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Skip to content The HBS Digital Initiative brings together perspectives across disciplines to help people understand how technology is transforming...
Skip to content The HBS Digital Initiative brings together perspectives across disciplines to help people understand how technology is transforming...
- March 17, 2021
- Other Article
Beyond Pajamas: Sizing Up the Pandemic Shopper
By: Ayelet Israeli, Eva Ascarza and Laura Castrillo
A first look at how the COVID-19 pandemic impacted e-commerce apparel shopping in the US and the UK. Extensive analysis and interactive graphics utilizing millions of transactions.
While the pandemic is still playing out, our preliminary investigations suggests... View Details
While the pandemic is still playing out, our preliminary investigations suggests... View Details
Keywords:
Retail;
Retail Analytics;
Consumer;
Pandemic;
Covid;
Covid-19;
Apparel;
Ecommerce;
E-commerce;
Online Shopping;
Online Apparel;
Online Sales;
Returns;
Crm;
Customer Retention;
Customer Experience;
Customer Value;
Digital;
Customer Focus and Relationships;
Customers;
Health Pandemics;
Consumer Behavior;
Customer Relationship Management;
Online Technology;
Behavior;
Retail Industry;
Apparel and Accessories Industry;
Technology Industry;
United States;
United Kingdom
- 2021
- Book
Sales Management That Works: How to Sell in a World That Never Stops Changing
Selling is changing, but the impact on sales of megatrends like ecommerce, big data, and AI is often misunderstood and not supported by empirical data. Managers who fail to separate fact from hype will make decisions based on bad assumptions and, in a competitive...
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- February 2021 (Revised February 2021)
- Background Note
eGrocery and the Role of Data for CPG Firms
By: Ayelet Israeli, Fedor (Ted) Lisitsyn and Mark A. Irwin
This notes provides information about the eGrocery industry and how traditional CPG companies handle this channel and potential data. It is recommended to use together with a series of exercises entitled: "E-Commerce Analytics for CPG Firms (A), (B), and (C)."
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Keywords:
Data;
Data Analysis;
Data Analytics;
Data Sharing;
Cpg;
Consumer Packaged Goods (cpg);
Delivery Planning;
Customer Lifetime Value;
Online Channel;
Retail;
Retail Analytics;
Retailing Industry;
Ecommerce;
Grocery;
Optimization;
Data and Data Sets;
Analysis;
Customer Value and Value Chain;
Marketing Channels;
Retail Industry;
Consumer Products Industry;
United States
- January 2021 (Revised March 2021)
- Exercise
E-Commerce Analytics for CPG Firms (A): Estimating Sales
By: Ayelet Israeli and Fedor (Ted) Lisitsyn
The E-Commerce Analytics group at the traditional CPG firm was in charge of compiling various online sales reports, as well as making data-driven recommendations for sales and marketing tactics. In a series of exercises, students address different data challenges for...
View Details
Keywords:
Data Analysis;
Data Analytics;
Cpg;
Consumer Packaged Goods (cpg);
Estimation;
Online Channel;
Retail Analytics;
Retail;
Retailing Industry;
Data;
Data Sharing;
Bricks And Mortar;
Ecommerce;
Direct-to-consumer;
Dtc;
Data and Data Sets;
Sales;
Marketing;
Retail Industry;
Consumer Products Industry;
United States
- January 2021 (Revised March 2021)
- Supplement
E-Commerce Analytics for CPG Firms (A): Estimating Sales
By: Ayelet Israeli and Fedor (Ted) Lisitsyn
The E-Commerce Analytics group at the traditional CPG firm was in charge of compiling various online sales reports, as well as making data-driven recommendations for sales and marketing tactics. In a series of exercises, students address different data challenges for...
View Details
Keywords:
Data Analysis;
Data Analytics;
Cpg;
Consumer Packaged Goods (cpg);
Estimation;
Online Channel;
Retail Analytics;
Retail;
Retailing Industry;
Data;
Data Sharing;
Bricks And Mortar;
Ecommerce;
Data and Data Sets;
Analysis;
Sales;
Goods and Commodities;
Retail Industry;
Consumer Products Industry;
United States
- January 2021
- Exercise
E-Commerce Analytics for CPG Firms (B): Optimizing Assortment for a New Retailer
By: Ayelet Israeli and Fedor (Ted) Lisitsyn
The E-Commerce Analytics group at the traditional CPG firm was in charge of compiling various online sales reports, as well as making data-driven recommendations for sales and marketing tactics. In a series of exercises, students address different data challenges for...
View Details
Keywords:
Data Analysis;
Data Analytics;
Cpg;
Consumer Packaged Goods (cpg);
Online Channel;
Retail Analytics;
Retail;
Retailing Industry;
Data;
Data Sharing;
Ecommerce;
Crm;
Loyalty Management;
Assortment Planning;
Assortment Optimization;
Lifetime Value (ltv);
Data and Data Sets;
Analysis;
Retention;
Retail Industry;
Consumer Products Industry;
United States
- January 2021
- Supplement
E-Commerce Analytics for CPG Firms (B): Optimizing Assortment for a New Retailer
By: Ayelet Israeli and Fedor (Ted) Lisitsyn
The E-Commerce Analytics group at the traditional CPG firm was in charge of compiling various online sales reports, as well as making data-driven recommendations for sales and marketing tactics. In a series of exercises, students address different data challenges for...
View Details
Keywords:
Data Analysis;
Data Analytics;
Cpg;
Consumer Packaged Goods (cpg);
Online Channel;
Retail;
Retail Analytics;
Retailing Industry;
Data;
Data Sharing;
Ecommerce;
Assortment Optimization;
Assortment Planning;
Data and Data Sets;
Retention;
Retail Industry;
Consumer Products Industry;
United States
- January 2021 (Revised March 2021)
- Exercise
E-Commerce Analytics for CPG Firms (C): Free Delivery Terms
By: Ayelet Israeli and Fedor (Ted) Lisitsyn
The E-Commerce Analytics group at the traditional CPG firm was in charge of compiling various online sales reports, as well as making data-driven recommendations for sales and marketing tactics. In a series of exercises, students address different data challenges for...
View Details
Keywords:
Data;
Data Analysis;
Data Analytics;
Data Sharing;
Cpg;
Consumer Packaged Goods (cpg);
Delivery Planning;
Customer Lifetime Value;
Online Channel;
Retail;
Retail Analytics;
Retailing Industry;
Ecommerce;
Grocery;
Grocery Delivery;
Margins;
Data and Data Sets;
Retention;
Retail Industry;
Consumer Products Industry;
United States
- January 2021 (Revised March 2021)
- Supplement
E-Commerce Analytics for CPG Firms (C): Free Delivery Terms
By: Ayelet Israeli and Fedor (Ted) Lisitsyn
The E-Commerce Analytics group at the traditional CPG firm was in charge of compiling various online sales reports, as well as making data-driven recommendations for sales and marketing tactics. In a series of exercises, students address different data challenges for...
View Details
Keywords:
Data;
Data Analysis;
Data Analytics;
Data Sharing;
Cpg;
Consumer Packaged Goods (cpg);
Delivery Planning;
Customer Lifetime Value;
Online Channel;
Retail;
Retail Analytics;
Retailing Industry;
Ecommerce;
Grocery;
Grocery Delivery;
Margins;
Retention;
Data and Data Sets;
Analysis;
Retail Industry;
Consumer Products Industry;
United States
- November 2020
- Teaching Note
DayTwo: Going to Market with Gut Microbiome
By: Ayelet Israeli
Teaching Note for HBS Case No. 519-010. DayTwo is a young Israeli startup that applies research on the gut microbiome and machine learning algorithms to deliver personalized nutritional recommendations to its users in order to minimize blood sugar spikes after meals....
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Keywords:
Start-up Growth;
Startup;
Positioning;
Targeting;
Go To Market Strategy;
B2b Vs. B2c;
B2b2c;
Health ＆ Wellness;
Ai;
Machine Learning;
Female Ceo;
Female Protagonist;
Science-based;
Science And Technology Studies;
Ecommerce;
Applications;
Dtc;
Direct To Consumer Marketing;
Us Health Care;
＂usa,＂;
Innovation;
Pricing;
Business Growth;
Segmentation;
Distribution Channels;
Growth and Development Strategy;
Business Startups;
Science-Based Business;
Health;
Innovation and Invention;
Marketing;
Technology;
Business Growth and Maturation;
Health Industry;
Technology Industry;
Insurance Industry;
Information Technology Industry;
Food and Beverage Industry;
Israel;
United States
- July 2020
- Teaching Note
Shindigz
By: Frank Cespedes
Teaching Note for HBS Case No. 819-010. Shindigz sells party and celebratory items through its branded direct online channel, third-party retail and wholesale channels, and online marketplaces. Shindigz has for decades successfully executed a premium-priced branded...
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- July 2020 (Revised March 2021)
- Case
Board Diversity at Amazon (A)
By: Aiyesha Dey and Anu Atluru
The case revolves around the decisions that the board of directors of ecommerce giant Amazon would need to make in response to the controversial letter that activist shareholder CtW investment group sent to Amazon’s shareholders, urging them to vote in favor of a...
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Keywords:
Board Of Directors;
Boards;
Governing and Advisory Boards;
Diversity;
Gender;
Race;
United States
- June 2020 (Revised August 2020)
- Case
Majid Al Futtaim Retail Geographic Expansion: Brick or Click?
By: Juan Alcácer and Alpana Thapar
This case illustrates the challenges that retailers face when they aggressively pursue geographical growth by expanding both their physical store network and their online presence. It features Majid Al Futtaim (MAF) Retail, a franchisee of Carrefour hypermarkets in the...
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- June 2020
- Case
Agile Consumer Product Innovation with Alibaba's Tmall Innovation Center
By: William R. Kerr, Daniel O'Connor and James Palano
Consumer products companies were beset by changes on all sides during the 2010s. Customers were increasingly turning to ecommerce platforms rather than shopping in-store. Meanwhile, nimble, digitally-savvy competitors were gaining market share by capitalizing on the...
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- May 18, 2020
- Article
Media Bias? But Not What You Think It Is
The media are often accused of political bias. But news outlets reflect many political beliefs in a fragmented media environment. However, an almost across-the-board bias is how news media talk about digital business, and the pandemic has exacerbated that bias, which...
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- January 2020
- Case
Zara: An Integrated Store and Online Model (A)
By: Antonio Moreno
In 2010, amidst the growth of ecommerce and the emergence of new, purely online, fashion players, Zara launched its first online store, Zara.com. Since then, Zara’s online business had grown at a fast pace. By 2018, 12% of Inditex Group’s total sales came from the...
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Keywords:
E-commerce;
Stores;
Integration;
Operations;
Business Model;
Strategy;
Retail Industry;
Fashion Industry;
Europe
- December 2019
- Case
Walmart Ecommerce (A): Picking up the Pace
By: Ramon Casadesus-Masanell and Karen Elterman
This case is an abridged version (part 1 of 2) of "Walmart's Omnichannel Strategy: Revolution or Miscalculation?" HBS Case No. 720-370. The (A) case discusses Walmart's early forays into online retail, as well as improvements made under Doug McMillon beginning in 2014....
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- December 2019
- Case
Walmart Ecommerce (B): Omnichannel Pursuits
By: Ramon Casadesus-Masanell and Karen Elterman
This case is an abridged version (part 2 of 2) of "Walmart's Omnichannel Strategy: Revolution or Miscalculation?" HBS Case No. 720-370. The (B) case describes Walmart’s omnichannel strategy in 2018 as it battled Amazon for online retail market share. Walmart aimed to...
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- August 2019
- Case
Walmart's Omnichannel Strategy: Revolution or Miscalculation?
By: Ramon Casadesus-Masanell and Karen Elterman
This case describes Walmart's omnichannel strategy in 2018 as it battled Amazon for online retail market share. The case discusses Walmart's early forays into online retail, as well as its 2018 strategy, which aimed to integrate Walmart's enormous brick and mortar...
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- July 2019 (Revised November 2019)
- Case
Osaro: Picking the Best Path
By: William R. Kerr, James Palano and Bastiane Huang
The founder of Osaro saw the potential of deep reinforcement learning to allow robots to be applied to new applications. Osaro targeted warehousing, already a dynamic industry for robotics and automation, for its initial product—a system which would allow robotic arms...
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