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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

March 2019 (Revised July 2020)
Case

MoviePass: The 'Get Big Fast' Strategy

By: Benjamin C. Esty and Daniel W. Fisher

In August 2017, MoviePass dramatically lowered its subscription price from $50 per month to just $10 for up to one movie per day. The idea was to rapidly scale the business to the point where they could generate incremental revenue streams from related businesses... View Details

Keywords: Market Entry; Growth Strategy; Profit Vs. Growth; Subscription Business; Cash Burn; Data Analytics; Get-big-fast; Buyer Power; Strategy Implementation; Movie Industry; Racing; Entrepreneurship; Market Entry and Exit; Growth and Development Strategy; Business Strategy; Value Creation; Disruption; Motion Pictures and Video Industry; United States

25 Oct 2022
Research & Ideas

Is Baseball Ready to Compete for the Next Generation of Fans?

While football and basketball are now the most popular and financially successful of the four major professional sports leagues, Major League Baseball appears to be rallying. Last week, MLB said revenue for the 2022 regular season, which... View Details

Keywords: by Christina Pazzanese, Harvard Gazette; Media & Broadcasting; Sports

02 Jun 2020
Research & Ideas

Coronavirus Careers: Cloud Kitchens Are Now Serving

The restaurant industry is one of those most devastated by COVID-19, and social distancing will continue to make many small restaurants unviable. Reduced revenue flows will never cover the rent. But not all is lost. In our research, one area of the restaurant industry... View Details

Keywords: by Lena Ye and Geoffrey Jones; Food & Beverage

2016
White Paper

LNG and Renewable Power: Risk and Opportunity in a Changing World

By: Jurgen Weiss, Steven Levine, Yingxia Yang and Anul Thapa

The paper explores potential long-term revenue risks to LNG exports to the extent LNG competes with alternative energy sources (such as renewables) in LNG destination markets. Given the longevity of LNG infrastructure investments, the evolution of the attractiveness of... View Details

Keywords: LNG; Renewable Energy; Revenue; Risk and Uncertainty; Opportunities

August 2000 (Revised September 2001)
Case

Bausch & Lomb, Inc. (A)

Bausch & Lomb (B&L) instituted an aggressive sales program in the final weeks of its 1993 fiscal year that pushed a large amount of inventories onto distributors. The company recognized revenues on these products when they were shipped. A rewritten version of an... View Details

Keywords: Revenue Recognition; Consumer Products Industry

November 2023
Case

Apple Inc. in 2023

By: David B. Yoffie and Sarah von Bargen

Under CEO Tim Cook, Apple became the first trillion dollar market cap company, the first two trillion dollar company, and the first three trillion dollar company. Since the COVID pandemic, Apple gained over 20% of the world smartphone market and 50% of the U.S. market,... View Details

Keywords: Competitive Advantage; Product Positioning; Emerging Markets; Competitive Strategy; Technological Innovation; Revenue; Technology Industry

October 2004
Case

Costing Alternative Choices

By: David F. Hawkins and Jacob Cohen

Discusses the role of differential cost and revenues in solving alternative choice problems. View Details

Keywords: Cost Accounting; Revenue

March 2008 (Revised April 2008)
Case

Sony PlayStation 3: Game Over?

Outlines the challenges faced by Sony with the launch of its PlayStation 3. Information on the 2006 and 2007 holiday seasons and the success of rival consoles is outlined. In addition, the case allows examining the costs and revenues associated with a business model... View Details

Keywords: Business Model; Games, Gaming, and Gambling; Cost; Revenue; Product Launch; Sales; Competition; Hardware; Entertainment and Recreation Industry

November 2019 (Revised December 2019)
Case

Marcus by Goldman Sachs

By: Rory McDonald, Samir Junnarkar and David Lane

Five years on from the 2008 financial crisis, Goldman Sachs remained wounded. Revenues at the global investment bank had stagnated below pre-crisis levels, and the firm had yet to rebound from a substantial decline in securities-trading revenues. Marcus by Goldman... View Details

Keywords: Corporate Entrepreneurship; Banks and Banking; Innovation Leadership; Growth and Development Strategy; Growth Management; Organizational Culture; Financial Services Industry; United Kingdom

March 1973 (Revised October 1983)
Case

Stirling Homex (A)

Deals primarily with the basic issue of revenue recognition. Homex was recognizing revenue from its modular units prior to the date on which an actual sale had taken place. In addition, there are some interesting issues dealing with the allocation of profit between... View Details

Keywords: Working Capital; Resource Allocation; Revenue Recognition; Profit

March 2011 (Revised October 2011)
Case

Mittel Technologies, AG

By: David F. Hawkins

CFO of German heavy equipment manufacturer examines through company examples potential impact of proposed changes to revenue recognition rules. View Details

Keywords: Revenue Recognition; Manufacturing Industry; Germany

July 2019 (Revised March 2020)
Case

At-Bay Cyber Insurance

By: Marco Di Maggio and David Lane

At-Bay was a cyber insurance startup that offered companies coverage against a wide array of cyber risks—exposure to which the firm was able to quickly assess and price on the basis of technical expertise that traditional insurance carriers lacked. In mid-2019, At-Bay... View Details

Keywords: Business Startups; Insurance; Disruptive Innovation; Risk Management; Product Marketing; Distribution Channels; Information Technology; Salesforce Management; Insurance Industry

November 2013 (Revised November 2014)
Case

Freemium Pricing at Dropbox

By: Thales Teixeira and Elizabeth Anne Watkins

Online storage company Dropbox provided remote-storage over the internet of any type of computer file, along with file sharing, synchronization and backup. Using a freemium pricing strategy whereby a basic service was free-of-charge and a premium service was paid,... View Details

Keywords: Marketing Strategy; Price; Internet; Information Technology Industry

August 2023
Case

Kariyer.net: Recruiting AI

By: Shunyuan Zhang, Fares Khrais and Namrata Arora

In 2017, Fatih Uysal (AMP 2021) became CEO of Kariyer.net. By then, the business was already the industry leading online job board in Turkey. However, faced with stalling growth, a turbulent macroenvironment, and growing competition from international players, Uysal... View Details

November 1990 (Revised September 2004)
Case

Circuit City Stores, Inc. (A)

By: William J. Bruns Jr. and Susan Harmeling

Circuit City sells consumer electronic equipment, appliances, and extended service and warranty contracts which supplement those provided by equipment manufacturers. Equipment is sold at low margins, while warranties carry very high margins. A question has been raised... View Details

Keywords: Sales; Cost; Profit; Financial Statements; Revenue; Marketing Strategy; Electronics Industry; Consumer Products Industry

02 May 2016
HBS Seminar

Chiara Farronato, Harvard Business School

February 1998 (Revised July 1998)
Case

Rob Parson at Morgan Stanley (A)

Rob Parson was a star producer in Morgan Stanley's Capital Markets division. He had been recruited from a competitor the prior year and had generated substantial revenues since joining the firm. Unfortunately, Parson's reviews from the 360-degree performance evaluation... View Details

Keywords: Management; Personal Development and Career; Performance Evaluation; Financial Services Industry

March 2011
Case

Globant

By: Mukti Khaire, Gustavo A. Herrero and Cintra Scott

The case deals with an IT company born in Argentina in 2003 to provide software services to established companies in the developed world. After reaching sales of $57 million in 2010, the company ponders its next steps to achieve $500 million in revenues by 2015. View Details

Keywords: Talent and Talent Management; Entrepreneurship; Global Strategy; Growth and Development Strategy; Service Delivery; Software; Information Technology Industry; Argentina

July 2009 (Revised May 2012)
Case

Wareham SC Systems, Inc.

By: David F. Hawkins

CFO tests company's revenue recognition practices against the recently issued SAB 101 requirements and proposes plan for adoption of SAB 101. View Details

Keywords: Revenue Recognition; Standards

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