Developed from a joint research effort between BCG and Harris Interactive, this report highlights the importance of focusing on the most recent, most frequent, and highest-spending customers.

This paper surveys the recent literature on the Japanese distribution system to consider two propositions: first, that the system is inefficient, and second that prices of imported products tend to be higher in Japan than in other markets. Most of the literature demonstrates that the system is...

Automotive original equipment manufacturers (OEMs) are dedicating significant efforts to maintaining an efficient order catalog in order to provide superior products to customers in make-to-stock (MTS) markets. Although research on product “assortment planning” is expanding to effectively...

This paper surveys the recent literature on the Japanese distribution system to consider two propositions: first, that the system is inefficient, and second that prices of imported products tend to be higher in Japan than in other markets. Most of the literature demonstrates that the system is...

Many retailers have recently started to offer customers the option to buy online and pick up in store (BOPS). We study the impact of the BOPS initiative on store operations. We build a stylized model where a retailer operates both online and offline channels. Consumers strategically make channel...