Publications

November 2004 (Revised June 2005)
Supplement

Mall of America (B)

By: Lynn S. Paine and Christopher Bruner

Supplements the (A) case. View Details

Keywords: Retail Industry

April 2008
Journal Article

Inventory Record Inaccuracy: An Empirical Analysis

By: Nicole DeHoratius and Ananth Raman

This study explores the systematic variation in inventory record inaccuracy (IRI) observed both within and across stores. Traditional inventory models, with a few exceptions, do not account for the existence of IRI and those that do treat record inaccuracy as random.... View Details

Keywords: Information Management; Measurement and Metrics; Logistics; Retail Industry

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2007
Working Paper

Why Do Intermediaries Divert Search?

By: Andrei Hagiu and Bruno Jullien

We analyze the incentives to divert search for an information intermediary who enables buyers (consumers) to search affiliated sellers (stores). We identify two original motives for diverting search (i.e. inducing consumers to search more than they would like): i)... View Details

Keywords: Demand and Consumers; Motivation and Incentives; Internet and the Web; Digital Platforms; Distribution Channels; Business Strategy; Retail Industry

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September 2003 (Revised September 2018)
Exercise

RetailMax: Role for Regan Kessel

By: Kathleen McGinn and Dina Witter

This exercise requires students to enact an internal salary negotiation, taking on the roles of Cam Archer, a star employee, and Regan Kessel, a VP trying to attract the MBA into his department. The exercise presents a one-issue, distributive negotiation that... View Details

Keywords: Negotiation; Compensation and Benefits; Management Practices and Processes; Retail Industry

September 2003 (Revised October 2020)
Exercise

RetailMax: Role for Cam Archer

By: Kathleen McGinn and Dina Witter

This exercise requires students to enact an internal salary negotiation, taking on the roles of Cam Archer, a star employee, and Regan Kessel, a VP trying to attract the MBA into his department. The exercise presents a one-issue, distributive negotiation that... View Details

Keywords: BATNA; Decision Trees; Negotiation; Compensation and Benefits; Personal Development and Career; Retail Industry

August 2003
Teaching Note

Toys "R" Us (A) and (B) (TN)

By: Dennis A. Yao and Michael G. Rukstad

Teaching Note for (9-703-445) and (9-703-446). View Details

Keywords: Retail Industry

August 2003
Teaching Note

Marks & Spencer: The Phoenix Rises (TN)

By: Joseph L. Bower

Teaching Note for (9-303-096). View Details

Keywords: Retail Industry

August 2002 (Revised February 2005)
Case

Gillette Company (C): Strategies for Change

By: Rosabeth M. Kanter and James Weber

Examines the strategic change agenda set by a new CEO as the initial priorities in the turnaround of this leading global consumer products company. View Details

Keywords: Business History; Global Strategy; Competitive Advantage; Competitive Strategy; Leading Change; Change Management; Retail Industry

June 2001 (Revised July 2001)
Case

Amazon.com in the Year 2000

By: Krishna G. Palepu and Jeremy Cott

An analyst's critique of Amazon's prospectus from the perspective of its bond holders. View Details

Keywords: Bonds; Accounting Audits; Financial Reporting; Governing and Advisory Boards; Internet and the Web; Forecasting and Prediction; Retail Industry

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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February 2000 (Revised June 2002)
Case

Development of the Internet in China (A), The: Challenges and Opportunities

Explores the development of the Internet in China. Starts with background information on China, the Internet, and several common Internet business models. Discusses regulatory and business obstacles to the growth of e-commerce in China. Finally, presents forecasts and... View Details

Keywords: Internet and the Web; Emerging Markets; Retail Industry; China

September 1999 (Revised April 2000)
Case

drugstore.com

By: Richard L. Nolan

On a clear day in August 1999 in the new headquarters of drugstore.com, against a backdrop of the Blue Angels flying in formation over Lake Washington practicing for their hydroplane Seafare Cup performance, Peter Neupert was pleased with his company's IPO performance.... View Details

Keywords: Business Growth and Maturation; Internet and the Web; Problems and Challenges; Business Startups; Retail Industry

August 1999
Teaching Note

Onsale, Inc. TN

By: Youngme E. Moon

Teaching Note for (9-599-091). View Details

Keywords: Retail Industry

March 1997 (Revised April 1998)
Case

Amazon.com (A)

By: Jeffrey F. Rayport

Jeff Bezos, the founder and CEO of Amazon.com, an Internet-based bookseller, has created one of the most successful ventures for electronic commerce on the Web. With revenue growing at a pace of 30% per month, Bezos attributes the success of Amazon.com to its value... View Details

Keywords: Competition; Internet and the Web; Entrepreneurship; Retail Industry