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      • Faculty Publications  (32)

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      • July 2022
      • Supplement

      Solution for E-Commerce Analytics for CPG Firms (B): Optimizing Assortment for a New Retailer

      By: Ayelet Israeli
      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; Analytics and Data Science; Analysis; Customer Value and Value Chain; Marketing Channels; E-commerce; Retail Industry; Consumer Products Industry; United States
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      Israeli, Ayelet. "Solution for E-Commerce Analytics for CPG Firms (B): Optimizing Assortment for a New Retailer." Harvard Business School Spreadsheet Supplement 523-705, July 2022.
      • July 2022
      • Supplement

      Solution for E-Commerce Analytics for CPG Firms (C): Free Delivery Terms

      By: Ayelet Israeli
      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; Analytics and Data Science; Analysis; Customer Value and Value Chain; Marketing Channels; E-commerce; Retail Industry; Consumer Products Industry; United States
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      Israeli, Ayelet. "Solution for E-Commerce Analytics for CPG Firms (C): Free Delivery Terms." Harvard Business School Spreadsheet Supplement 523-706, July 2022.
      • July 2022
      • Teaching Note

      eGrocery and the Role of Data and E-Commerce Analytics for CPG Firms

      By: Ayelet Israeli
      Teaching Note for HBS Case No. 521-077.  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; Optimization; Analytics and Data Science; Analysis; Customer Value and Value Chain; Marketing Channels; E-commerce; Retail Industry; Consumer Products Industry; United States
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      Israeli, Ayelet. "eGrocery and the Role of Data and E-Commerce Analytics for CPG Firms." Harvard Business School Teaching Note 523-012, July 2022.
      • October 2021 (Revised November 2021)
      • Case

      Bodega Aurrera: eCommerce at the Base of the Pyramid

      By: Michael Chu, Álvaro Rodríguez Arregui, Carla Larangeira and Jenyfeer Martinez Buitrago
      Bodega Aurrera, serving the base of the pyramid and Walmart’s main Mexican format, is considering launching a full eCommerce channel as Covid-19 has erupted in the country. In 2019, Bodega Aurrera accounted for 45% of revenues and 2,748 of Walmex’s 3,416 stores. Having...  View Details
      Keywords: Ecommerce; Bottom Of The Pyramid; Digitalization; Omnichannel; Walmart; Business Model; Internet and the Web; Marketing Channels; Technology Adoption; E-commerce; Retail Industry; Latin America; Mexico
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      Chu, Michael, Álvaro Rodríguez Arregui, Carla Larangeira, and Jenyfeer Martinez Buitrago. "Bodega Aurrera: eCommerce at the Base of the Pyramid." Harvard Business School Case 322-059, October 2021. (Revised November 2021.)
      • May 2021 (Revised August 2021)
      • Supplement

      Migros Turkey: Scaling Online Operations

      By: Antonio Moreno and Anibha Singh
      As Migros, one of Turkey’s largest grocery chains, forays into online groceries, the company faces operational challenges related to inventory management, fulfillment and last mile delivery and strategics questions related to growing in an ecosystem with rapidly...  View Details
      Keywords: Business Model; Internet and the Web; Growth and Development Strategy; Operations; Management; Competitive Strategy; Food and Beverage Industry; Turkey
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      Moreno, Antonio, and Anibha Singh. "Migros Turkey: Scaling Online Operations." Harvard Business School PowerPoint Supplement 621-711, May 2021. (Revised August 2021.)
      • May 2021 (Revised October 2021)
      • Teaching Note

      Migros Turkey: Scaling Online Operations

      By: Antonio Moreno and Anibha Singh
      Teaching Note for HBS Case Nos. 621-026, 621-027, and 621-062. As Migros, one of Turkey’s largest grocery chains, forays into online groceries, the company faces operational challenges related to inventory management, fulfillment and last mile delivery and strategics...  View Details
      Keywords: Business Model; Internet and the Web; Growth and Development Strategy; Operations; Management; Competitive Strategy; Food and Beverage Industry; Turkey
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      Moreno, Antonio, and Anibha Singh. "Migros Turkey: Scaling Online Operations." Harvard Business School Teaching Note 621-121, May 2021. (Revised October 2021.)
      • April 2021
      • Article

      A Model of Multi-Pass Search: Price Search Across Stores and Time

      By: Navid Mojir and K. Sudhir
      In retail settings with price promotions, consumers often search across stores and time. However, the search literature typically only models one pass search across stores, ignoring revisits to stores; the choice literature using scanner data has modeled search across...  View Details
      Keywords: Consumer Search; Multi-pass Search; Price Search; Store Search; Spatial Search; Temporal Search; Spatiotemporal Search; Dynamic Structural Models; MPEC; Price Promotions; Store Loyalty; Consumer Behavior; Price; Spending; Marketing; Mathematical Methods
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      Mojir, Navid, and K. Sudhir. "A Model of Multi-Pass Search: Price Search Across Stores and Time." Management Science 67, no. 4 (April 2021): 2126–2150.
      • March 2021
      • Article

      Last Place Aversion in Queues

      By: Ryan W. Buell
      This paper documents the effects of last place aversion in queues and its implications for customer experiences and behaviors as well as for operating performance. An observational analysis of customers queuing at a grocery store, and four online studies in which...  View Details
      Keywords: Behavioral Operations; Queues; Reference Effects; Last Place Aversion; Transparency; Customers; Behavior; Satisfaction; Service Operations
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      Buell, Ryan W. "Last Place Aversion in Queues." Management Science 67, no. 3 (March 2021): 1430–1452.
      • 2020
      • Working Paper

      From Online Content to Offline Results: Effects of a Best Practices Initiative on an Enterprise Social Network

      By: Shelley Xin Li and Tatiana Sandino
      We examine the effects of a best practices initiative on an enterprise social network (ESN) with a natural field experiment in a large grocery store chain. Our results do not show an immediate improvement in sales, but do show 3.67-percent higher sales for the...  View Details
      Keywords: Retail; Best Practices; Enterprise Social Media; Management Accounting And Control Systems; Knowledge Sharing; Networks; Management Systems; Management Practices and Processes; Social Media; Europe
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      Li, Shelley Xin, and Tatiana Sandino. "From Online Content to Offline Results: Effects of a Best Practices Initiative on an Enterprise Social Network." Harvard Business School Working Paper, No. 21-085, February 2021.
      • 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)."  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; Optimization; Analytics and Data Science; Analysis; Customer Value and Value Chain; Marketing Channels; E-commerce; Retail Industry; Consumer Products Industry; United States
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      Israeli, Ayelet, Fedor (Ted) Lisitsyn, and Mark A. Irwin. "eGrocery and the Role of Data for CPG Firms." Harvard Business School Background Note 521-077, February 2021. (Revised February 2021.)
      • 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; Analytics and Data Science; Analysis; Retail Industry; Consumer Products Industry; United States
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      Israeli, Ayelet, and Fedor (Ted) Lisitsyn. "E-Commerce Analytics for CPG Firms (C): Free Delivery Terms." Harvard Business School Spreadsheet Supplement 521-714, January 2021. (Revised March 2021.)
      • 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; Analytics and Data Science; Retention; E-commerce; Retail Industry; Consumer Products Industry; United States
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      Israeli, Ayelet, and Fedor (Ted) Lisitsyn. "E-Commerce Analytics for CPG Firms (C): Free Delivery Terms." Harvard Business School Exercise 521-080, January 2021. (Revised March 2021.)
      • August 2020 (Revised March 2021)
      • Case

      Migros Turkey: Scaling Online Operations (A)

      By: Antonio Moreno and Gamze Yucaoglu
      The case opens in November 2019 as Ozgur Tort and Mustafa Bartin, CEO and chief large-format and online retail officer of Migros Ticaret A.S. (Migros), Turkey’s oldest and one of its largest supermarket chains, are contemplating what the best fulfillment format and...  View Details
      Keywords: Retail; Grocery; Business Model; Emerging Markets; For-Profit Firms; Strategy; Digital Platforms; Information Technology; Technology Adoption; Value Creation; Globalization; Competition; Expansion; Logistics; Profit; Resource Allocation; Corporate Strategy; Turkey
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      Moreno, Antonio, and Gamze Yucaoglu. "Migros Turkey: Scaling Online Operations (A)." Harvard Business School Case 621-026, August 2020. (Revised March 2021.)
      • August 2020 (Revised March 2021)
      • Supplement

      Migros Turkey: Scaling Online Operations (B)

      By: Antonio Moreno and Gamze Yucaoglu
      The case opens in February 2020 as Ozgur Tort and Mustafa Bartin, CEO and chief large-format and online retail officer of Migros Ticaret A.S. (Migros), Turkey’s oldest and one of its largest supermarket chains, are looking over the results of the fulfillment pilot the...  View Details
      Keywords: Grocery; Business Model; Strategy; Digital Platforms; Information Technology; Technology Adoption; Value Creation; Globalization; Competition; Expansion; Logistics; Profit; Resource Allocation; Corporate Strategy; Retail Industry; Turkey
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      Moreno, Antonio, and Gamze Yucaoglu. "Migros Turkey: Scaling Online Operations (B)." Harvard Business School Supplement 621-027, August 2020. (Revised March 2021.)
      • January 2020 (Revised April 2020)
      • Teaching Note

      Brandless: Disrupting Consumer Packaged Goods

      By: Jill Avery
      Brandless, an online direct-to-consumer seller of upscale private-label consumer packaged goods (CPG), offered consumers a limited assortment of values-conscious products delivered directly to their homes with the simplicity of one fixed $3.00 price point that promised...  View Details
      Keywords: Brand; Brand Management; DTC; Private Label; Groceries; Packaged Food; Personal Care; Startups; Retailing; Amazon; Brands and Branding; Marketing; Marketing Strategy; Business Startups; Disruption; E-commerce; Consumer Products Industry; Retail Industry; United States
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      Avery, Jill. "Brandless: Disrupting Consumer Packaged Goods." Harvard Business School Teaching Note 520-058, January 2020. (Revised April 2020.)
      • 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....  View Details
      Keywords: Acquisition; Strategy; Internet and the Web; Distribution; Distribution Channels; Competitive Strategy; Retail Industry; Bentonville; Arkansas; United States
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      Casadesus-Masanell, Ramon, and Karen Elterman. "Walmart Ecommerce (A): Picking up the Pace." Harvard Business School Case 720-425, December 2019.
      • 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...  View Details
      Keywords: Acquisition; Strategy; Internet and the Web; Distribution; Distribution Channels; Competitive Strategy; Retail Industry; Bentonville; Arkansas; United States
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      Casadesus-Masanell, Ramon, and Karen Elterman. "Walmart Ecommerce (B): Omnichannel Pursuits." Harvard Business School Case 720-426, December 2019.
      • 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...  View Details
      Keywords: Acquisition; Strategy; Internet and the Web; Distribution; Distribution Channels; Competition; Retail Industry; Bentonville; Arkansas; New Jersey; Seattle; United States
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      Casadesus-Masanell, Ramon, and Karen Elterman. "Walmart's Omnichannel Strategy: Revolution or Miscalculation?" Harvard Business School Case 720-370, August 2019.
      • April 2019 (Revised March 2020)
      • Case

      Handy: The Future of Work? (A)

      By: Nien-hê Hsieh and Kieron Stopforth
      Witnessing numerous lawsuits alleging that online platform companies misclassified workers as contractors when they were actually employees, Handy’s founders faced a series of decisions. Handy was an online platform business that enabled customers to book appointments...  View Details
      Keywords: Employment; Working Conditions; Entrepreneurship; Compensation and Benefits; Internet and the Web; Ethics; Fairness; Service Industry; United States
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      Hsieh, Nien-hê, and Kieron Stopforth. "Handy: The Future of Work? (A)." Harvard Business School Case 319-103, April 2019. (Revised March 2020.)
      • December 2018
      • Supplement

      Amazon Acquires Whole Foods (B)

      By: Rory McDonald, Sarah Mehta and Shaye Roseman
      This short case, meant for pairing with HBS No. 615-013, “AmazonFresh: Rekindling the Online Grocery Market,” explores Amazon’s rationale for acquiring Whole Foods.  View Details
      Keywords: Mergers and Acquisitions; Growth and Development Strategy; Technology Industry; Food and Beverage Industry
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      McDonald, Rory, Sarah Mehta, and Shaye Roseman. "Amazon Acquires Whole Foods (B)." Harvard Business School Supplement 619-029, December 2018.
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