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Publications

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    • All HBS Web  (2,026)
      • Faculty Publications  (208)

      Consumer Packaged Goods Remove Consumer Packaged Goods →

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      • March 2022
      • Case

      GrowSari (A): Design for the Last Mile Customer

      By: Brian Trelstad, Cam Carag and Michi Ferreol
      Reymund (ER) Rollan and Shivapratim (Shiv) Choudhury, founders of the digital technology platform GrowSari, were at a crossroads. The feedback from their initial product roll-out were not what they had expected, and they needed to decide how to proceed. The pair,...  View Details
      Keywords: Product Launch; Information Technology; Analytics and Data Science; Retail Industry; Philippines
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      Trelstad, Brian, Cam Carag, and Michi Ferreol. "GrowSari (A): Design for the Last Mile Customer." Harvard Business School Case 322-036, March 2022.
      • March 2022
      • Case

      Abu Issa Holding: Navigating the Qatar Blockade

      By: Mark Egan and Youssef Abdel Aal
      The case follows Ashraf Abu Issa, CEO and chairman of Abu Issa Holding (AIH), as he contemplated the fate of his company’s regional expansion. AIH was a Qatari diversified holding company, whose primary business was luxury retailing and distribution. Abu Issa had set...  View Details
      Keywords: Luxury Retail; Expansion; Equity; Business Divisions; Growth and Development; Market Entry and Exit; Cross-Cultural and Cross-Border Issues; Consumer Products Industry; Saudi Arabia; United Arab Emirates
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      Egan, Mark, and Youssef Abdel Aal. "Abu Issa Holding: Navigating the Qatar Blockade." Harvard Business School Case 222-063, March 2022.
      • March 2022
      • Article

      Learning to Rank an Assortment of Products

      By: Kris Ferreira, Sunanda Parthasarathy and Shreyas Sekar
      We consider the product ranking challenge that online retailers face when their customers typically behave as “window shoppers”: they form an impression of the assortment after browsing products ranked in the initial positions and then decide whether to continue...  View Details
      Keywords: Online Learning; Product Ranking; Assortment Optimization; E-commerce; Learning; Online Technology; Product Marketing; Consumer Behavior
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      Ferreira, Kris, Sunanda Parthasarathy, and Shreyas Sekar. "Learning to Rank an Assortment of Products." Management Science 68, no. 3 (March 2022): 1828–1848.
      • March 2022
      • Article

      When Less Is More: Consumers Prefer Brands that Donate More in Relative versus Absolute Terms

      By: Elizabeth A. Keenan, Anne V. Wilson and Leslie K. John
      When trying to make a good impression on consumers through charitable giving, is it better for brands to maximize the overall dollars they donate or how much they give in relative terms; for example, the proportion of profits? Across five studies we show that consumers...  View Details
      Keywords: Cause-related Marketing; Charitable Donations; Generosity; Altruism; Philanthropy and Charitable Giving; Brands and Branding; Consumer Behavior
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      Keenan, Elizabeth A., Anne V. Wilson, and Leslie K. John. "When Less Is More: Consumers Prefer Brands that Donate More in Relative versus Absolute Terms." Marketing Letters 33, no. 1 (March 2022): 31–43.
      • February 2022
      • Case

      Paul Polman

      By: Elizabeth A. Keenan, Youngme Moon and Susie Ma
      Over his 40-year career, Paul Polman had led some of the world’s largest consumer goods companies, making his biggest mark as CEO of Unilever—a multi-national corporation that produced everything from soap to soup. Polman was also well-regarded as a leader in corporate...  View Details
      Keywords: Marketing; Brands and Branding; Marketing Communications; Marketing Strategy; Leadership; Corporate Accountability; Personal Development and Career; Corporate Social Responsibility and Impact; Ethics; Values and Beliefs; Social Issues; Philanthropy and Charitable Giving
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      Keenan, Elizabeth A., Youngme Moon, and Susie Ma. "Paul Polman." Harvard Business School Case 322-098, February 2022.
      • 2022
      • Working Paper

      Many Markets Make Good Neighbors: Multimarket Contact and Deposit Banking

      By: Jonathan Wallen and John Hatfield
      We investigate the relationship between the interest rates offered to consumers in a deposit banking market and the contact that banks in that market have with each other in other markets. We show, in a simple theoretical model, that such overlapping relationships...  View Details
      Keywords: Antitrust; Deposit Banking; Market Power; Multimarket Contact; Banks and Banking; Markets; Competition
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      Wallen, Jonathan, and John Hatfield. "Many Markets Make Good Neighbors: Multimarket Contact and Deposit Banking." Working Paper, January 2022.
      • December 2021 (Revised February 2022)
      • Case

      Bed Bath & Beyond: The New Strategy to Drive Shareholder Value

      By: Benjamin C. Esty and Daniel W. Fisher
      At one time, Bed Bath & Beyond was one of the most successful specialty retailers in the United States—its growth and profit margins far exceeded both peer retailers in the home goods market as well as many other discount retailers. But in 2014, its stock price peaked,...  View Details
      Keywords: Competitive Strategy; Competitive Advantage; Value Creation; Diversification; Corporate Governance; Leading Change; Performance Evaluation; Valuation; Investment Activism; Consumer Products Industry; Consumer Products Industry; United States
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      Esty, Benjamin C., and Daniel W. Fisher. "Bed Bath & Beyond: The New Strategy to Drive Shareholder Value." Harvard Business School Case 722-408, December 2021. (Revised February 2022.)
      • December 2021
      • Case

      Pairwise

      By: José B. Alvarez and Annelena Lobb
      Pairwise discusses the strategic approach of a company aiming to “snackify” fruits and vegetables by using CRISPR-Cas9 gene editing to create nutritious, bite-sized foods that could compete with packaged snacks. The company is confronting a number of challenges,...  View Details
      Keywords: Gene Editing; GMO; Food; Nutrition; Competition; Market Entry and Exit; Public Opinion; Competitive Strategy; Consumer Behavior; Food and Beverage Industry
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      Alvarez, José B., and Annelena Lobb. "Pairwise." Harvard Business School Case 522-058, December 2021.
      • November 2021
      • Case

      The Wolf in Cashmere: LVMH's Bid to Acquire Tiffany

      By: Stuart C. Gilson and Sarah L. Abbott
      In November 2019, the iconic U.S. jeweler Tiffany agreed to be acquired by the luxury goods conglomerate LVMH. The $16.6 billion transaction was scheduled to close in mid-2020. However, in 2020, the global COVID-19 pandemic took a toll on the luxury goods sector. In...  View Details
      Keywords: Mergers & Acquisitions; Luxury Brand; COVID-19 Pandemic; Mergers and Acquisitions; Health Pandemics; Lawsuits and Litigation; Consumer Products Industry; United States; Europe
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      Gilson, Stuart C., and Sarah L. Abbott. "The Wolf in Cashmere: LVMH's Bid to Acquire Tiffany." Harvard Business School Case 222-054, November 2021.
      • November 22, 2021
      • Article

      Manage Your Talent Pipeline Like a Supply Chain

      By: Joseph B. Fuller and Matthew Sigelman
      In supply-chain management, you get what you plan for. Companies understand that principle when it comes to the goods that they consume and produce, but not when it comes to the people they hire and train. For decades, companies have adopted a short-term, ad hoc...  View Details
      Keywords: Talent Management; Talent and Talent Management; Labor; Strategic Planning
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      Fuller, Joseph B., and Matthew Sigelman. "Manage Your Talent Pipeline Like a Supply Chain." Harvard Business Review Digital Articles (November 22, 2021).
      • 2021
      • Working Paper

      Friends and Family Money: P2P Transfers and Financially Fragile Consumers

      By: Tetyana Balyuk and Emily Williams
      We assess the impact that real time money transfer technology has on consumer outcomes, particularly during periods of financial fragility. We do this by developing a new data set that documents use of Zelle—the most widely used P2P money transfer technology in the...  View Details
      Keywords: P2P Money Transfers; Real Time Payments; Fintech; Finance; Technology; Personal Finance; Financial Condition
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      Balyuk, Tetyana, and Emily Williams. "Friends and Family Money: P2P Transfers and Financially Fragile Consumers." Working Paper, November 2021.
      • October 2021
      • Case

      Diversifying P&G's Supplier Base (A)

      By: Kris Ferreira, Kym Lew Nelson, Carin-Isabel Knoop and Sarah Mehta
      In February 2003, P&G hosted two meetings—one with its largest woman- and minority-owned suppliers and one with its largest non-minority-owned suppliers. Attendees in each meeting heard the same message: P&G was keen to grow its commitment to inclusive supply chains,...  View Details
      Keywords: Business Ventures; Mergers and Acquisitions; Business Model; Business Organization; Family Business; Joint Ventures; Demographics; Diversity; Ethnicity; Race; Ethics; Fairness; Ownership; Supply Chain Management; Consumer Products Industry; Consumer Products Industry; United States; Ohio
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      Ferreira, Kris, Kym Lew Nelson, Carin-Isabel Knoop, and Sarah Mehta. "Diversifying P&G's Supplier Base (A)." Harvard Business School Case 622-008, October 2021.
      • October 2021
      • Case

      Unshrinking the Pie: Desirée Stolar's Negotiation Saga (A)

      By: James K. Sebenius and Alex Green
      When Desirée (“Des”) Stolar’s wool sweater shrank two sizes, the Harvard Business School student worked with classmates to develop a solution that both fixed her problem and launched Unshrinkit, a successful consumer goods company with a widely-available product for...  View Details
      Keywords: Bargaining; Startups; Negotiation; Contracts; Negotiation Tactics; Entrepreneurship; Business Startups; Strategy; Consumer Products Industry
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      Sebenius, James K., and Alex Green. "Unshrinking the Pie: Desirée Stolar's Negotiation Saga (A)." Harvard Business School Case 922-012, October 2021.
      • October 2021
      • Supplement

      Unshrinking the Pie: Desirée Stolar's Negotiation Saga (B)

      By: James K. Sebenius and Alex Green
      When Desirée (“Des”) Stolar’s wool sweater shrank two sizes, the Harvard Business School student worked with classmates to develop a solution that both fixed her problem and launched Unshrinkit, a successful consumer goods company with a widely-available product for...  View Details
      Keywords: Bargaining; Startups; Negotiation; Contracts; Negotiation Tactics; Entrepreneurship; Business Startups; Strategy; Consumer Products Industry
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      Sebenius, James K., and Alex Green. "Unshrinking the Pie: Desirée Stolar's Negotiation Saga (B)." Harvard Business School Supplement 922-013, October 2021.
      • September 2021
      • Case

      Tonya Thayer

      By: David Fubini
      Tonya Thayer, Senior Partner and leader of the Consumer Package Goods practice at Sinclair Consulting, must evaluate Alan Henderson, a Principal (junior) Partner and a key member within CPG, as the six-month update on his progress and development nears. While prior...  View Details
      Keywords: Advice Giving; Performance Review; Performance Evaluation; Personal Development and Career
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      Fubini, David. "Tonya Thayer." Harvard Business School Case 422-022, September 2021.
      • 2022
      • Working Paper

      What Can Stockouts Tell Us About Inflation? Evidence from Online Micro Data

      By: Alberto Cavallo and Oleksiy Kryvtsov
      We use a detailed micro dataset on product availability to construct a direct high-frequency measure of consumer product shortages during the 2020–2022 pandemic. We document a widespread multi-fold rise in shortages in nearly all sectors early in the pandemic. Over...  View Details
      Keywords: Prices; Stockouts; Inventories; Supply Disruptions; COVID-19 Pandemic; Macroeconomics; Inflation and Deflation; Supply Chain; Disruption; Health Pandemics; Consumer Products Industry; United States; China; Canada; France; Germany; Japan; Spain
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      Cavallo, Alberto, and Oleksiy Kryvtsov. "What Can Stockouts Tell Us About Inflation? Evidence from Online Micro Data." NBER Working Paper Series, No. 29209, September 2021.
      • May 2021
      • Case

      Career at a Crossroads? (A)

      By: James K. Sebenius and Alex Green
      A career professional at a major consumer goods company, Kym Lew Nelson is hoping to negotiate a promotion to vice president, which would make her one of the senior-most African American women in the organization. But when Nelson’s white German boss arrives in the...  View Details
      Keywords: Culture; Negotiation; Race; Gender; Organizational Culture; Prejudice and Bias; United States
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      Sebenius, James K., and Alex Green. "Career at a Crossroads? (A)." Harvard Business School Case 921-018, May 2021.
      • May 2021
      • Supplement

      Career at a Crossroads? (B)

      By: James K. Sebenius and Alex Green
      A career professional at a major consumer goods company, Kym Lew Nelson is hoping to negotiate a promotion to vice president, which would make her one of the senior-most African American women in the organization. But when Nelson’s white German boss arrives in the...  View Details
      Keywords: Culture; Negotiation; Race; Gender; Organizational Culture; Prejudice and Bias
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      Sebenius, James K., and Alex Green. "Career at a Crossroads? (B)." Harvard Business School Supplement 921-019, May 2021.
      • April 2021 (Revised April 2021)
      • Teaching Plan

      Nehemiah Mfg. Co.: Providing a Second Chance

      By: Brian Trelstad and John Masko
      Teaching Plan for HBS Case No. 320-008. In 2009, Dan Meyer and Richard Palmer, two veterans of the fast-moving consumer goods (FMCG) industry, founded Nehemiah Manufacturing to build FMCG brands while providing jobs to Cincinnati, Ohio’s beleaguered urban core. Two...  View Details
      Keywords: Social Entrepreneurship; Retention; Selection and Staffing; Employment; Human Capital; Growth Management; Brands and Branding; Social Marketing; Mission and Purpose; Prejudice and Bias; City; Urban Scope; Consumer Products Industry; Consumer Products Industry; Ohio; United States
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      Trelstad, Brian, and John Masko. "Nehemiah Mfg. Co.: Providing a Second Chance." Harvard Business School Teaching Plan 321-133, April 2021. (Revised April 2021.)
      • April 2021
      • Teaching Note

      Drinkworks: Home Bar by Keurig

      By: Sunil Gupta and Jonathan Levav
      Teaching Note for HBS Case No. 521-010. In the summer of 2018, Drinkworks CEO Nathaniel Davis needed to make a number of go-to-market decisions ahead of his company’s upcoming product launch. Formed through a joint venture between Keurig Dr. Pepper and Anheuser-Busch...  View Details
      Keywords: Marketing; Marketing Strategy; Product Marketing; Product Launch; Product Positioning; Markets; Bids and Bidding; Demand and Consumers; Consumer Behavior; Market Design; Distribution; Distribution Channels; Product; Product Design; Product Development; Business Model; Customers; Customer Value and Value Chain; Decision Making; Decisions; Goods and Commodities; Innovation and Invention; Technological Innovation; Business or Company Management; Growth and Development Strategy; Research; Research and Development; Strategy; Adoption; Competitive Advantage; Segmentation; Information Technology; Information Infrastructure; Value; Value Creation; Consumer Products Industry; Consumer Products Industry; North and Central America; United States
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      Gupta, Sunil, and Jonathan Levav. "Drinkworks: Home Bar by Keurig." Harvard Business School Teaching Note 521-089, April 2021.
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