August 2015
Case
HBS Case Collection

Kjell & Company: Electronics Accessories Retail in the Nordics

By: Krishna Palepu, Das Narayandas and Kerry Herman

Format:Print
| Language:English
| Pages:26

Abstract

Swedish electronics accessories retailer Kjell is considering several issues as it plots its next stage of growth. How should it balance opportunities to expand retail stores into a new market (Oslo, Norway) with additional growth in its home market—Sweden—with decisions about investments to build out its nascent online channel? Simultaneously, the company is piloting a new sales associate performance management system: should store associates be measured by monthly targets, or will daily targets prove to be more useful?

Keywords

Consumer Electronics Accessories; Online Channel; Omni-channel; Private Equity; Retail; Salesforce Management; Performance Management; Marketing; Sales; Strategy; Scandinavia; Sweden; Norway

Citation

Palepu, Krishna, Das Narayandas, and Kerry Herman. "Kjell & Company: Electronics Accessories Retail in the Nordics." Harvard Business School Case 116-009, August 2015.