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Show Results For

  • All HBS Web  (930)
    • People  (1)
    • News  (104)
    • Research  (759)
    • Events  (3)
    • Multimedia  (2)
  • Faculty Publications  (507)
← Page 7 of 930 Results →
  • July 2022
  • Teaching Note

Arçelik (A), (B): From a Dealer Network to an Omnichannel Experience

By: Ayelet Israeli, Fares Khrais and Menna Hassan
Arçelik Turkey, the country’s market leader in household appliances, was at an omnichannel crossroads in January 2020. Arçelik was a B2B player utilizing a dealership network with an umbrella of brands and had one of the largest brick-and-mortar store networks in... View Details
Keywords: Digital Marketing; Bricks And Mortar; Franchise Management; Franchising; Dealer Network; Dealers; B2B; B2B2C; Tradition; Culture Change; Cultural Adaptation; Omnichannel; Omnichannel Retail; Omni-channel; Omnichannel Retailing; Sales Channels; Sales Channel Development; Channel Management; Channels Of Distribution; Marketplace; Platforms; Collaboration; Online Channel; Online Data; Online Sales; Online Shopping; Online; Retail; Retailing; Disruption; Transformation; Franchise Ownership; Change Management; Partners and Partnerships; Consumer Behavior; Sales; Internet and the Web; Marketing Strategy; Conflict and Resolution; Conflict Management; Organizational Culture; Distribution Channels; Digital Transformation; Electronics Industry; Retail Industry; Consumer Products Industry; Turkey
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Israeli, Ayelet, Fares Khrais, and Menna Hassan. "Arçelik (A), (B): From a Dealer Network to an Omnichannel Experience." Harvard Business School Teaching Note 523-009, July 2022.

    The Air War Versus The Ground Game: An Analysis of Multi-Channel Marketing in U.S. Presidential Elections

    This study jointly examines the effects of television advertising and field operations in U.S. presidential elections, with the former referred to as the “air war” and the latter as the “ground game.” Specifically, the study focuses on how different campaign... View Details
    • February 2017
    • Teaching Note

    Oversight Systems

    By: Frank Cespedes
    This Teaching Note accompanies the case, set in May 2016, which discusses sales strategy and channel partnerships at Oversight Systems, an early stage software firm that developed analytics for organizations to monitor their data for errors, fraud, and operational... View Details
    Keywords: Sales; Sales Strategy; Entrepreneurial Sales; Entrepreneurial Sales And Marketing; Software Sales; Marketing; Marketing Management; Pricing; Salesforce Management; Distribution Channels; Marketing Strategy; Technology Industry; North America
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    Cespedes, Frank. "Oversight Systems." Harvard Business School Teaching Note 817-120, February 2017.
    • August 2018
    • Teaching Note

    IguanaFix

    By: Frank V. Cespedes and Thomas Eisenmann
    Teaching Note for HBS No. 817-056. IguanaFix, based in Argentina, is a platform business that connects consumers with home improvement contractors. The founders are evaluating growth options and an investment offer. The case focuses on scaling issues for a venture... View Details
    Keywords: Entrepreneurial Marketing; Home Improvement Services; Marketing Management; Scaling; Entrepreneurship; Marketing; Sales; Digital Platforms; Growth and Development Strategy
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    Cespedes, Frank V., and Thomas Eisenmann. "IguanaFix." Harvard Business School Teaching Note 819-029, August 2018.
    • February 2017
    • Supplement

    JCDecaux, 2016: Global Leader ... Again

    By: John R. Wells and Gabriel Ellsworth
    In 2016, JCDecaux was number one in the world in outdoor advertising. This was a far cry from the situation in 2003; at that time, JCDecaux had been unseated by Clear Channel from the number-one spot that it had held for decades, and it was fighting for second place... View Details
    Keywords: JCDecaux; Clear Channel Outdoor; OUTFRONT Media; Lamar Advertising Company; Jean-François Decaux; Jean-Charles Decaux; Outdoor Advertising; Street Furniture; Airports; Billboards; Bicycles; Digital Devices; Digital Marketing; Bidding; Advertising; Advertising Campaigns; Acquisition; Mergers and Acquisitions; Business Growth and Maturation; Business Model; Business Organization; Family Business; For-Profit Firms; Joint Ventures; Design; Price; Profit; Revenue; Geographic Location; Geographic Scope; Global Range; Globalization; Global Strategy; Globalized Firms and Management; Multinational Firms and Management; Globalized Markets and Industries; Government Legislation; Business History; Human Resources; Laws and Statutes; Business or Company Management; Goals and Objectives; Growth and Development Strategy; Growth Management; Marketing; Brands and Branding; Marketing Channels; Marketing Strategy; Product Marketing; Demand and Consumers; Supply and Industry; Operations; Distribution; Infrastructure; Logistics; Product; Product Design; Production; Organizational Structure; Property; Public Ownership; Renting or Rental; Problems and Challenges; Business and Community Relations; Business and Government Relations; Family and Family Relationships; Sales; Situation or Environment; Luxury; Strategy; Business Strategy; Commercialization; Competition; Competitive Advantage; Competitive Strategy; Consolidation; Corporate Strategy; Customization and Personalization; Expansion; Segmentation; Mobile Technology; Wireless Technology; Air Transportation; Bicycle Transportation; Rail Transportation; Transportation Networks; Advertising Industry; France; Paris
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    Wells, John R., and Gabriel Ellsworth. "JCDecaux, 2016: Global Leader ... Again." Harvard Business School Supplement 717-441, February 2017.
    • August 2016 (Revised June 2017)
    • Case

    Oversight Systems

    By: Frank V. Cespedes and Amram Migdal
    The case, set in May 2016, discusses sales strategy and managing sales and service at Oversight Systems, an Atlanta, Georgia–based software firm that developed analytics for organizations to monitor their data for errors, fraud, and operational inefficiencies. Included... View Details
    Keywords: Sales; Sales Strategy; Entrepreneurial Sales; Entrepreneurial Sales And Marketing; Software Sales; Marketing; Marketing Management; Pricing; Salesforce Management; Distribution Channels; Marketing Strategy; Technology Industry; North America; United States; Atlanta; Georgia (state, US)
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    Cespedes, Frank V., and Amram Migdal. "Oversight Systems." Harvard Business School Case 817-015, August 2016. (Revised June 2017.)
    • November 2016 (Revised April 2018)
    • Case

    reMarkable: e-Writing the Future

    By: Elie Ofek and Curtis Hsu
    Magnus Wanberg is the creator of reMarkable, a breakthrough e-writer device set apart from similar products on the market by having solved the frustrating “slow ink” problem typically experienced on pen-based electronic devices, thus providing a “pen and paper” like... View Details
    Keywords: Entrepreneurial Marketing; Innovation Management; Go To Market Strategy; Marketing Plan; Target Market; Digital Devices; Consumer Electronics; Forecasting; Information Technology; Marketing Strategy; Innovation and Management; Marketing Channels; Entrepreneurship; Forecasting and Prediction; Product Marketing; Product Development; Electronics Industry
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    Ofek, Elie, and Curtis Hsu. "reMarkable: e-Writing the Future." Harvard Business School Case 517-018, November 2016. (Revised April 2018.)
    • November 2016 (Revised October 2018)
    • Case

    Formlabs: Selling a New 3D Printer

    By: Frank V. Cespedes, Olivia Hull and Amram Migdal
    Headquartered in Somerville, Massachusetts, Formlabs manufactures 3D printers used to print everything from prototypes and models to jewelry, dental, and sculpture molds. As Formlabs prepares to ship its latest model, the Form 2, Head of Customer Development and... View Details
    Keywords: 3D Printing And Manufacturing; Sales Channel Development; Sales Strategy; Entrepreneurial Management; Product Engineering; Prototype; Prototyping; Entrepreneurship; Product Launch; Information Infrastructure; Business Startups; Customers; Technological Innovation; Growth and Development Strategy; Technology Adoption; Marketing Channels; Marketing Strategy; Product Positioning; Demand and Consumers; Sales; Salesforce Management; Technology Industry; Computer Industry; Manufacturing Industry; United States; Massachusetts; Europe; Asia
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    Cespedes, Frank V., Olivia Hull, and Amram Migdal. "Formlabs: Selling a New 3D Printer." Harvard Business School Case 817-001, November 2016. (Revised October 2018.)
    • June 2014
    • Supplement

    eBay Partner Network — slide supplement (widescreen)

    By: Benjamin Edelman
    eBay considers adjustments to the structure and rules of its affiliate marketing program, eBay Partner Network (ePN). In particular, eBay reevaluates affiliate compensation structure, the role of bonuses for especially productive affiliates, and the overall rationale... View Details
    Keywords: History; Online Technology; Markets; Negotiation Participants; Marketing; Job Cuts and Outsourcing; Internet and the Web; Marketing Channels; Business Processes; Change; Compensation and Benefits; Web Services Industry
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    Edelman, Benjamin. "eBay Partner Network — slide supplement (widescreen)." Harvard Business School PowerPoint Supplement 914-040, June 2014.
    • October 2023 (Revised April 2024)
    • Case

    FARM Rio: Bringing a Brazilian Fashion Brand to the World

    By: Isamar Troncoso and Jill Avery
    FARM Rio, a twenty-six year old Brazilian fashion brand, had recently put down roots in the U.S. The brand, known for its bold, colorful, nature-inspired tropical prints, was testing the waters in Europe to assess if and how the brand should further expand globally.... View Details
    Keywords: Global Marketing; Go-to-market Strategy; Global Branding; Brand Positioning; Marketing; Brands and Branding; Marketing Strategy; Growth and Development Strategy; Product Positioning; Market Entry and Exit; Distribution Channels; Expansion; Fashion Industry; Brazil; United States; Europe
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    Troncoso, Isamar, and Jill Avery. "FARM Rio: Bringing a Brazilian Fashion Brand to the World." Harvard Business School Case 524-003, October 2023. (Revised April 2024.)
    • November 2021 (Revised December 2022)
    • Case

    Farfetch: Digital Transformation for Luxury Brands

    By: Sunil Gupta, Jill Avery, Elena Corsi and Federica Gabrieli
    Farfetch, a global luxury technology platform and digital marketplace had been surfing the wave of digital transformation in the luxury fashion industry since 2008. While the company’s stock price and market valuation had fluctuated since its IPO in 2018, it had... View Details
    Keywords: Digital Marketing; Marketplaces; Retailing; Internet Marketing; E-Commerce Strategy; Marketing; Marketing Strategy; Marketing Channels; Brands and Branding; Luxury; Growth and Development Strategy; Digital Transformation; E-commerce; Apparel and Accessories Industry; Beauty and Cosmetics Industry; Fashion Industry; Retail Industry; Web Services Industry; Technology Industry; United Kingdom; Europe; Portugal; China
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    Gupta, Sunil, Jill Avery, Elena Corsi, and Federica Gabrieli. "Farfetch: Digital Transformation for Luxury Brands." Harvard Business School Case 522-051, November 2021. (Revised December 2022.)
    • September 2014
    • Case

    Marquee: Reinventing the Business of Nightlife

    By: Anita Elberse
    Keywords: Marketing; Business Growth and Maturation; Distribution Channels; Product Marketing; Entertainment and Recreation Industry
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    Elberse, Anita. "Marquee: Reinventing the Business of Nightlife." Harvard Business School Multimedia/Video Case 515-702, September 2014.
    • August 2014 (Revised October 2014)
    • Case

    Beyoncé

    By: Anita Elberse and Stacie Smith
    In December 2013, music superstar Beyoncé is about to surprise her fans with the release of her self-titled album. The team at her company Parkwood Entertainment, which general manager Lee Anne Callahan-Longo described as "a management, music, and production company... View Details
    Keywords: Marketing; Beyoncé; Internet and the Web; Music Entertainment; Distribution Channels; Product Launch; Music Industry
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    Elberse, Anita, and Stacie Smith. "Beyoncé." Harvard Business School Case 515-036, August 2014. (Revised October 2014.)
    • January 2013 (Revised April 2013)
    • Case

    OSI in China

    By: David E. Bell and Mary Shelman
    OSI, one of the world's largest suppliers of processed meats to McDonald's and other QSRs, was in the middle of a $400M expansion in China that included backward integration into poultry production. However, its current customers took only a portion of each bird... View Details
    Keywords: China; Corporate Strategy; Vertical Integration; Competitive Positioning; Organizational Design; Channels Of Distribution; Agribusiness; Agriculture and Agribusiness Industry; China
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    Bell, David E., and Mary Shelman. "OSI in China." Harvard Business School Case 513-045, January 2013. (Revised April 2013.)
    • February 2021 (Revised February 2021)
    • Background Note

    eGrocery and the Role of Data for CPG Firms

    By: Ayelet Israeli, Fedor (Ted) Lisitsyn and Mark A. Irwin
    This notes provides information about the eGrocery industry and how traditional CPG companies handle this channel and potential data. It is recommended to use together with a series of exercises entitled: "E-Commerce Analytics for CPG Firms (A), (B), and (C)." View Details
    Keywords: Data; Data Analysis; Data Analytics; Data Sharing; CPG; Consumer Packaged Goods (CPG); Delivery Planning; Customer Lifetime Value; Online Channel; Retail; Retail Analytics; Retailing Industry; Ecommerce; Grocery; Optimization; Analytics and Data Science; Analysis; Customer Value and Value Chain; Marketing Channels; E-commerce; Retail Industry; Consumer Products Industry; United States
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    Israeli, Ayelet, Fedor (Ted) Lisitsyn, and Mark A. Irwin. "eGrocery and the Role of Data for CPG Firms." Harvard Business School Background Note 521-077, February 2021. (Revised February 2021.)
    • June 2014
    • Article

    Mastering the Intermediaries: Strategies for Dealing with the Likes of Google, Amazon, and Kayak

    By: Benjamin Edelman
    Many companies depend on powerful platforms which distinctively influence buyers' purchasing. (Consider, Google, Amazon, and myriad others in their respective spheres.) I consider implications of these platforms' market power, then suggest strategies to help companies... View Details
    Keywords: Competition; Market Power; Dominance; Advertising Campaigns; Marketing Channels; Agreements and Arrangements; Competitive Strategy; Negotiation; Transportation Industry; Information Technology Industry; Web Services Industry
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    Edelman, Benjamin. "Mastering the Intermediaries: Strategies for Dealing with the Likes of Google, Amazon, and Kayak." Harvard Business Review 92, no. 6 (June 2014): 86–92.
    • July–August 2017
    • Article

    Why Outlet Stores Exist: Averting Cannibalization in Product Line Extensions

    By: Donald Ngwe
    Outlet stores are a large and growing component of many firms' retailing strategies, particularly in the fashion industry. Outlet stores offer attractive prices in locations far from central shopping districts. The main perspectives on why outlet stores exist can be... View Details
    Keywords: Fashion; Industrial Organization; Outlet Stores; Price Discrimination; Retail; Channel Management; Luxury; Product Marketing; Price; Retail Industry; Fashion Industry
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    Ngwe, Donald. "Why Outlet Stores Exist: Averting Cannibalization in Product Line Extensions." Marketing Science 36, no. 4 (July–August 2017): 523–541.
    • December 2022 (Revised January 2023)
    • Case

    Cann: High Hopes for Cannabis Infused Beverages

    By: Ayelet Israeli and Anne V. Wilson
    Founded in 2018 by Jake Bullock and Luke Anderson, Cann sold “social tonics,” or cannabis-infused beverages. By 2022, the company had several notable celebrity investors and talent partners, had sold over 10 million beverages to consumers, was distributing in six... View Details
    Keywords: Stigma; Product Innovation; Product Introduction; Product Differentiation; New Products; New Product Marketing; New Product Management; Brand Management; Branding; Packaging; Positioning; Growth Strategy And Execution; Growth; Cannabis Industry; Purpose; Purpose Brands; LGBTQ; Direct-to-consumer; DTC; Regulations; Channels Of Distribution; Product Development; Product Marketing; Product Positioning; Product; Innovation and Invention; Brands and Branding; Marketing; Marketing Communications; Marketing Channels; Advertising; Advertising Campaigns; Digital Marketing; Market Entry and Exit; Governing Rules, Regulations, and Reforms; Consumer Products Industry; Food and Beverage Industry; United States; Canada; North America
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    Israeli, Ayelet, and Anne V. Wilson. "Cann: High Hopes for Cannabis Infused Beverages." Harvard Business School Case 523-074, December 2022. (Revised January 2023.)
    • May 2009
    • Case

    Ceres Gardening Company: Funding Growth in Organic Products

    By: John H. McArthur and Sunru Yong
    Ceres is a leading player in the growing organic gardening industry, selling seeds, small plants, and related items. Their distribution depends heavily on retail sales through independent nurseries and garden centers. Because these small dealers are unable to finance... View Details
    Keywords: Accounting Procedures; Marketing; Business Growth; Plant-Based Agribusiness; Marketing Strategy; Expansion; Business Growth and Maturation; Marketing Channels; Credit; Financial Statements; Sales; Retail Industry; Agriculture and Agribusiness Industry
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    McArthur, John H., and Sunru Yong. "Ceres Gardening Company: Funding Growth in Organic Products." Harvard Business School Brief Case 094-017, May 2009.
    • August 2015
    • Case

    Kjell & Company: Electronics Accessories Retail in the Nordics

    By: Krishna Palepu, Das Narayandas and Kerry Herman
    Swedish electronics accessories retailer Kjell is considering several issues as it plots its next stage of growth. How should it balance opportunities to expand retail stores into a new market (Oslo, Norway) with additional growth in its home market—Sweden—with... View Details
    Keywords: Consumer Electronics Accessories; Online Channel; Omni-channel; Private Equity; Retail; Salesforce Management; Performance Management; Marketing; Sales; Strategy; Scandinavia; Sweden; Norway
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    Palepu, Krishna, Das Narayandas, and Kerry Herman. "Kjell & Company: Electronics Accessories Retail in the Nordics." Harvard Business School Case 116-009, August 2015.
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