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August 23, 2016

Sean Silverthorne

We get less productive when left to order our own tasks ... Demythologizing sustainable investing ... Can a great customer service company clone itself?

Six Lessons from Mobile Money Ventures in Developing Countries

by Dina Gerdeman

Improving access to financial services for the poor in developing countries seems an unmet market need. So why are so many mobile money efforts failing? Rajiv Lal says the problem begins with Marketing 101. Open for comment; 0 Comment(s) posted.

Mobile Money Services-Design and Development for Financial Inclusion

by Rajiv Lal & Ishan Sachdev

What separates successful mobile money deployments from unsuccessful ones? Research in ten emerging markets shows key similarities in many aspects of the successful deployments, including the regulatory structures set up by their central banks and regulators, their corporate structures, the guiding principles of their business models, and the way in which they went about building their agent networks and driving adoption. Although specific product offerings varied, successful deployments all addressed a major pain point for their target population, were attuned to the local context in terms of demographics, infrastructure, and economics, and were easy for consumers to understand and use. Closed for comment; 0 Comment(s) posted.

Where Did My Shopping Mall Go?

by Sean Silverthorne

The growing popularity of online shopping is remaking the world of offline shopping—stores are getting smaller, malls are getting scarcer. Rajiv Lal and José Alvarez look ahead five years at our radically transforming shopping experience. Plus: Book excerpt. Open for comment; 13 Comment(s) posted.

The Surprising Winners and Losers in the Retail Revolution

by Sean Silverthorne

The growth of ecommerce is creating new leaders in retail while putting many famous brands at risk. Professors Rajiv Lal and José Alvarez pick the winners and losers in part two of our series on their new book, Retail Revolution. PLUS: An excerpt on the future of grocery stores. Open for comment; 4 Comment(s) posted.

Retail Reaches a Tipping Point—Which Stores Will Survive?

by Sean Silverthorne

Part 1: The new book Retail Revolution: Will Your Brick and Mortar Store Survive? argues that ecommerce is about to deal severe blows to many familiar store-based brands—even including Walmart. Here's how retailers can fight back, according to Rajiv Lal, José Alvarez, and Dan Greenberg. Open for comment; 7 Comment(s) posted.

‘Retail Revolution’ Excerpt: The Scale of the Ecommerce Threat

Re: Rajiv Lal, Jose B. Alvarez

With ecommerce becoming a much bigger part of the economy, a tipping point is fast approaching for many retailers. An excerpt from, Retail Revolution: Will Your Brick-and-Mortar Store Survive? on why even big names like Walmart are coming under pressure from the likes of Amazon. Open for comment; 0 Comment(s) posted.

Busting Six Myths About Customer Loyalty Programs

by Marcel Corstjens & Rajiv Lal

Low-margin retailers argue they can't afford customer loyalty programs, but is that true? Rajiv Lal and Marcel Corstjens make the case that such programs are profit-enhancing differentiators. Closed for comment; 1 Comment(s) posted.

What Went Wrong at J.C. Penney?

by Jim Aisner

J.C. Penney CEO Ron Johnson went bold in his attempted rescue of the fading retailer, but his top-to-bottom makeover failed. Marketing expert Rajiv Lal explores what went wrong and why JCP has an even more difficult road ahead. Closed for comment; 27 Comment(s) posted.

Is JC Penney’s Makeover the Future of Retailing?

by Kim Girard

The stuffy department store chain has become emboldened under new CEO Ron Johnson, with plans for an innovative store upgrade, simplified prices, and a brand polish. Professor Rajiv Lal discusses whether Johnson can repeat his previous magic at Apple and Target. Closed for comment; 45 Comment(s) posted.

Retailing Revolution: Category Killers on the Brink

by Rajiv Lal & Jose B. Alvarez

Mass-market retailers, particularly big-box "category killers," are under critical pressure from online competitors. For retailers that can react quickly enough, this upheaval is survivable. But those slow to see the tsunami wave on the horizon stand to be swept away, according to professors Rajiv Lal and José B. Alvarez. Key concepts include: Retailing generally is at a tipping point, with category killers being the first significant casualties. Online competitors are making retail stores, which spent much of the last decade adding floor space, less productive. The impact of emerging technologies, expanding price and assortment transparency, and the increasing amount of excess retail space has created similar challenges for all mass-market retailers. Physical stores can compete by emphasizing instant gratification, unique shopping experiences, and customized support. Closed for comment; 18 Comment(s) posted.

The Steve Jobs Legacy

Re: Multiple Faculty

Harvard Business School faculty offer their perspectives on the legendary career of Steve Jobs, who remade several industries even as he changed how we use technology. Closed for comment; 5 Comment(s) posted.

Prosper with Multi-Channel Retailing

by Julie Jette

Reps from Abercrombie & Fitch, the Gap, and Bath & Body Works traded pointers in a panel session at the HBS Retail and Luxury Goods Conference on April 3. The upshot: Keep your brand message consistent both in-store and online. Closed for comment; 0 Comment(s) posted.

Loyalty: Don’t Give Away the Store

by Manda Salls

Loyalty programs are profitable—if used correctly. HBS Marketing professor Rajiv Lal discusses how grocery stores get it wrong. But you can get it right. Closed for comment; 0 Comment(s) posted.