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- March 2020
- Article
Do Fire Sales Create Externalities?
By: Sergey Chernenko and Adi Sunderam
We develop three novel measures of how much of the price impact of their trading different mutual funds internalize. We show that mutual funds that internalize more of their price impact hold larger cash buffers and use these buffers more aggressively to accommodate... View Details
Chernenko, Sergey, and Adi Sunderam. "Do Fire Sales Create Externalities?" Journal of Financial Economics 135, no. 3 (March 2020): 602–628.
- December 2019
- Article
Brokers and Order Flow Leakage: Evidence from Fire Sales
By: Andrea Barbon, Marco Di Maggio, Francesco Franzoni and Augustin Landier
Using trade-level data, we study whether brokers play a role in spreading order flow information. We focus on large portfolio liquidations, which result in temporary drops in stock prices, and identify the brokers that intermediate these trades. We show that these... View Details
Keywords: Predatory Trading; Back Running; Fire Sales; Brokers; Stocks; Price; Information; Knowledge Dissemination; Ethics
Barbon, Andrea, Marco Di Maggio, Francesco Franzoni, and Augustin Landier. "Brokers and Order Flow Leakage: Evidence from Fire Sales." Journal of Finance 74, no. 6 (December 2019): 2707–2749. (LEAD ARTICLE.)
- 2024
- Working Paper
Fire Sales of Safe Assets
By: Gabor Pinter, Emil Siriwardane and Danny Walker
We use trade-level data to study price pressure effects in the UK gilt market from September to October 2022. During this period, forced sales by liability-driven investment funds (LDIs) led to price discounts on the order of 10%, accounting for roughly half the total... View Details
Pinter, Gabor, Emil Siriwardane, and Danny Walker. "Fire Sales of Safe Assets." Harvard Business School Working Paper, No. 25-015, September 2024.
- 15 Nov 2018
- Working Paper Summaries
Do Fire Sales Create Externalities?
- 11 Jan 2018
- Working Paper Summaries
Brokers and Order Flow Leakage: Evidence from Fire Sales
- November 2007
- Article
Asset Fire Sales (and Purchases) in Equity Markets
By: Joshua Coval and Erik Stafford
Coval, Joshua, and Erik Stafford. "Asset Fire Sales (and Purchases) in Equity Markets." Journal of Financial Economics 86, no. 2 (November 2007).
- 2005
- Working Paper
Asset Fire Sales (and Purchases) in Equity Markets
By: Joshua Coval and Erik Stafford
Coval, Joshua, and Erik Stafford. "Asset Fire Sales (and Purchases) in Equity Markets." Harvard Business School Working Paper, No. 05-077, May 2005.
- January 2017 (Revised August 2019)
- Supplement
X Fire Paintball & Airsoft: Is Amazon a Friend or Foe? (B)
By: Feng Zhu and Angela Acocella
Three years after launching his brick-and-mortar store, X Fire Paintball and Airsoft, Steve Herbert Sr. and his sons began selling products on Amazon.com’s third-party Marketplace and online sales expanded rapidly. Over time, X Fire noticed that products of which it... View Details
Keywords: Ethics; Competition; Digital Platforms; Internet and the Web; Small Business; Retail Industry; Canada
Zhu, Feng, and Angela Acocella. "X Fire Paintball & Airsoft: Is Amazon a Friend or Foe? (B)." Harvard Business School Supplement 617-047, January 2017. (Revised August 2019.)
- January 2017 (Revised August 2019)
- Case
X Fire Paintball & Airsoft: Is Amazon a Friend or Foe? (A)
By: Feng Zhu and Angela Acocella
Three years after launching his brick-and-mortar store, X Fire Paintball and Airsoft, Steve Herbert Sr. and his sons began selling products on Amazon.com’s third-party Marketplace, and online sales expanded rapidly. Over time, X Fire noticed that products of which it... View Details
Keywords: Ethics; Competition; Digital Platforms; Internet and the Web; Small Business; Retail Industry; Canada
Zhu, Feng, and Angela Acocella. "X Fire Paintball & Airsoft: Is Amazon a Friend or Foe? (A)." Harvard Business School Case 617-046, January 2017. (Revised August 2019.)
- September 2008 (Revised June 2010)
- Case
Hearts On Fire - Brand Development Manager
By: Frank V. Cespedes and Benson P. Shapiro
Hearts On Fire, a successful branded diamond producer, established the position of Brand Development Manager (BDM) to build the company's presence, sales, and relationships with its retail customers. After one year, the CEO, CFO and President must evaluate the impact... View Details
Keywords: Customer Focus and Relationships; Investment Return; Brands and Branding; Marketing Strategy; Business Processes; Salesforce Management; Business Strategy
Cespedes, Frank V., and Benson P. Shapiro. "Hearts On Fire - Brand Development Manager." Harvard Business School Case 709-436, September 2008. (Revised June 2010.)
- 21 Nov 2016
- Research & Ideas
It Matters That Your CEO Doesn't Know Much About Sales
CEOs need to roll up their sleeves and learn more about the customer-facing sides of their businesses, like sales. Source: AlexBrylov Let’s face it: To most C-suite executives, sales processes are often an afterthought or a somewhat... View Details
Keywords: by Michael Blanding
- August 2015
- Case
Yesware (A)
By: Shikhar Ghosh, Christopher Payton and Ali Huberlie
Matthew Bellows founded Yesware, a Boston-based tech startup, to solve a problem that he'd encountered as a sales manager: sales people hate entering data, rarely do it accurately, and almost always input data that can't be synthesized in a way that is useful for the... View Details
Keywords: Firing; Culture Change; Startup; Technology; Hiring; Entrepreneurship; Negotiation; Sales; Human Resources; Technology Industry; Boston
Ghosh, Shikhar, Christopher Payton, and Ali Huberlie. "Yesware (A)." Harvard Business School Case 816-039, August 2015.
- August 2015 (Revised June 2021)
- Case
Amazon.com, 2021
By: John R. Wells, Benjamin Weinstock, Gabriel Ellsworth and Galen Danskin
In February 2021, Amazon announced 2020 operating profits of $22,899 million, up from $2,233 million in 2015, on sales of $386 billion, up from $107 billion five years earlier (see Exhibit 1). The shareholders expressed their satisfaction (see Exhibit 2), but not all... View Details
Keywords: Strategic Analysis; Retail; E-commerce; Amazon; Internet; Amazon.com; AmazonFresh; Jeff Bezos; Cloud Computing; Marketplaces; Streaming; E-reader Market; Digital Media; Mobile App; Online Retail; Shipping; Database; Tablet; Kindle; Kindle Fire; Smartphone; Delivery; Digital Platforms; Competition; Internet and the Web; Corporate Strategy; Digital Marketing; Business Growth and Maturation; Business Model; Business Organization; For-Profit Firms; Film Entertainment; Games, Gaming, and Gambling; Music Entertainment; Television Entertainment; Profit; Revenue; Global Strategy; Multinational Firms and Management; Taxation; Business History; Human Resources; Resignation and Termination; Books; Human Capital; Working Conditions; Business or Company Management; Goals and Objectives; Growth and Development Strategy; Growth Management; Management Practices and Processes; Industry Growth; Industry Structures; Media; Distribution; Distribution Channels; Order Taking and Fulfillment; Infrastructure; Logistics; Product Development; Supply Chain; Supply Chain Management; Organizational Culture; Public Ownership; Work-Life Balance; Problems and Challenges; Labor and Management Relations; Strategy; Adaptation; Business Strategy; Competitive Strategy; Diversification; Expansion; Integration; Horizontal Integration; Vertical Integration; Information Infrastructure; Information Technology; Mobile and Wireless Technology; Price; Applications and Software; Marketing; Marketing Strategy; Working Capital; Customer Focus and Relationships; Customer Value and Value Chain; Retail Industry; Advertising Industry; Distribution Industry; Electronics Industry; Entertainment and Recreation Industry; Information Technology Industry; Manufacturing Industry; Motion Pictures and Video Industry; Music Industry; Publishing Industry; Shipping Industry; Technology Industry; Video Game Industry; Web Services Industry; United States; Washington (state, US); Seattle
Wells, John R., Benjamin Weinstock, Gabriel Ellsworth, and Galen Danskin. "Amazon.com, 2021." Harvard Business School Case 716-402, August 2015. (Revised June 2021.)
- March 2015
- Article
Vulnerable Banks
By: Robin Greenwood, Augustin Landier and David Thesmar
We present a model in which fire sales propagate shocks across bank balance sheets. When a bank experiences a negative shock to its equity, a natural way to return to target leverage is to sell assets. If potential buyers are limited, then asset sales depress prices,... View Details
Greenwood, Robin, Augustin Landier, and David Thesmar. "Vulnerable Banks." Journal of Financial Economics 115, no. 3 (March 2015): 471–485.
- May 2008
- Case
Thomas Green: Power, Office Politics and a Career in Crisis
By: W. Earl Sasser Jr. and Heather Beckham
The case describes the dilemma of a marketing manager, Thomas Green, who, after being rapidly promoted, is harshly criticized by his boss, Frank Davis. Green and Davis disagree on work styles and market projections. Green believes the sales goals set by Davis are based... View Details
Keywords: Superior ＆ Subordinate; Performance Management; Personal Strategy ＆ Style; Management Style; Conflict Management; Communication; Rank and Position; Personal Characteristics; Power and Influence
Sasser, W. Earl, Jr., and Heather Beckham. "Thomas Green: Power, Office Politics and a Career in Crisis." Harvard Business School Brief Case 082-095, May 2008.
- January–February 2019
- Article
Case Study: When Two Leaders on the Senior Team Hate Each Other
By: Boris Groysberg and Katherine Connolly Baden
In this fictional case, the CEO of a sports apparel manufacturer is faced with an ongoing conflict between two of his top executives. Specifically, the head of sales and the CFO are at each other’s throats and the tension is having a ripple effect on their teams and... View Details
Groysberg, Boris, and Katherine Connolly Baden. "Case Study: When Two Leaders on the Senior Team Hate Each Other." Harvard Business Review 97, no. 1 (January–February 2019).
- May 2013 (Revised March 2014)
- Case
Gap, Inc., 2012
By: John R. Wells and Galen Danskin
Between 2000 and 2012, Gap, Inc. (Gap) ceded its world leadership position in specialty fashion retailing to Inditex of Spain and H&M of Sweden. These two companies, each less than a quarter of Gap's size in 2000, were now setting the pace in the global mass fashion... View Details
Keywords: Strategic Change; Fashion; Multinational; Brands; Competition; Multinational Firms and Management; Performance Improvement; Strategy; Brands and Branding; Change Management; Retail Industry; Fashion Industry; Apparel and Accessories Industry; Sweden; Spain; United States
Wells, John R., and Galen Danskin. "Gap, Inc., 2012." Harvard Business School Case 713-511, May 2013. (Revised March 2014.)
- September 2019 (Revised July 2021)
- Case
Gap, Inc., 2019
By: John R. Wells and Benjamin Weinstock
In 2000, The Gap, Inc. (Gap) was the world’s largest player in specialty fashion retailing, and companies such as Inditex of Spain, H&M of Sweden, and Fast Retailing of Japan were less than a quarter of Gap’s size. But after two decades of growth, Gap’s progress... View Details
Keywords: Strategic Change; Fashion; Multinational; Brands; Fast Fashion; Competition; Multinational Firms and Management; Performance Improvement; Management Teams; Brands and Branding; Change Management; Strategy; Retail Industry; Fashion Industry; Apparel and Accessories Industry; Sweden; Spain; United States
Wells, John R., and Benjamin Weinstock. "Gap, Inc., 2019." Harvard Business School Case 720-377, September 2019. (Revised July 2021.)
- November 2013 (Revised August 2023)
- Case
'These People are Fiduciaries...'
By: Lena G. Goldberg and Amy W. Schulman
The fiduciary duties of loyalty and care, the corporate opportunity doctrine and the business judgment rule are introduced in the context of three vignettes drawn from decided cases that explore: a classic test of loyalty when one partner elects to take advantage of an... View Details
Keywords: Fiduciaries; Fiduciary Duties; Management Practices and Processes; Ethics; Business Processes
Goldberg, Lena G., and Amy W. Schulman. "'These People are Fiduciaries...'." Harvard Business School Case 314-067, November 2013. (Revised August 2023.)
- May 2014
- Case
Groupon, Inc.
By: Krishna G. Palepu, Blythe J. McGarvie and James Weber
Internet coupon site "Groupon" grew revenues rapidly and went public, but struggled to impress investors or operate profitably. Did it have a sustainable business model?
Groupon sold coupons called Groupons which purchasers used to acquire goods or services at... View Details