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July 2010 (Revised December 2011)
Background Note

Marketing Analysis Toolkit: Pricing and Profitability Analysis

By: Thomas J. Steenburgh and Jill Avery

Pricing is one of the most difficult decisions marketers make and the one with the most direct and immediate impact on the firm's financial position. This toolkit will introduce the fundamental terminology and calculations associated with pricing and profitability... View Details

Keywords: Forecasting and Prediction; Price; Profit; Management Analysis, Tools, and Techniques; Marketing Strategy; Demand and Consumers; Measurement and Metrics; Strategic Planning; Mathematical Methods; Retail Industry

July 2010
Supplement

Marketing Analysis Toolkit: Pricing and Profitability Analysis (CW)

By: Thomas J. Steenburgh and Jill Avery

Pricing is one of the most difficult decisions marketers make and the one with the most direct and immediate impact on the firm's financial position. This toolkit will introduce the fundamental terminology and calculations associated with pricing and profitability... View Details

Keywords: Management Analysis, Tools, and Techniques; Marketing Strategy; Decisions; Strategic Planning; Price; Partners and Partnerships; Cost; Demand and Consumers; Revenue; Profit; Mathematical Methods; Measurement and Metrics

2013
Tool

Harvard Business Review's Go to Market Tools: Pricing for Profit

By: Thomas Steenburgh and Jill Avery

What price is right? Figuring out the best price for your product or service can be nerve-wracking. Your new product launch or marketing campaign's success—perhaps even your career advancement—may hinge on the price you choose. So how do you select a price that's... View Details

Keywords: Quantitative Analysis; Tools; Pricing; Profitability Analysis; Pricing Strategy; Marketing Strategy; Marketing

October 2016 (Revised December 2016)
Module Note

Strategy Execution Module 6: Evaluating Strategic Profit Performance

By: Robert Simons

This module reading demonstrates how to calculate and analyze the profit generated by different business strategies. Formulas and examples are provided to calculate profit generated by changes in market share, revenue growth, efficiency improvements, and support costs.... View Details

Keywords: Management Control Systems; Implementing Strategy; Execution; Evaluating Business Performance; Profitability Analysis; Variance Analysis; Measuring Effectiveness; Measuring Efficiency; Activity-Based Costing; Flexible Budget; Accounting; Strategy

June 1998 (Revised March 2017)
Teaching Note

Chemalite, Inc. (B): Cash Flow Analysis

By: Robert Simons and Antonio Davila

Teaching Note for (9-195-130). View Details

Keywords: Execution; Management Control Systems; Cash Flow Analysis; Profit Planning; Strategy

October 2016 (Revised February 2019)
Module Note

Strategy Execution Module 5: Building a Profit Plan

By: Robert Simons

This module reading describes how to build a profit plan to reflect the strategy of a business in economic terms. After introducing the profit wheel, cash wheel, and ROE wheel, the module illustrates how to use a profit plan to assess the viability of different... View Details

Keywords: Management Control Systems; Implementing Strategy; Execution; Profit Planning; Cash Flow Analysis; Asset Utilization; Return On Equity; Business Planning; Testing Strategy; Analyzing Strategic Alternative; Strategy; Asset Management; Cash Flow; Investment Return; Management Systems; Profit

July 1981
Background Note

Managing against Expectations (A): An Introduction to Profit Variance Analysis

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August 2002 (Revised September 2002)
Background Note

Financial Analysis of Microsoft

By: William A. Sahlman

Contains a detailed analysis of Microsoft's financial performance from 1985 to 2001. During this time, Microsoft improved its profitability and cash flow generation--changes that led to a dramatic rise in valuation. Also addresses the issue of determining how much... View Details

Keywords: Business Ventures; Analysis; Financial Condition

April 2000
Article

Is Group Affiliation Profitable in Emerging Markets? An Analysis of Diversified Indian Business Groups

By: Tarun Khanna and Krishna G. Palepu

Keywords: Groups and Teams; Profit; Emerging Markets; Theory; India

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02 May 2014
Working Paper Summaries

Profits and Economic Development

Keywords: by Dan Schwab & Eric Werker

October 2001 (Revised October 2017)
Case

Pilgrim Bank (A): Customer Profitability

By: Frances X. Frei and Dennis Campbell

Provides a context in which students can explore managerial decision making that is critically informed by data analysis. The setting is a retail bank and the decision making relates to the bank's policy toward online banking. The management team is evaluating whether... View Details

Keywords: Banks and Banking; Customers; Profit; Banking Industry

August 2002 (Revised November 2016)
Background Note

Customer Profitability and Lifetime Value

Introduces the central concepts involved in determining customer lifetime value, with detailed analysis and examples from the realm of direct marketing. Implications for marketing strategy and customer relationship management are briefly discussed. View Details

Keywords: Customer Value and Value Chain; Customer Relationship Management; Customization and Personalization; Product Marketing; Sales; Marketing Strategy; Management Analysis, Tools, and Techniques; Consumer Products Industry

2013
Working Paper

FIN Around the World: The Contribution of Financing Activity to Profitability

By: Russell Lundholm, George Serafeim and Gwen Yu

We study how the availability of domestic credit influences the contribution that financing activities make to a firm's return on equity (ROE). Using a sample of 51,866 firms from 69 countries, we find that financing activities contribute more to a firm's ROE in... View Details

Keywords: Domestic Credit; Return Of Equity; Corporate Performance; Financial Statement Analysis; Financial Statements; Valuation; Cost of Capital; Asset Pricing; Economic Growth

September 1975 (Revised June 1983)
Background Note

Note on the Structural Analysis of Industries

By: Michael E. Porter

Provides a framework for the analysis of industry structure. Identifies the major structural features that influence the profit potential in industries and some illustrative implications of these for strategy formulation. Can be used as a reference note for business... View Details

Keywords: Industry Structures; Business Strategy; Profit

January 1998 (Revised July 2019)
Case

Cafes Monte Bianco: Building a Profit Plan

By: Robert L. Simons and Antonio Davila

Alert: This case has been revised since its original publication; all amounts have been converted to euros and the dates have been updated to 2020. If you’ve taught with this case in the past, please note that changes may affect teaching plans and classroom use. Using... View Details

Keywords: Strategic Planning; Cash Flow; Investment Return; Profit; Financial Statements; Food and Beverage Industry; Italy

December 2011 (Revised October 2014)
Background Note

Business Model Analysis for Entrepreneurs

By: Thomas Eisenmann

This note defines a business model and its major elements: a customer value proposition, a technology and operations management plan, a go-to-market plan, and a profit formula. For each element, the note lists questions that an entrepreneur must address when evaluating... View Details

Keywords: Business Model

16 Aug 2010
Lessons from the Classroom

HBS Introduces Marketing Analysis Tools for Managers

financial projections for the firm. Profitability analysis begins with calculating the revenue the firm will generate from sales of its products. Then, an analysis of variable... View Details

Keywords: by Sarah Jane Gilbert

January 2006
Tutorial

Alternative Choice Decisions Analysis

By: David F. Hawkins, V.G. Narayanan, Jacob Cohen and Michele Jurgens

Shows how managers use information on costs and revenues to decide between possible alternative courses of action. Presents two case examples of differential cost analysis. The first, a make or buy decision, examines two alternatives in which only costs vary. The... View Details

Keywords: Cost; Profit; Revenue; Information; Management Analysis, Tools, and Techniques; Problems and Challenges; Conflict and Resolution

January 2013 (Revised March 2017)
Teaching Note

Luotang Power: Variances Explained (Brief Case)

By: Robert Simons and Craig Chapman

The primary objective is to explore the concepts of variance analysis in performance from one year to the next and the predictability of contracting counterparts to extract value from contract positions where they can. The general manager of a coal-fired power plant... View Details

Keywords: Variance Analysis; Strategy And Execution; Profitability Analysis; Management Control Systems; Contracts; Valuation; Energy Generation; Accounting; Performance Evaluation; China

March 1987 (Revised April 1987)
Background Note

Specialties vs. Commodities: The Battle for Profit Margins

By: Benson P. Shapiro

Explains the differences between commodities and specialties and defines four different types of specialty products. The analysis is customer oriented. Special attention is given to the distinctions between functions (product- ) and relationship (vendor-oriented)... View Details

Keywords: Goods and Commodities

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