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Retail Firearms Sales In The U.S.: Evidence On Best Practices From Two Firms

Author

Listed:
  • Matthew G. Smith
  • Ryan Lunsford

Abstract

This case study compares sporting goods retailers Academy Sports + Outdoors and DICK'S Sporting Goods, Inc., to identify cross-industry leadership best practices. Despite both companies operating in the same industry, Academy Sports + Outdoors earned $6.4B in net sales in 2022, while DICK'S Sporting Goods, Inc. generated over $12.4B in net sales in 2022. The study examines their strategies and responses to mass shootings in the United States (U.S.), revealing contrasting approaches. The analysis highlights the critical importance of aligning brand identity with customer preferences by evaluating their messaging, outcomes, and anticipated pushback. Customers today are highly attuned to corporate activities, requiring effective leadership to understand their base, consistently address issues aligned with their values, and develop strategies for potential repercussions. This study offers valuable insights into aligning brand identity with customer preferences, drawing from two companies' divergent approaches to social issues.

Suggested Citation

  • Matthew G. Smith & Ryan Lunsford, 2023. "Retail Firearms Sales In The U.S.: Evidence On Best Practices From Two Firms," Review of Business and Finance Studies, The Institute for Business and Finance Research, vol. 14(1), pages 31-44.
    • Handle: RePEc:ibf:rbfstu:v:14:y:2023:i:1:p:31-44
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    More about this item

    Keywords

    DICK’S Sporting Goods; Academy Sports; Sporting Goods; Corporate Social Responsibility;
    All these keywords.

    JEL classification:

    • M1 - Business Administration and Business Economics; Marketing; Accounting; Personnel Economics - - Business Administration
    • M3 - Business Administration and Business Economics; Marketing; Accounting; Personnel Economics - - Marketing and Advertising

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