Publications

03 Dec 2014
HBS Seminar

Ginger Jin, University of Maryland

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

27 Aug 2019
Blog Post

Meet the PRIDE Club

promoting understanding of the queer experience, we will increase acceptance and advance our equality as business leaders. Meet the PRIDE Executive Leadership Team Co-President, Daniel Hall (he/him/his) Dan is a former U.S. Army... View Details

20 Jan 2015
First Look

First Look: January 20

and follow through on a goal and not related to impulsivity, suggesting that some children are poorer at holding the norm in mind and following through on enacting it. We discuss the implications of these results for education and programs that View Details

Keywords: Sean Silverthorne

Forthcoming
Article

Improving Customer Compatibility with Tradeoff Transparency

By: Ryan W. Buell and MoonSoo Choi

Through a large-scale field experiment with 393,036 customers considering opening a credit card account with a nationwide retail bank, we investigate how providing transparency into an offering’s tradeoffs affects subsequent rates of customer acquisition and long-run... View Details

Keywords: Transparency; Customer Selection; Customer Compatibility; Retention; Service Operations; Service Delivery; Marketing Strategy; Marketing Communications; Customer Focus and Relationships; Customer Satisfaction; Banking Industry; Australia

Find at Harvard

Tatiana Sandino is the Arthur Lowes Dickinson Professor of Business Administration in the Accounting and Management Unit, most recently teaching and undertaking the role of course head for the required first-year MBA course Financial Reporting and Control. She has... View Details

Keywords: retailing; retailing

November 2012
Teaching Note

Groupon (TN)

By: Sunil Gupta, Ray Weaver and Yien Hao Lock

On November 4, 2011, Groupon, a marketing services company that promoted local businesses by selling deeply discounted vouchers for their products and services, completed its initial public offering that valued the company at $17 billion. Within a year Groupon's share... View Details

Keywords: Social Networking; Media; Technology; Strategy; Business Growth and Maturation; Marketing Strategy; Marketing; Internet and the Web; Social Media; Retail Industry; Retail Industry; Retail Industry; North America; United States

November 1993 (Revised March 1995)
Case

Marsh Supermarkets, Inc. (A): The Marsh Super Study

In response to recent trends in grocery retailing, Marsh Supermarkets has completed an intensive 65-week study of the activity at 5 superstores in the midwest United States. The study tracked the sales, profits, space, and promotion dynamics of the entire store: dry... View Details

Keywords: Marketing Strategy; Analysis; Consumer Behavior; Retail Industry

Dr. Jill Avery is a Senior Lecturer of Business Administration and C. Roland Christensen Distinguished Management Educator in the marketing unit at Harvard Business School. She is a respected authority on branding and brand management, customer relationship... View Details

Keywords: retailing; retailing; retailing; retailing; retailing; retailing; retailing; retailing; retailing

Research Summary

Management Control Systems in Multiunit Companies

By: Tatiana Sandino

Professor Sandino conducts research on early-stage multiunit companies that introduce management control systems to help maintain operations, as well as company culture, as they grow, but also to enable adaptation to the different markets that they serve. Building... View Details

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

08 Jun 2009
Research & Ideas

The Return of the Salesman

address: that salespeople promoted innovations; that they acted as brokers of information; and that their activities "embodied the spirit of capitalism in popular culture." Could you elaborate on the importance of these themes? A: In the... View Details

Keywords: by Sean Silverthorne; Retail

13 Sep 2012
Working Paper Summaries

Entrepreneurship in the Natural Food and Beauty Categories Before 2000: Global Visions and Local Expressions

Keywords: by Geoffrey Jones; Beauty & Cosmetics; Food & Beverage

01 Aug 2006
First Look

First Look: August 1, 2006

vital area. Download working paper: http://www.hbs.edu/research/pdf/06-060.pdf Cases & Course MaterialsBig Bazaar Harvard Business School Case 606-099 Describes a high-growth Indian retailer, Pantaloon Retail (India) Ltd., and two... View Details

Keywords: Sean Silverthorne

10 Jan 2011
Research & Ideas

Is Groupon Good for Retailers?

anticipation of offering discounts and the possibility of consumers buying multiple discount vouchers. By demonstrating the importance of these factors, and exploring the relationship between these factors, we hope to help retailers... View Details

Keywords: by Carmen Nobel; Advertising; Technology

Rosabeth M. Kanter

Rosabeth Moss Kanter holds the Ernest L. Arbuckle Professorship at Harvard Business School, specializing in strategy, innovation, and leadership for change. Her strategic and practical insights guide leaders worldwide through teaching, writing, and direct... View Details

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

November 1998 (Revised December 1998)
Case

Jeanne Lewis at Staples, Inc. (A)

By: Linda A. Hill and Kristin Doughty

Jeanne Lewis, after six years with Staples, Inc., is promoted to senior vice president of marketing. She is to work for fifteen months alongside her predecessor, a legacy in the organization, "learning the ropes" before he moves on. This case is set nine months after... View Details

Keywords: Organizational Change and Adaptation; Management Style; Change Management; Marketing Strategy; Management Succession; Competitive Advantage; Problems and Challenges; Management Teams; Retail Industry; United States

February 2016 (Revised February 2017)
Case

Greening Walmart: Progress and Controversy

By: Rebecca Henderson and James Weber

In 2005, Walmart, the world’s largest retailer, launched a sustainability initiative aimed at reducing waste and making the company more environmentally and socially conscious. By 2015, the company had made progress on multiple dimensions: energy efficiency in its... View Details

Keywords: Sustainability; Organizational Change and Adaptation; Business or Company Management; Motivation and Incentives; Reputation; Environmental Sustainability; Retail Industry; United States