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  • 2018
  • Working Paper

Opportunistic Returns and Dynamic Pricing: Empirical Evidence from Online Retailing in Emerging Markets

By: Chaithanya Bandi, Antonio Moreno, Donald Ngwe and Zhiji Xu
We investigate how dynamic pricing can lead to more product returns in the online retail industry. Using detailed sales data of more than two million transactions from the Indian online retail market, where price promotions are very common, we document two types of... View Details
Keywords: Cash On Delivery; Dynamic Pricing; Online Retail; Payment Methods; Strategic Customer Behavior; Opportunistic Returns; Price; Policy; Consumer Behavior; Emerging Markets; Retail Industry
Related
  • January 2009
  • Article

From Regional Star to Global Leader

By: Nitin Nohria
Yang Jianguo was recently promoted from country manager for China to global head of product development at a staid French perfume maker. He was chosen for his technical smarts and his knowledge of emerging markets—a critical avenue for growth, given that sales in the... View Details
Keywords: Communication Strategy; Cross-Cultural and Cross-Border Issues; Globalized Firms and Management; Leadership Development; Management Teams; Emerging Markets; Product Development; Beauty and Cosmetics Industry; China; Paris
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  • 19 Feb 2013
  • First Look

First Look: Feb. 19

dubbed "Fair and square," was a central component of the new strategy. The scheme initially had three pricing tiers and eliminated typical sales promotions in an attempt to simplify the shopping... View Details
Keywords: Sean Silverthorne
  • 11 Nov 2014
  • First Look

First Look: November 11

light bulb. But given that it is an unfamiliar technology and that it costs ten times what an incandescent bulb costs, there are questions about how best to promote adoption and what sales level might be... View Details
Keywords: Sean Silverthorne
  • 09 Aug 2013
  • Research & Ideas

Read All About It: Digital CEO Buys Traditional Media!

With the sale of the Washington Post to Jeff Bezos, the newspaper enters a crucial phase in its 136-year history amid disruptive changes in communications, technology, and reader habits. According to HBS professors Bharat Anand and David... View Details
Keywords: by Jim Aisner; Journalism & News; Publishing
  • 23 Oct 2006
  • Research & Ideas

Will the “Long Tail” Work for Hollywood?

long-tail and superstar effects take place—but that each comes with a twist," Elberse says. "Consumers can find videos online that they can't find anywhere else. And yes, there is a shift in sales to the tail—but there is also... View Details
Keywords: by Julia Hanna; Entertainment & Recreation
  • 01 Jul 2009
  • Working Paper Summaries

File-Sharing and Copyright

Keywords: by Felix Oberholzer-Gee & Koleman Strumpf; Technology; Entertainment & Recreation
  • October 2013 (Revised January 2016)
  • Case

J.C. Penney's 'Fair and Square' Strategy (Abridged)

By: Elie Ofek and Jill Avery
As he gets ready to release 2nd quarter 2012 results, Ron Johnson, the new CEO of department store J.C. Penney, is reconsidering the dramatic changes he initiated for the business model and brand image of his company. A new pricing scheme he put in place in February,... View Details
Keywords: Business Model; Change Management; Marketing Strategy; Price; Consumer Behavior; Decision Making; Management Teams; Brands and Branding; Retail Industry; United States
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  • 26 Jun 2018
  • First Look

New Research and Ideas, June 26, 2018

Shi, Thales S. Teixeira, and Michel Wedel Abstract—Consumers have an increasingly wide variety of options available to entertain themselves. This poses a challenge for content aggregators who want to effectively promote their video... View Details
Keywords: Dina Gerdeman
  • 13 Mar 2018
  • First Look

March 13, 2018

February 2018 Management Science Laboratory Evidence on the Effects of Sponsorship on the Competitive Preferences of Men and Women By: Baldiga, Nancy R., and Katherine Baldiga Coffman Abstract—Sponsorship programs have been proposed as one way to View Details
Keywords: Sean Silverthorne
  • 27 Jul 2009
  • Research & Ideas

Social Network Marketing: What Works?

content). Q: Were you able to quantify social influence in terms of how it increased or decreased the percentage in sales revenue? A: The impact of the low-status group on revenue is negligible. Social influence increases revenue from the... View Details
Keywords: by Sarah Jane Gilbert; Advertising; Publishing; Retail

    Rajiv Lal

    Rajiv Lal, is the Stanley Roth, Sr. Professor of Retailing at Harvard Business School. He is currently teaching an elective MBA course on the Business of Smart Connected Products/IOT. He has been responsible for the retailing curriculum and has served as the course... View Details

    • October 2000 (Revised July 2001)
    • Case

    Avon Products (A)

    By: Lynn S. Paine and Greg Rogers
    The general manager of Avon Mexico, Fernando Lezama, must decide whether to promote a woman to the position of vice president of sales. If appointed, the candidate would be the first female in all of Latin America to hold an executive position and one of the first... View Details
    Keywords: Business or Company Management; Leading Change; Salesforce Management; Organizational Culture; Job Design and Levels; Gender; Management Teams; Cross-Cultural and Cross-Border Issues; Mexico
    Related
    • 01 Nov 2012
    • HBS Seminar

    Joel Waldfogel, University of Minnesota

    • 03 Nov 2008
    • HBS Case

    Economics of the Ethanol Business

    production levels and the potential sale of the ethanol plant in an increasingly competitive, complex environment. "For the first time in history, the food and energy markets are converging," says Reinhardt. "It's hard to... View Details
    Keywords: by Julia Hanna; Agriculture & Agribusiness; Energy
    • 17 Jul 2023
    • Research & Ideas

    Money Isn’t Everything: The Dos and Don’ts of Motivating Employees

    meaningful to the culture, like employee of the month plaques or sales awards. Companies should think about who they want to attract and design non-monetary awards around that goal. For instance, companies with a training culture could... View Details
    Keywords: by Avery Forman
    • 11 Feb 2008
    • Research & Ideas

    Does Democracy Need a Marketing Manager?

    desperate tactics such as negative advertising to tear down their opponents rather than promoting their own virtues. Citizens can be forgiven for being cynical. However, what's needed in politics is not less marketing but better... View Details
    Keywords: by Sean Silverthorne
    • 17 Nov 2015
    • First Look

    November 17, 2015

    case: https://cb.hbsp.harvard.edu/cbmp/product/615044-PDF-ENG Harvard Business School Case 416-018 Macy's: Evolution in the Sunshine State In 2009, Lee O'Rourke was promoted to district vice president in charge of Macy's newly created... View Details
    Keywords: Sean Silverthorne
    • Program

    Leading and Building a Culture of Innovation

    practice to encourage behaviors that drive creative thinking and a new level of collaborative learning across your team and organization Create a culture that promotes both incremental and breakthrough change Build agility and respond... View Details
    • Web

    Marketing - Faculty & Research

    and interactive marketing, sales management and return on marketing investment. Some of our faculty specializes in specific industries such as retailing, agribusiness, social enterprise, media, arts and entertainment. There are several... View Details