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- Article
Channel Integration, Sales Dispersion, and Inventory Management
By: Santiago Gallino, Antonio Moreno and Ioannis Stamatopoulos
We study the effects of the introduction of cross-channel functionalities on the overall sales dispersion of retailers and the implications of these effects for inventory management. To do that, we analyze data from a leading U.S. retailer who introduced a... View Details
Keywords: Retail Operations; Online Retail; Channel Integration; Sales Dispersion; Long Tail; Empirical Operations; Inventory Management; Omnichannel Retail; Marketing Channels; Integration; Sales; Logistics; Operations; Management; Retail Industry
Gallino, Santiago, Antonio Moreno, and Ioannis Stamatopoulos. "Channel Integration, Sales Dispersion, and Inventory Management." Management Science 63, no. 9 (September 2017): 2813–2831.
- 12 Jun 2006
- Research & Ideas
The Promise of Channel Stewardship
interactive and integrative components of channel strategy. Unfortunately, however, most firms—regardless of their place in a given channel—do not manage their go-to-market strategies in that inclusive way.... View Details
- 2008
- Working Paper
International Financial Integration and Entrepreneurial Firm Activity
By: Laura Alfaro and Andrew Charlton
We explore the relation between international financial integration and the level of entrepreneurial activity in a country. We use a unique firm-level data set in a broad sample of developed and developing countries, which enables us to present both cross-country and... View Details
Keywords: International Financial Integration; Capital Mobility; Firm Entry; Capital Controls; Finance; Integration; Global Range; Capital; Entrepreneurship; Foreign Direct Investment; Developing Countries and Economies
Alfaro, Laura, and Andrew Charlton. "International Financial Integration and Entrepreneurial Firm Activity." Harvard Business School Working Paper, No. 07-012, August 2006. (Also NBER Working Paper No. 13118. NBER Working Paper Series, No. 13118, May 2007)
- Article
Integration of Online and Offline Channels in Retail: The Impact of Sharing Reliable Inventory Availability Information
By: Santiago Gallino and Antonio Moreno
Using a proprietary data set, we analyze the impact of the implementation of a “buy-online, pick-up-in-store” (BOPS) project. The implementation of this project is associated with a reduction in online sales and an increase in store sales and traffic. These results can... View Details
Keywords: Retail Operations; Inventory Availability; Empirical Operations Management; Business Analytics; Online Retail; Ecommerce; Operations; Management; Distribution Channels; Consumer Behavior; E-commerce; Retail Industry
Gallino, Santiago, and Antonio Moreno. "Integration of Online and Offline Channels in Retail: The Impact of Sharing Reliable Inventory Availability Information." Management Science 60, no. 6 (June 2014): 1434–1451. (Finalist of Management Science Best Paper award in Operations Management.)
- Research Summary
Innovations in Logistics: The Impact of Channel Coordination
Roy D. Shapiro (with Janice H. Hammond and Marshall L. Fisher) is studying innovative systems and management approaches that integrate and coordinate material and information flows through the supply chain so as to reduce or eliminate the redundant activities that tend... View Details
- Research Summary
Innovations in Logistics: The Impact of Channel Coordination
By: Roy D. Shapiro
Roy D. Shapiro is studying innovative systems and management approaches that integrate and coordinate material and information flows through the supply chain so as to reduce or eliminate the redundant activities that tend to characterize these channels. His research... View Details
- February 1998 (Revised May 1998)
- Case
Merck-Medco: Vertical Integration in the Pharmaceutical Industry
By: V. Kasturi Rangan and Marie Bell
Records the analyses and actions taken by Merck Pharmaceuticals in its acquisition of Medco, a channel intermediary (called "pharmacy benefit manager"). While many of its competitors seem to be faring poorly, Merck seems to have managed the Medco integration superbly. View Details
Keywords: Vertical Integration; Organizational Change and Adaptation; Competitive Strategy; Marketing Channels; Mergers and Acquisitions; Pharmaceutical Industry
Rangan, V. Kasturi, and Marie Bell. "Merck-Medco: Vertical Integration in the Pharmaceutical Industry." Harvard Business School Case 598-091, February 1998. (Revised May 1998.)
- February 2000 (Revised January 2008)
- Case
Merrill Lynch: Integrated Choice
By: V. Kasturi Rangan and Marie Bell
Merrill Lynch, a full-service brokerage firm with $1.5 trillion in client assets, is under attack from both discount and electronic brokerage firms. It responds with Integrated Choice, a suite of products designed to capture clients from the do-it-yourself investor who... View Details
Keywords: Distribution Channels; Marketing Strategy; Product Launch; Organizational Change and Adaptation; Risk and Uncertainty; Financial Services Industry
Rangan, V. Kasturi, and Marie Bell. "Merrill Lynch: Integrated Choice." Harvard Business School Case 500-090, February 2000. (Revised January 2008.)
- 29 May 2009
- Working Paper Summaries
Crafting Integrated Multichannel Retailing Strategies
- February 2001 (Revised April 2001)
- Case
Merrill Lynch: Integrated Choice (Abridged)
By: F. Warren McFarlan and James Weber
Merrill Lynch, a full-service brokerage firm with $1.5 trillion in client assets, is under attack from both discount and electronic brokerage firms. It responds with Integrated Choice, a suite of products designed to capture clients, from the do-it-yourself investor... View Details
Keywords: Investment Banking; Marketing Strategy; Distribution Channels; Organizational Change and Adaptation; Risk and Uncertainty; Financial Services Industry
McFarlan, F. Warren, and James Weber. "Merrill Lynch: Integrated Choice (Abridged)." Harvard Business School Case 301-081, February 2001. (Revised April 2001.)
- 2009
- Working Paper
Crafting Integrated Multichannel Retailing Strategies
Multichannel retailing is the set of activities involved in selling merchandise or services to consumers through more than one channel. Multichannel retailers dominate today's retail landscape. While there are many benefits of operating multiple channels, these... View Details
Keywords: Marketing Channels; Marketing Strategy; Distribution Channels; Sales; Integration; Retail Industry
Zhang, Jie, Paul Farris, John Irvin, Tarun Kushwaha, Thomas J. Steenburgh, and Barton Weitz. "Crafting Integrated Multichannel Retailing Strategies." Harvard Business School Working Paper, No. 09-125, April 2009. (Revised January 2010.)
- Research Summary
International Financial Integration and Entrepreneurship (joint with Andrew Charlton)
By: Laura Alfaro
We explore the relation between international financial integration and the level of entrepreneurial activity in a country. Researchers have stressed the role of new firm activity and economic dynamism on growth. Yet, the empirical effects of international capital... View Details
- March 7, 2024
- Article
Integrating Digital Tools into Every Stage of Your Sales Strategy
By: Frank V. Cespedes and Georg Krentzel
In their growth and customer-acquisition activities, most companies now face twin challenges: understanding and responding to omni-channel buying behavior and doing that without inadvertently decreasing sales productivity. Thirty years ago, Peter Drucker noted that... View Details
Keywords: Sales Management; Digital Tools; Sales; Marketing Channels; Technology Adoption; Brands and Branding
Cespedes, Frank V., and Georg Krentzel. "Integrating Digital Tools into Every Stage of Your Sales Strategy." Harvard Business Review (website) (March 7, 2024).
- 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
Bell, David E., and Mary Shelman. "OSI in China." Harvard Business School Case 513-045, January 2013. (Revised April 2013.)
- June 2013
- Supplement
Wayne Ferrari: iAutomation at a Crossroads (Video Supplement)
This is the Video Supplement for Wayne Ferrari: I Automation at a Crossroads (HBS Case #813120). View Details
Keywords: Entrepreneurs; Private Equity Exit; Pricing; Pricing Policies; Pricing Strategy; Pricing Structure; Distribution; Channels Of Distribution; Acquisitions; Integration; Growth; Salesforce Management; Price; Private Equity; Manufacturing Industry; Distribution Industry; Electronics Industry; United States
Sharpe, Jim. "Wayne Ferrari: iAutomation at a Crossroads (Video Supplement)." Harvard Business School Video Supplement 813-704, June 2013.
- January 2016 (Revised March 2016)
- Case
Whither the Weather (Company): Forecasting 2016
By: Rosabeth Moss Kanter and Jonathan Cohen
CEO David Kenny led the transformation of the Weather Company from a television business to a Big Data technology company from 2012 until 2016, when IBM acquired its digital assets. This case discusses major decisions taken by Kenny starting in 2014 as he sought to... View Details
Keywords: Weather Company; IBM; Digital; Technology; David Kenny; Television; Weather Channel; Legacy Business; Mainstream; Newstream; Reorganization; Acquisitions; Transformation; Information Technology; Television Entertainment; Acquisition; Consolidation; Change; Leadership
Kanter, Rosabeth Moss, and Jonathan Cohen. "Whither the Weather (Company): Forecasting 2016." Harvard Business School Case 316-143, January 2016. (Revised March 2016.)
- October 2020 (Revised July 2023)
- Case
The Walt Disney Company: The 21st Century Fox Acquisition and Digital Distribution
By: David J. Collis
This case describes the acquisition of 21st Century Fox by the Walt Disney Company and the subsequent launch by Disney of three streaming channels to compete with Netflix. View Details
Keywords: Disney; Streaming; Corporate Strategy; Mergers and Acquisitions; Distribution; Competitive Strategy; Vertical Integration; Media and Broadcasting Industry
Collis, David J. "The Walt Disney Company: The 21st Century Fox Acquisition and Digital Distribution." Harvard Business School Case 721-408, October 2020. (Revised July 2023.)
- 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
Israeli, Ayelet, and Anne V. Wilson. "Cann: High Hopes for Cannabis Infused Beverages." Harvard Business School Case 523-074, December 2022. (Revised January 2023.)
- 2010
- Working Paper
Trade Policy and Firm Boundaries
By: Laura Alfaro, Paola Conconi, Harald Fadinger and Andrew F. Newman
We study how trade policy affects firms' ownership structures. We embed an incomplete contracts model of vertical integration choices into a standard perfectly-competitive international trade framework. Integration decisions are driven by a trade-off between the... View Details
- Article
The New Face of Chinese Industrial Policy: Making Sense of Anti-Dumping Cases in the Petrochemical and Steel Industries.
Why have China's petrochemical and steel industries behaved so differently in seeking trade protection through anti-dumping measures, especially given that both industries face the full force of the global economy? We argue that the patterning of anti-dumping actions... View Details
Keywords: Policy; Trade; Economy; Horizontal Integration; Vertical Integration; Motivation and Incentives; Marketing Channels; Industry Structures; System Shocks; Price; Restructuring; Interests; Energy Industry; Steel Industry; China
Abrami, Regina M., and Yu Zheng. "The New Face of Chinese Industrial Policy: Making Sense of Anti-Dumping Cases in the Petrochemical and Steel Industries." Journal of East Asian Studies 11, no. 3 (September–December 2011).