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  • 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
  • 15 May 2012
  • First Look

First Look: May 15

tax rates at high incomes are lower than in standard analysis and closer to those observed in policy. Download the paper: http://www.hbs.edu/research/pdf/12-064.pdf   Cases & Course MaterialsHome Depot and Interconnected Retail José... View Details
Keywords: Carmen Nobel
  • February 2017 (Revised May 2022)
  • Case

The De Beers Group: Exploring the Diamond Reselling Opportunity

By: Benjamin C. Esty, Daniel P. Gross and Lauren G. Pickle
In September 2014, Tom Montgomery (SVP of strategic initiatives at the De Beers Group) and his team launched a pilot program in the United States to explore the $1 billion diamond market for pre-owned (recycled) diamonds. According to Montgomery, the motivation for the... View Details
Keywords: Diamonds; Go-to-market Strategy; Secondary Market; Willingness To Pay; Pilot Program; Strategy Development; Strategy Execution; Scope; Marketing; Advertising; Branding; Customer Value; Pawn Shops; Jewelry; Supply And Demand; Corporate Strategy; Business Strategy; Vertical Integration; Advertising Campaigns; Value Creation; Retail Industry; Retail Industry; Retail Industry; Retail Industry; United States; United Kingdom; Africa; Botswana; South Africa; Namibia
Related
  • 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
Keywords: by Geoffrey Jones; Retail; Retail; Retail; Retail; Retail

    Ryan W. Buell

    Ryan W. Buell is a Professor of Business Administration in the Technology and Operations Management Unit at Harvard Business School. He teaches View Details

    Keywords: retailing; retailing; retailing; retailing; retailing; retailing; retailing; retailing; retailing; retailing; retailing
    • Summer 2025
    • Article

    Are ESG Improvements Recognized? Perspectives from the Public Sentiments

    By: Shaolong Wu
    While Environment, Social, and Governance (ESG) increasingly guides investment management and corporate agendas nowadays, public reactions to firms' ESG performance remain under-studied. This paper fills this gap by investigating whether the public picks up firms' ESG... View Details
    Keywords: Corporate Social Responsibility and Impact; Public Opinion; Environmental Sustainability; Corporate Governance; Investment
    Related
    • August 2024 (Revised December 2024)
    • Case

    Influencer-Led Brand Building: Hairitage and the McKnights

    By: William R. Kerr, Daniel O'Connor and James Palano
    Longtime hairstyle influencer Mindy McKnight had been building her “Cute Girls Hairstyles” audience across numerous online platforms for nearly two decades. Brand incubator Maesa took an innovative approach to producing successful brands: identifying white space in the... View Details
    Related
    • 25 Jun 2024
    • Research & Ideas

    Rapport: The Hidden Advantage That Women Managers Bring to Teams

    (worldwide), but service industries like food and retail in this part of the world are great examples, and they occupy very large proportions of the labor force. The findings here apply to a lot of workers,” Tamayo says. Rather than hire... View Details
    Keywords: by Kara Baskin; Food & Beverage
    • Research Summary

    Performance Measurement and Incentive Alignment

    Professor Kulp is interested in how organizations use information to enhance firm performance. The manner in which an organization gathers, analyzes, and uses performance information as part of its internal governance system affects organizational success. Professor... View Details
    • September 2023
    • Case

    FoodCloud: Tackling Food Insecurity and Climate Change in One Bite

    By: Brian Trelstad and Emer Moloney
    In 2013, Aoibheann O’Brien and Iseult Ward founded FoodCloud, a non-profit social enterprise that aimed to address food waste and food insecurity issues. Through its technology platform, Foodiverse, FoodCloud connected surplus food from retailers with community groups... View Details
    Keywords: Nonprofit Organizations; Expansion; Technological Innovation; Environmental Sustainability; Social Issues; Growth and Development Strategy; Green Technology Industry; Agriculture and Agribusiness Industry; Food and Beverage Industry; Republic of Ireland; Europe
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    • April 2021
    • Article

    The Effects of Quota Frequency: Sales Performance and Product Focus

    By: Doug J. Chung, Das Narayandas and Dongkyu Chang
    This study investigates the comprehensive and multidimensional effects of quota (goal) frequency on sales force performance. We develop a theory of salespeople’s behavior—aggregate effort and the product type focus—in response to the temporal length of a sales-quota... View Details
    Keywords: Sales Force Compensation; Field Experiment; Quotas; Quota Frequency; Commissions; Bonuses; Goals; Salesforce Management; Compensation and Benefits; Goals and Objectives; Behavior; Performance
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    • April 2006 (Revised April 2007)
    • Case

    Endeca Technologies: New Growth Opportunities

    By: Paul A. Gompers and Kristin Perry
    Steve Papa, CEO of Endeca Technologies, must decide whether to expand into a new market with a new application of his company's technology. Endeca has experienced significant success with its information access software in the online retail industry, and in September... View Details
    Keywords: Decision Choices and Conditions; Market Entry and Exit; Production; Organizational Structure; Partners and Partnerships; Opportunities; Expansion; Internet and the Web; Applications and Software; Information Technology Industry
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    • March 2000 (Revised May 2000)
    • Case

    Spec's Music (A)

    By: John A. Davis and Susan Harmeling
    Presents the story of a music retailer in Miami which started in the late 1940s, grew throughout the 1960s and 1970s, and went public in 1985 before experiencing a deep industry crisis in the mid-1990s. At issue in 1996 is whether the company should attempt to sell... View Details
    Keywords: History; Family Business; Business Exit or Shutdown; Decision Choices and Conditions; Management Succession; Entrepreneurship; Crisis Management; Performance Improvement; Music Industry; Miami
    Related
    • 29 Jul 2010
    • News

    Lifetime Achievement in Venture Capital Award

      The Effects of Quota Frequency: Sales Performance and Product Focus

      This study investigates the comprehensive and multidimensional effects of quota (goal) frequency on sales force performance. The study provides a theory of salespeople’s behavior—aggregate effort and the product type focus—in response to the temporal length of a... View Details
      • 05 Jul 2023
      • Cold Call Podcast

      How Unilever Is Preparing for the Future of Work

      Keywords: Re: William R. Kerr; Retail; Retail
      • March 2004 (Revised September 2005)
      • Case

      Newell Rubbermaid: Strategy in Transition

      By: Cynthia A. Montgomery, Rhonda Kaufman and Carole Winkler
      Describes the transformation of a company's corporate-level strategy. Begins by laying out the strategy that brought the Newell Co. stunning success for nearly three decades. The highly integrated, internally consistent strategy was tailored for manufacturing and... View Details
      Keywords: Change Management; Corporate Strategy; Transformation; Problems and Challenges; Acquisition; Product Development; Brands and Branding; Retail Industry; Retail Industry; United States
      Related
      • 07 Jul 2022
      • HBS Case

      How a Multimillion-Dollar Ice Cream Startup Melted Down (and Bounced Back)

      and in retail chains with lots and lots of stores, they use what are called co-packers, third-party factories, that will make ice cream to your specifications. That was always an option for Ample Hills.” Hiring a co-packer would have... View Details
      Keywords: by Pamela Reynolds
      • 14 Feb 2022
      • Research & Ideas

      Curiosity, Not Coding: 6 Skills Leaders Need in the Digital Age

      chairman of a major African retailer at one of the 21 global roundtable discussions we held with leaders of digital-first and incumbent companies. [div class=infogram-embed data-id=_/6OB5d19m9elT4JzFJntV][/div] More troubling, though, was... View Details
      Keywords: by Linda A. Hill, Ann Le Cam, Sunand Menon, and Emily Tedards; Technology
      • 02 Sep 2015
      • What Do You Think?

      What's Wrong With Amazon’s Low-Retention HR Strategy?

      low-retention HR strategy, its customers probably regard it as a highly successful application of that idea.  Advocates of a high-retention strategy may wonder why Amazon hasn’t learned something from online retailer Zappos, a... View Details
      Keywords: by James Heskett; Retail; Retail; Retail; Retail; Retail