Retail Industry - Publications - Faculty & Research

October 1993 (Revised May 1994)
Case

Sears, Roebuck and Co.: The Merchandise Group--1993

By: David E. Bell and Dinny Starr

Keywords: Retail Industry

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October 1993
Teaching Note

Nordstrom TN

By: David E. Bell

Keywords: Retail Industry

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October 1993 (Revised September 1994)
Case

Catalina Marketing Corp.

By: David E. Bell, Walter J. Salmon and Dinny Starr

Catalina Marketing is a very successful marketing service firm. Their current customers include major supermarket retailers and consumer products manufacturers nation-wide. Catalina provides a unique way for these clients to distribute coupons for their products via... View Details

Keywords: Advertising; Information Management; Expansion; Product; Salesforce Management; Information Technology; Growth and Development Strategy; Customer Value and Value Chain; Advertising Industry

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October 1993 (Revised March 1995)
Teaching Note

CUC International: Shoppers Advantage TN

By: David E. Bell

Keywords: Retail Industry

Citation

October 1993
Teaching Note

CML Group, Inc.: Going Public (B & C) TN

By: William A. Sahlman

Teaching Note for (9-285-092) and (9-286-009). View Details

Keywords: Consumer Products Industry; Consumer Products Industry

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September 1993
Teaching Note

Duncan's Department Stores TN

By: David E. Bell

Keywords: Retail Industry

Citation

September 1993 (Revised December 1993)
Case

Cott Corp.: Private Label in the 1990s

By: Ray A. Goldberg and Robert S. Kaplan

Private label cola, Cott, gets 30% of the market in Canada. How does it move into the U.S. market? How do retailers evaluate its benefit costs? Does Cott use an existing structure or build new ones? Does Cott diversify from drink to snack foods? View Details

Keywords: Private Sector; Cost Management; Labels; Growth and Development Strategy; Market Entry and Exit; Industry Structures; Diversification; Food and Beverage Industry

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September 1993
Background Note

The Private Label Movement

By: Robert S. Kaplan and Ray A. Goldberg

Private labels, previously weak in the U.S. market, are making inroads in the United States and Canada. Reasons for this include a weak economy, better quality of private label goods, and a desire by retailers to increase profitability. View Details

Keywords: Brands and Branding; Retail Industry; United States; Canada

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August 1993
Background Note

Glossary of Retail Terms

By: David E. Bell and Dinny Starr

Keywords: Retail Industry

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June 1993 (Revised September 1993)
Case

Retail in Mexico 1993

By: David B. Yoffie and Charles McHugh LaFollette

In the wake of NAFTA, U.S. retail firms begin to see Mexico as an attractive market for international expansion. This case examines the structure of Mexico's volume retail (grocery, discount, warehouse club, hypermarket) industry, the joint ventures between U.S. and... View Details

Keywords: Expansion; Global Strategy; Joint Ventures; Industry Structures; Trade; Retail Industry; United States; Mexico

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May 1993 (Revised July 1995)
Case

Air Miles

By: John A. Quelch

The chairman and CEO of a U.K.-based frequent buyer travel award program is planning on launching in North America. Management must determine the marketing strategy to be used, specifically how the U.K. program should be altered, whether the U.S. and Canadian markets... View Details

Keywords: Marketing Strategy; Service Delivery; Market Entry and Exit; Adaptation; Product Launch; Service Industry; Canada; United Kingdom; United States

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