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      • July 2000 (Revised May 2002)
      • Case

      Gateway: Moving Beyond the Box

      By: Frances X. Frei, Youngme E. Moon and Hanna Rodriguez-Farrar
      Gateway has opened retail stores to differentiate itself from its competitors (e.g., Dell). Describes how the company has created an excellent service experience, but has struggled financially as a result. View Details
      Keywords: Transition; Change Management; Valuation; Service Operations; Service Delivery; Distribution Channels; Computer Industry; Electronics Industry; United States
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      Frei, Frances X., Youngme E. Moon, and Hanna Rodriguez-Farrar. "Gateway: Moving Beyond the Box." Harvard Business School Case 601-038, July 2000. (Revised May 2002.)
      • July–August 2000
      • Article

      Rocket-Science Retailing Is Almost Here: Are You Ready?

      By: Marshall L. Fisher, A. Raman and Anna McClelland
      Keywords: Science; Sales
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      Fisher, Marshall L., A. Raman, and Anna McClelland. "Rocket-Science Retailing Is Almost Here: Are You Ready?" Harvard Business Review 78, no. 4 (July–August 2000): 115–124.
      • May 2000 (Revised August 2000)
      • Teaching Note

      Egghead to Egghead.com (A) and (B) TN

      By: V. Kasturi Rangan
      Teaching Note for (9-599-093) and (9-500-099). View Details
      Keywords: Retail Industry
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      Rangan, V. Kasturi. "Egghead to Egghead.com (A) and (B) TN." Harvard Business School Teaching Note 500-100, May 2000. (Revised August 2000.)
      • May 2000 (Revised June 2000)
      • Case

      Egghead to Egghead.com (B)

      By: V. Kasturi Rangan and Marie Bell
      Supplements the (A) case. View Details
      Keywords: Retail Industry
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      Rangan, V. Kasturi, and Marie Bell. "Egghead to Egghead.com (B)." Harvard Business School Case 500-099, May 2000. (Revised June 2000.)
      • April 2000 (Revised November 2003)
      • Case

      H. E. Butt Grocery Company: The New Digital Strategy (A)

      By: F. Warren McFarlan and Melissa Dailey
      Shows how the company's IT priorities have moved from primary supply chain restructuring to e-commerce. Shows the new organization structure created by the company. View Details
      Keywords: Internet and the Web; Organizational Structure; Organizational Change and Adaptation; Supply Chain; Technology Adoption; Information Technology; Retail Industry
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      McFarlan, F. Warren, and Melissa Dailey. "H. E. Butt Grocery Company: The New Digital Strategy (A)." Harvard Business School Case 300-106, April 2000. (Revised November 2003.)
      • March 2000 (Revised June 2000)
      • Case

      Jeanne Lewis at Staples, Inc. (C)

      By: Linda A. Hill and Kristin Doughty
      Supplements the (A) case. 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
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      Hill, Linda A., and Kristin Doughty. "Jeanne Lewis at Staples, Inc. (C)." Harvard Business School Case 400-054, March 2000. (Revised June 2000.)
      • March 2000 (Revised July 2000)
      • Case

      Jeanne Lewis at Staples, Inc. (A) (Abridged)

      By: Linda A. Hill and Jennifer Suesse
      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
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      Hill, Linda A., and Jennifer Suesse. "Jeanne Lewis at Staples, Inc. (A) (Abridged)." Harvard Business School Case 400-065, March 2000. (Revised July 2000.)
      • February 2000 (Revised October 2000)
      • Case

      E-commerce at Williams-Sonoma

      By: Rosabeth M. Kanter and Daniel Galvin
      Describes Williams-Sonoma's development of a third channel of business on the Internet. Describes the strategies for managing changes in the organizational, operational, and technological structure of the company. The new e-commerce division confronts challenges posed... View Details
      Keywords: Change Management; Internet and the Web; Trade; Corporate Strategy; Organizational Change and Adaptation; Operations; Information Technology; Technological Innovation; Retail Industry; Retail Industry; California
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      Kanter, Rosabeth M., and Daniel Galvin. "E-commerce at Williams-Sonoma." Harvard Business School Case 300-086, February 2000. (Revised October 2000.)
      • February 2000 (Revised August 2000)
      • Case

      Priceline WebHouse Club

      By: Thomas R. Eisenmann and Jon K Rust
      Priceline empowered consumers to "name their own price" for airline tickets and hotel rooms; then it shopped these offers to marketers. Priceline's founder Jay Walker described the resulting transactions as a new ecosystem, that helped consumers realize lower prices... View Details
      Keywords: Business Model; Strategy; Disruptive Innovation; Internet and the Web; Entrepreneurship; Retail Industry
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      Eisenmann, Thomas R., and Jon K Rust. "Priceline WebHouse Club." Harvard Business School Case 800-287, February 2000. (Revised August 2000.)
      • February 2000 (Revised December 2000)
      • Case

      Staples.com

      By: Thomas R. Eisenmann, Joanna M. Jacobson and Gillian Morris
      Staples.com, the online unit of the U.S. office supplies retailing chain Staples, faces a range of strategic and organizational issues as it accelerates its growth. Should it pursue only existing Staples customers or consumers who do not shop in Staples stores? How... View Details
      Keywords: Supply Chain; Business Units; Business Model; Growth and Development; Internet and the Web; Entrepreneurship; Business Strategy; Service Industry; United States
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      Eisenmann, Thomas R., Joanna M. Jacobson, and Gillian Morris. "Staples.com." Harvard Business School Case 800-305, February 2000. (Revised December 2000.)
      • January 2000
      • Case

      Talbots - A Classic

      By: V. Kasturi Rangan and Marie Bell
      This case traces why the $1 billion women's clothing retailer decided to attract younger customers, what went wrong, and the actions taken to recover. By the end of 1999, the company has reestablished itself and faces several growth opportunities and must decide on the... View Details
      Keywords: Customer Focus and Relationships; Decisions; Crisis Management; Product Positioning; Problems and Challenges; Segmentation; Fashion Industry
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      Rangan, V. Kasturi, and Marie Bell. "Talbots - A Classic." Harvard Business School Case 500-082, January 2000.
      • January 2000 (Revised June 2000)
      • Case

      Alloy.com: Marketing to Generation Y

      By: John A. Deighton and Gil McWilliams
      A profitable dot com company? Alloy.com retails clothing to teens by catalog. Alloy uses a Web site to convert prospects and build community. The result is a business with the economics of a direct marketer and the market capitalization of an Internet start-up. The... View Details
      Keywords: Marketing Strategy; Internet and the Web; Business and Community Relations; Partners and Partnerships; Customer Relationship Management; Decision Choices and Conditions; Business Startups; Information Technology Industry; Consumer Products Industry
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      Deighton, John A., and Gil McWilliams. "Alloy.com: Marketing to Generation Y." Harvard Business School Case 500-048, January 2000. (Revised June 2000.) (request a courtesy copy.)
      • January–February 2000
      • Article

      Patterns of Disruption in Retailing

      By: Clayton M. Christensen and R. S. Tedlow
      Keywords: Disruption; Sales
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      Christensen, Clayton M., and R. S. Tedlow. "Patterns of Disruption in Retailing." Harvard Business Review 78, no. 1 (January–February 2000): 42–45.
      • January 2000
      • Article

      Retailing and Supply Chains in the Information World

      By: J. H. Hammond, F.A. Abernathy, J.T. Dunlop and D. Weil
      Keywords: Supply Chain; Information
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      Hammond, J. H., F.A. Abernathy, J.T. Dunlop, and D. Weil. "Retailing and Supply Chains in the Information World." Technology in Society 22, no. 1 (January 2000): 5–31.
      • December 1999
      • Case

      Sendwine.com

      By: Thomas R. Eisenmann, Charmaine C Ess and Ann A. O'Hara
      Sendwine.com, an online retailer of premium gifts of wine by the bottle, faced decisions about its growth strategy in mid-1999. Mike Lannon, president and founder, had established his company as a prominent player in an increasingly crowded field. But with success came... View Details
      Keywords: Decision Choices and Conditions; Venture Capital; Financial Strategy; Problems and Challenges; Luxury; Diversification; Internet; Web Services Industry
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      Eisenmann, Thomas R., Charmaine C Ess, and Ann A. O'Hara. "Sendwine.com." Harvard Business School Case 800-211, December 1999.
      • December 1999 (Revised February 2001)
      • Case

      CVS: The Web Strategy

      By: John A. Deighton and Anjali C. Shah
      How should America's second-largest pharmacy chain respond to the challenge from online drugstores? What threat does the web pose to bricks and mortar distribution of prescription drugs and the other items that make up 50% of a drugstore's sales? This case describes... View Details
      Keywords: Leveraged Buyouts; Marketing Channels; Distribution Channels; Service Operations; Corporate Strategy; Pharmaceutical Industry; Web Services Industry
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      Deighton, John A., and Anjali C. Shah. "CVS: The Web Strategy." Harvard Business School Case 500-008, December 1999. (Revised February 2001.) (request a courtesy copy.)
      • November 1999 (Revised November 2000)
      • Case

      Cortlandt Town Center

      By: William J. Poorvu and Arthur I Segel
      CBL & Associates is trying to decide whether to go ahead with the development of a 790,000 square-foot power center with retailers such as Home Depot and Barnes & Noble. The costs are such that the developer needs to renegotiate its land acquisition price. Then the... View Details
      Keywords: Buildings and Facilities; Decision Making; Entrepreneurship; Cost; Negotiation; Projects; Strategy; Retail Industry; Retail Industry
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      Poorvu, William J., and Arthur I Segel. "Cortlandt Town Center." Harvard Business School Case 800-232, November 1999. (Revised November 2000.)
      • November 1999 (Revised March 2003)
      • Case

      Webvan: Groceries on the Internet

      By: John A. Deighton and Kayla Bakshi
      What are the prospects for grocery shopping on the Web? This case invites a comparison of seven business models, with particular emphasis on Webvan. Why does the investment community value Webvan at $7.8 billion after less than six months of operating experience, and... View Details
      Keywords: Business Model; Experience and Expertise; Investment; Information; Marketing; Distribution Channels; Service Delivery; Cognition and Thinking; Internet and the Web; Retail Industry; Retail Industry
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      Deighton, John A., and Kayla Bakshi. "Webvan: Groceries on the Internet." Harvard Business School Case 500-052, November 1999. (Revised March 2003.)
      • September 1999 (Revised April 2001)
      • Case

      Credit Suisse (A) (Abridged)

      By: W. Earl Sasser and William E. Fulmer
      Credit Suisse is looking for ways to differentiate itself from current and likely competitors. After two years of restructuring, the bank's leadership wants profitable growth. It has decided to emphasize customer service. View Details
      Keywords: Restructuring; Competitive Advantage; Customer Satisfaction; Banks and Banking; Growth and Development Strategy; Retail Industry; Retail Industry
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      Sasser, W. Earl, and William E. Fulmer. "Credit Suisse (A) (Abridged)." Harvard Business School Case 800-154, September 1999. (Revised April 2001.)
      • September 1999 (Revised June 2001)
      • Case

      eBay, Inc.

      By: Stephen P. Bradley and Kelley Porter
      eBay was the world's largest and most popular person-to-person trading community on the Internet. In early 1999, the company was doing very well and seemed to have solved many of its early problems. However, on March 30, 1999, Amazon.com announced that it was entering... View Details
      Keywords: Technological Innovation; Growth and Development Strategy; Marketing Strategy; Planning; Competition; Competitive Strategy; Competitive Advantage; Retail Industry; Retail Industry
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      Bradley, Stephen P., and Kelley Porter. "eBay, Inc." Harvard Business School Case 700-007, September 1999. (Revised June 2001.)
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