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  • July – August 2008
  • Article

Should You Invest in the Long Tail?

By: Anita Elberse
The blockbuster strategy is a time-honored approach, particularly in media and entertainment. When space is limited on store shelves and in traditional distribution channels, producers tend to focus on a few likely best sellers, hoping that one or two big hits will... View Details
Keywords: Demand and Consumers; Distribution Channels; Sales; Marketing Strategy; Online Technology; Motion Pictures and Video Industry; Motion Pictures and Video Industry; Motion Pictures and Video Industry
Related
  • 17 Jun 2017
  • Research & Ideas

Amazon, Whole Foods Deal a Big Win for Consumers

Source: 400tmax Editor's Note. Online retailing behemoth Amazon announced June 16 that it would acquire upscale grocery chain Whole Foods Market in a deal valued at more than $13 billion. Though the company has dabbled with the idea of a brick-and-mortar footprint in... View Details
Keywords: by Jose Alvarez and Len Schlesinger; Retail
  • 28 Oct 2014
  • First Look

First Look: October 28

are less responsive to changes in investment opportunities, especially in industries in which stock prices are most sensitive to earnings news. These findings are consistent with the notion that short-termist pressures distort investment... View Details
Keywords: Carmen Nobel
  • March 2023 (Revised August 2023)
  • Case

Majid Al Futtaim: Adapting the Shopping Mall to the Digital Era

By: Antonio Moreno and Gamze Yucaoglu
The case opens in August 2022, as Ahmed Galal Ismail, CEO of Majid Al Futtaim Properties and Fatima Zada, digital and omnichannel director at Majid Al Futtaim Shopping Malls, go over the plans to roll out the omnichannel mall offering for the Mall of the Emirates they... View Details
Keywords: Business Model; Strategy; Information Technology; Technology Adoption; Value Creation; Competition; Expansion; Profit; Corporate Strategy; Retail Industry; Retail Industry; United Arab Emirates
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  • 17 Jan 2018
  • Research & Ideas

If the CEO’s High Salary Isn't Justified to Employees, Firm Performance May Suffer

high unexplained pay ratio saw their performance drop by as much as half, compared to their industry competitors that had low levels of unexplained pay disparity. In the most glaring cases—about a fifth of the companies studied—not only... View Details
Keywords: by Dina Gerdeman
  • 19 Apr 2004
  • Research & Ideas

Birth of the American Salesman

salespeople. About 41 percent of today's sales workers sell in retail stores. The demographics of America's sales workers have changed. Nearly half of the total sales workers recorded in the 2000 census were women. The same View Details
Keywords: by Laura Linard
  • March 2008 (Revised April 2009)
  • Case

Eliot Spitzer: Pushing Wall Street to Reform

By: Rawi Abdelal, Rafael Di Tella and Jonathan Schlefer
New York State Attorney General Eliot Spitzer faced a decision about how to stop wrongdoing committed by major Wall Street firms during the Internet boom. The equities analysts of Merrill Lynch and other Wall Street firms were charged with objectively advising retail... View Details
Keywords: Crime and Corruption; Decisions; Financial Institutions; Stocks; Governing Rules, Regulations, and Reforms; Laws and Statutes; Lawsuits and Litigation; Conflict of Interests; Internet; Financial Services Industry; United States
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    Gerald Zaltman

    *Joined Harvard Faculty: 1991
    Prior Faculty Appointments: Northwestern University, 1968-75;
    University of Pittsburgh, 1975-91

    *Doctoral Degree in Sociology Received from: The John Hopkins University;
    MBA Degree Received from: The University of... View Details

    Keywords: marketing industry; marketing industry; marketing industry; marketing industry; marketing industry; marketing industry; marketing industry; marketing industry; marketing industry; marketing industry; marketing industry; marketing industry; marketing industry; marketing industry; marketing industry
    • 16 Feb 2010
    • Research & Ideas

    The Outside-In Approach to Customer Service

    rather than focus simply on products and sales. And Gulati's research, including interviews with 500 executives spanning industries and geographies, asserts that outside-in success is not confined to any one sector. "I see the move... View Details
    Keywords: by Sarah Jane Gilbert; Consumer Products
    • 19 Oct 2021
    • Research & Ideas

    Fed Up Workers and Supply Woes: What's Next for Dollar Stores?

    Retailers should be ecstatic. Last year was dismal amid the pandemic, with plunging revenue and record bankruptcies. But this year things have turned around. For instance, retail sales in April through June... View Details
    Keywords: by Christine Pazzanese, Harvard Gazette; Retail
    • 16 Apr 2018
    • Research & Ideas

    Can Consumers Be Saved From Their Misguided Decisions?

    health, career—that an industry is evolving around motivating people to be smarter about their choices. The problem: solutions created by these researchers and other behavioral scientists, such as incentives to remind health care shoppers... View Details
    Keywords: by Rachel Layne; Retail; Retail
    • 26 Jun 2013
    • News

    How a Trivial Pursuit Became a Significant Case

    negotiating licensing and royalty agreements. One key move involved persuading TV Guide, in exchange for increased royalties from additional sales, to carry free ads for stores that would sell the game. Drawing on his trusted contacts in the game View Details
    Keywords: Amusement, Gambling, and Recreation Industries; Amusement, Gambling, and Recreation Industries; Amusement, Gambling, and Recreation Industries; Amusement, Gambling, and Recreation Industries
    • 10 Dec 2007
    • HBS Case

    One Laptop per Child

    Classmate PC, which retails at a price higher but in the same ballpark as the XO laptop. (Intel also joined the OLPC initiative in July 2007.) Lenovo and Intel are established players "who saw the initiative, understood its... View Details
    Keywords: by Martha Lagace; Computer
    • 07 Jul 2003
    • Research & Ideas

    4+2 = Sustained Business Success

    business performance. What does matter, it turns out, is having a strong grasp of the business basics. Without exception, companies that outperformed their industry peers excelled at what we call the four primary management... View Details
    Keywords: by Nitin Nohria, William Joyce & Bruce Roberson
    • 08 Sep 2014
    • Research & Ideas

    The Strategic Way To Hire a Sales Team

    little performance variability—because the tasks are standard, because the firm or industry has reduced variability, or because the business model limits the bandwidth of performance variance. Think about the difference between sales... View Details
    Keywords: by Carmen Nobel
    • Web

    Winners & Runners-Up | New Venture Competition

    Helm Social Enterprise Track Winner A web-based solution that streamlines the transition of patients from the hospital to post-acute care facilities. XinfuGo (now Tang Mall) Ying Chen, HBS Yixin La, HBS Qiwei Shi, HBS Social Enterprise Track Runner-Up A disruptive... View Details
    • 27 Nov 2019
    • Sharpening Your Skills

    Secrets for Creating a Long-Lasting Brand

    maker Ferrari opens up about how it has bucked industry trends to achieve a world class brand. How Wayfair Built a Furniture Brand from ScratchWhat was once a collection of 240 home furnishing sites is now a single, successful brand,... View Details
    Keywords: by Sean Silverthorne; Retail
    • 15 Nov 2016
    • First Look

    November 15, 2016

    the optimal rule. Download working paper: https://www.hbs.edu/faculty/Pages/item.aspx?num=50545 Who Should Select New Employees, the Head Office or the Unit Manager? Consequences of Centralizing Hiring at a Retail Chain By: Deller,... View Details
    Keywords: Sean Silverthorne
    • 10 May 2022
    • Research & Ideas

    Being Your Own Boss Can Pay Off, but Not Always with Big Pay

    The research offers a cautionary tale for would-be entrepreneurs, identifying industries where the self-employed have both struggled and thrived. High-capital startups have declined Kerr says there’s clearly been a shift in the makeup of... View Details
    Keywords: by Jay Fitzgerald
    • 01 Mar 2011
    • First Look

    First Look: March 1

    Strategies of Multichannel Retailers Authors:Elie Ofek, Zsolt Katona, and Miklos Sarvary Publication:Marketing Science 30, no. 1 (January-February 2011) Abstract The Internet has increased the flexibility of retailers, allowing them to... View Details
    Keywords: Sean Silverthorne