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Kjell & Company: Electronics Accessories Retail in the Nordics

Palepu, Krishna G. ; Narayandas, Das ; Herman, Kerry

Reference: HBS-116009-E
Year: 2015
Number of pages: 26
Geographic Setting: Norway;Sweden
Publication Date: Aug 6, 2015
Fecha de edición: Aug 6, 2015
Source: HBSP (USA)
Type of Document: Case
Industry Setting: Computers & electronics

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Description

Swedish electronics accessories retailer Kjell is considering several issues as it plots its next stage of growth. How should it balance opportunities to expand retail stores into a new market (Oslo, Norway) with additional growth in its home market-Sweden-with decisions about investments to build out its nascent online channel? Simultaneously, the company is piloting a new sales associate performance management system: should store associates be measured by monthly targets, or will daily targets prove to be more useful?

Keywords

Distribution channels Marketing Performance management Private equity Retail Sales Sales force management Service management Strategy