy; Technology Industry; North America
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  • 01 Mar 2013
  • News

Delivering the Power to Dream Big

technology will not only increase solar adoption in the United States, but help people in the developing world as well. In industrialized countries, "you can imagine the impact on portable electronics—it can give you freedom from the... View Details
Keywords: solar power; Electric Power Generation, Transmission, Distribution; Electric Power Generation, Transmission, Distribution
  • October 1984
  • Case

NIKE (A1)

Presents a specific marketing policy decision on the servicing of large, important chain store customers versus giving priority to small specialty running equipment stores. View Details
Keywords: Decisions; Marketing Strategy; Distribution Channels; Apparel and Accessories Industry; Apparel and Accessories Industry
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  • 19 Nov 2001
  • Research & Ideas

Wrapping Your Alliances In a World Wide Web

industries remain infinitely focused on creating and selling the next generation of our fast changing technologies, and thus we have not taken the time, effort, or collective resolve to develop a set of industry-wide electronic business... View Details
Keywords: by Andrew McAfee
  • January 2022
  • Supplement

SpartanNash Company: The Amazon Warrants (B)

By: Benjamin C. Esty, E. Scott Mayfield and Daniel Fisher
A continuation of the events described in the (A) Case, “SpartanNash Company: The Amazon Warrants,” (HBS Case No. 222-022). View Details
Keywords: Valuation; Value Creation; Consumer Behavior; Negotiation; Distribution; Ownership; Partners and Partnerships; Business Strategy; Equity; Distribution Industry; Distribution Industry; United States
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  • 08 Jul 2002
  • Research & Ideas

How to Fashion Your New E-Business Model

and infrastructure to launch new product lines or businesses, or enter new markets. Industrial Age business innovation's favored producers. The innovations included: Physical or analog production and View Details
Keywords: by Lynda M. Applegate
  • May 1998
  • Teaching Note

RCI Master Distributor: Evolution of Supplier Relationships TN

By: V. Kasturi Rangan
Teaching Note for (9-595-001). View Details
Keywords: Distribution Industry
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  • July 1981 (Revised October 1992)
  • Case

Chipman-Union, Inc.: Odor-Eaters Socks

By: John A. Quelch
The company is considering whether or not to introduce a branded line of men's athletic socks. Considers a preliminary marketing program, including supermarket and drug store distribution. View Details
Keywords: Distribution Channels; Product Marketing; Brands and Branding; Apparel and Accessories Industry; Apparel and Accessories Industry
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  • April 2021
  • Supplement

Buy Online, Pickup in Store: Vice President of Store Operations Supplement

By: Antonio Moreno, Santiago Gallino and Amy Klopfenstein
In April 2019, Sylvarella VP of Store Operations Axley Vega must review an analysis of her department’s sales data to determine the impact of the company’s Buy Online, Pickup in Store (BOPS) program. BOPS implementation created significant problems for the store... View Details
Keywords: Operations; Service Delivery; Logistics; Infrastructure; Distribution Channels; Order Taking and Fulfillment; Analysis; Retail Industry; Retail Industry; United States; Canada
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  • 15 Dec 2024
  • News

Forward Thinking

You can ask the internet anything, but getting an answer via generative artificial intelligence consumes about 10 times more electricity than a traditional Google search. Consequently, the data centers where AI tools are trained and run are guzzling more and more... View Details
Keywords: Janine White; Illustrations by Richard Borge; Electric Power Generation, Transmission, Distribution; Utilities
  • 17 Aug 2011
  • Research & Ideas

Protecting against the Pirates of Bollywood

Mumbai, and an ongoing investigation of the transfer of land from agricultural to industrial use in China. Pirates On The Horizon There are two primary types of IP theft for copyright industries, which include movies, music, books, and... View Details
Keywords: by Kim Girard; Motion Pictures & Video
  • 01 Sep 2006
  • News

Faculty Books

evolving, mutually beneficial channel strategies. To navigate the complex distribution environment successfully, companies must map the industry channel, build and continually edit their own channel to best... View Details
Keywords: Business Schools & Computer & Management Training; Educational Services
  • April 2021
  • Supplement

Buy Online, Pickup in Store: CEO Supplement

By: Antonio Moreno, Santiago Gallino and Amy Klopfenstein
In April 2019, Sylvarella CEO Sylvia Coparella must assess the impact of the company’s Buy Online, Pickup in Store (BOPS) program on her company’s overall sales. To do so, she must review analyses of both e-commerce and brick-and-mortar sales data and compare the... View Details
Keywords: Operations; Service Delivery; Logistics; Infrastructure; Distribution Channels; Order Taking and Fulfillment; Analysis; Retail Industry; Retail Industry; United States; Canada
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  • April 2021
  • Case

Buy Online, Pickup in Store: Evaluating an Omnichannel Intervention in Retail

By: Antonio Moreno, Santiago Gallino and Amy Klopfenstein
In October 2018, fashion, wellness, and beauty retailer Sylvarella implemented a Buy Online, Pickup in Store (BOPS) program in an attempt to counteract a sales decline. While BOPS had the potential to meet customer expectations for a seamless order and fulfillment... View Details
Keywords: Operations; Service Delivery; Logistics; Infrastructure; Distribution Channels; Order Taking and Fulfillment; Analysis; Retail Industry; Retail Industry; United States; Canada
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  • 02 Dec 2018
  • News

An Investor’s Guide to Climate Change: Risks and Opportunities

sustainability at Citigroup; Michael Ellis (MBA 2008), managing director of Inherent Group; Claire Broido Johnson (MBA 2002), president of CBJ Energy; and Jackson Lehr (MBA 2007), director of distributed energy ventures at National Grid.... View Details
Keywords: Allison Webster; Electric Power Generation, Transmission, Distribution; Electric Power Generation, Transmission, Distribution; Electric Power Generation, Transmission, Distribution; Electric Power Generation, Transmission, Distribution
  • August 2018
  • Teaching Note

Magpie: Developing and Using Buyer Personas

By: Frank V. Cespedes
Teaching Note for HBS No. 818-013. Magpie is a startup with a platform that allows publishers to natively tag the products discussed in their content and thus allows consumers to purchase those products without needing to leave that publisher’s web page. A key aspect... View Details
Keywords: Buying Process; Marketing; Sales; Distribution Channels; Segmentation; Entrepreneurship; Social Media; Consumer Products Industry; Consumer Products Industry; United States
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  • Other Unpublished Work

Cross Sectional Analysis of Phantom Products at Retail Stores

By: Zeynep Ton and Ananth Raman
Keywords: Distribution; Logistics; Retail Industry
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    Joy Morton

    Morton founded the Morton Salt Company, which became the most important firm in the salt industry under his leadership. By 1927, the company produced upwards of 600,000 tons of evaporated salt per annum and also View Details
    Keywords: Food & Tobacco
    • 17 Mar 2015
    • Research & Ideas

    Where Did My Shopping Mall Go?

    other place where you are seeing malls thrive is at the high end. The luxury malls, what the industry calls A-class malls, are doing very, very well. It's the B- and C-class malls that are in trouble. These malls are targeting the... View Details
    Keywords: by Sean Silverthorne; Retail

      Martha R. Ingram

      After her husband’s death in 1995, Ingram successfully managed the family business, making a series of bold moves, including the spin-off and public offering of Ingram Micro, the United States’ largest computer wholesaler. Today, Ingram View Details
      Keywords: Services