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- Faculty Publications (95)
Show Results For
- All HBS Web (375)
- Faculty Publications (95)
- 16 Nov 2016
- Research & Ideas
Turning One Thousand Customers into One Million
customers by matching them “by hand” with early suppliers (e.g., Etsy scoured craft fairs to sign up artisans); acquiring them in bulk (Uber ran promotions during concerts and events); and doing whatever it took to make their offerings... View Details
- 09 Dec 2002
- Research & Ideas
Unilever—A Case Study
animal feeds. In Europe, its food business spanned all stages of the industry, from fishing fleets to retail shops. Among its range of ancillary services were shipping, paper, packaging, plastics, and advertising and market research.... View Details
- November 2011
- Case
WrapItUp: Developing a New Compensation Plan
By: W. Earl Sasser Jr. and Rachel Shelton
A restaurant chain based in California offers made-to-order sandwich wraps using fresh, healthy ingredients. The founders of the company take a very active role in day-to-day business and tightly control every aspect of the restaurant operation from hiring store... View Details
Keywords: Empowerment; Middle Management; Human Resource Management; Compensation; Incentives; Motivation; Motivation and Incentives; Change Management; Business Growth and Maturation; Service Delivery; Entrepreneurship; Employees; Compensation and Benefits; Retail Industry; Retail Industry; Retail Industry; California
Sasser, W. Earl, Jr., and Rachel Shelton. "WrapItUp: Developing a New Compensation Plan." Harvard Business School Brief Case 114-362, November 2011.
- 26 Feb 2008
- First Look
First Look: February 26, 2008
I test for learning vs. effort allocation effects of promotion-based incentives. I find that promotion and demotion decisions for store managers of a major U.S.-based fast-food retailer (QSR) are sensitive... View Details
Keywords: Martha Lagace
- 01 Dec 2023
- News
The Imposter Among Us
taught to be humble, not to stick out, and never to brag. While I learned to adapt to a different style in the United States, I never felt comfortable or confident that I was qualified for the next career step or to ask for a promotion or... View Details
- Web
Podcast - Business & Environment
them easier to disassemble and repair, how secondhand retail pilot programs at IKEA stores are reaching new customers, and how investments like RetourMatras are developing circular solutions for end-of-life mattresses. Karen also... View Details
- 14 Jan 2014
- First Look
First Look: January 14
harmful. Specifically, lower consumer surplus and welfare result from inflated retail prices, over-investment in providing benefits to buyers, and excessive adoption of the intermediary's services. Competition among intermediaries... View Details
Keywords: Sean Silverthorne
- Web
About - Race, Gender & Equity
relations in organizations with a focus on leadership, identity, and organizational culture change. Examples of her past research include studies of men and masculinity on offshore oil platforms; the impact of racial diversity on retail... View Details
- 21 Aug 2013
- Research & Ideas
What Went Wrong at J.C. Penney?
After successful stints at Target (vice president of merchandising) and Apple (senior vice president of retail operations), it seemed Ron Johnson could do no wrong. But the winning streak came to a well-publicized end during his two-year... View Details
- 20 May 2014
- First Look
First Look: May 20
aimed at curbing the entry of large retail stores have been introduced in many countries to protect independent retailers. Analyzing a planning reform launched in the United Kingdom in the 1990s, I show that independent View Details
Keywords: Sean Silverthorne
- 09 Oct 2012
- First Look
First Look: October 9
M. Sharpe and John O. WhitneyHarvard Business School Case 813-049 With a competitor nipping at his heels, his bank reluctantly covering his recent overdraft, Jacob Zimmerman is considering expanding his midwestern retail jewelry business... View Details
Keywords: Sean Silverthorne
- 17 Jan 2017
- First Look
First Look at New Research: January 17
Globalization and Business Applications Globalization in Historical Perspective By: Ghemawat, Pankaj, and Geoffrey Jones Abstract—This chapter explores the role that firms have played over time in promoting international trade and... View Details
Keywords: Sean Silverthorne
- 09 Dec 2019
- Research & Ideas
Identify Great Customers from Their First Purchase
we’re able to open the box,” she says. Retailers and other organizations, such as charities, that seek to segment high-value patrons for promotions and appeals should be thinking about what data they... View Details
- Web
2023 Reunion Presentations - Alumni
such as retail pharmacies, ambulatory surgery centers, urgent care centers, telemedicine, and wireless sensors. Public policy enabled these changes in many ways: allowing access to telemedicine and pharmaceuticals by mail; redefining... View Details
- Web
Business & Environment - Faculty & Research
with reusable grocery bags has been strongly promoted as environmentally and socially conscious. In parallel, firms have joined policy makers in using a variety of initiatives to reduce the use of plastic bags. However, little is known... View Details
- 17 May 2016
- First Look
May 17, 2016
inventory holding, Amazon’s business model was more diverse. Amazon was primarily an online retail department store, offering a wide range of product categories, but it also maintained a significant third-party marketplace where it... View Details
Keywords: Sean Silverthorne
- 11 Jun 2013
- First Look
First Look: June 11
content creation. Publisher's link: http://hbr.org/2013/06/how-to-profit-from-lean-advertising/ar/1 Cases & Course Materials Harvard Business School Case 612-057 Inventory-Based Lending Industry Note Inventory-based lending is a form of asset-based lending used... View Details
Keywords: Carmen Nobel
- 06 Jun 2016
- Research & Ideas
Skills and Behaviors that Make Entrepreneurs Successful
that increase confidence in a person’s entrepreneurial abilities. Like the conviction of Marla Malcolm Beck and husband Barry Beck that high-end beauty retail stores and spas, tightly coupled with online stores, was the business model of... View Details
Keywords: by HBS Working Knowledge
- 19 Feb 2013
- First Look
First Look: Feb. 19
dubbed "Fair and square," was a central component of the new strategy. The scheme initially had three pricing tiers and eliminated typical sales promotions in an attempt to simplify the shopping experience for consumers, thus... View Details
Keywords: Sean Silverthorne
- 16 Jun 2020
- Research & Ideas
Your Customers Have Changed. Here's How to Engage Them Again.
their artificial reality (AR) annotation products on mobile phones. AT&T, Cisco, and Zoom have enhanced their network capabilities for increased demand in bandwidth. In addition, numerous small businesses like restaurants and home goods View Details