Customer Profitability Analysis - Publications - Faculty & Research

01 Mar 2017
News

Students Forecast Climate Change’s Impact

in the reduction of greenhouse gases, customers need to play a more significant role.” — Piersten Gaines (MBA 2018) Vail Ski Resort Data point: “The typical ski resort needs 100–105 days of skiing to secure the average industry View Details

Keywords: Dan Morrell

May 2022
Supplement

Maestro Pizza (B): The Competition Awakens

By: Ramon Casadesus-Masanell and Fares Khrais

Maestro pizza opened its first store in 2013 after its founder, Khalid Al Omran, recognized an opportunity in Saudi Arabia to offer high quality pizza at affordable prices. The business grew rapidly and under the radar at first, but soon enough caught the attention of... View Details

Citation

Purchase

01 Jun 2007
News

Delta’s Flight from Bankruptcy

the fall of 2005, but it also had the lowest revenue per available seat mile of the major airlines. The turnaround focused on three areas: the balance of nonstop versus connecting flights in the United States, the mix of domestic and international travel, and View Details

Keywords: Air Transportation; Transportation

01 Dec 2009
News

Alumni Books

development opportunities, or proper rewards. Expanding on their previous books, The HR Scorecard and The Workforce Scorecard, the authors recommend that workforces be managed like portfolios, with more investments in the jobs that create the most wealth. View Details

01 Dec 2011
News

Li & Fung's Global Footprint

what to call it until the academics told us it was globalization. It’s like being a supply-chain manager. We were just doing what we thought our customers needed, and people said to me, “This is supply-chain management.” And I said, “Oh,... View Details

Keywords: Roger Thompson; Miscellaneous Manufacturing; Manufacturing; Wholesale Trade

22 Feb 2010
Op-Ed

Tragedy at Toyota: How Not to Lead in Crisis

mid-1980s, Johnson & Johnson CEO Jim Burke understood his company credo challenged him to put the needs of customers first. Although J&J was not responsible for these problems, Burke nevertheless recalled every Tylenol product... View Details

Keywords: by William George; Auto

24 Feb 2015
First Look

First Look: February 24

through a vivid exploration of the political processes determining our system of accounting rules upon which depends our ability to reliably measure corporate profits in the economy. The book shows how some corporate interests, in the... View Details

Keywords: Sean Silverthorne

27 Jan 2009
First Look

First Look: January 27, 2009

strategic choices that affect both the expected profits of the firm and their riskiness. Even if competition at first pushes the manager towards profit maximization as commonly argued, I show that further... View Details

Keywords: Martha Lagace

21 Apr 2020
Research & Ideas

7 Successful Battle Strategies to Beat COVID-19

business applications, aimed at empowering teams to better respond to changing customer and competitive threats, are already au fait with this idea of using military strategy to guide project decision-making. Many Agile-immersion... View Details

Keywords: by Euvin Naidoo

10 Sep 2014
Research & Ideas

Become a Value Creator

value. After all, companies that make their purpose just about profit often do poorly because both their customers and their employees sense this quest for the almighty dollar, which makes them feel as if... View Details

Keywords: by Dina Gerdeman

15 Mar 2011
First Look

First Look: March 15

Publication:The Accounting Review 86, no. 2 (March 2011) Abstract Recent accounting scholarship has used statistical analysis on asset prices, financial reports and disclosures, laboratory experiments, and surveys of practice. The... View Details

Keywords: Sean Silverthorne

01 Sep 2004
News

Charles Stoddard (MBA 1969)

any other bank in Grand Rapids. It was a niche bank with only one office and no tellers; instead, it had client service officers who would call customers by their name. The other unique thing about Grand Bank was corporate tithing. Ten... View Details

Keywords: Finance

30 Apr 2001
What Do You Think?

Dot.Com Shakeout: Chess or Roulette?

kind. That's the consensus among those responding to my recent questions concerning the future of the best and brightest of the Internet entrepreneurs still in business who have yet to achieve cash flow breakeven. As Yung-Hi Lim put it, "It's all about risk; it's... View Details

Keywords: by James Heskett

01 Mar 2008
News

Avoiding a Succession Crisis

CEO about as tough as it ever has been. Companies need world-class efficiency, constant innovation, and a customer orientation. This requires a group of talented, dedicated people working as a team across business units and country... View Details

Keywords: Joseph L. Bower; Management of Companies and Enterprises; Management

09 Aug 2004
Research & Ideas

A Diagnostic for Disruptive Innovation

revisit another. But the goal remains the same: Find the option that can set your company on the path to disruptive growth. Customer Diagnostic This diagnostic assesses customers in order to identify... View Details

Keywords: by Scott D. Anthony, Mark W. Johnson & Matt Eyring

19 Jun 2007
First Look

First Look: June 19, 2007

public health effectively. Purchase this case: http://www.hbsp.harvard.edu/b01/en/common/item_detail.jhtml?id=807016 Basic Techniques for the Analysis of Customer Information Using Excel: A Step-by-Step... View Details

Keywords: Martha Lagace

24 Jul 2018
First Look

New Research and Ideas, July 24, 2018

contest. Publisher's link: https://www.hbs.edu/faculty/Pages/item.aspx?num=54708 June 2018 Management Science Personal and Social Usage: The Origins of Active Customers and Ways to Keep Them Engaged By: Lee, Clarence, Elie Ofek, and Thomas... View Details

Keywords: Dina Gerdeman

17 Dec 2015
News

Applying Strategy Concepts In Innovative Ways Through Technology

example of the way experiential learning and technology are being incorporated into the curriculum. HBS’s most complex simulation to date, “Strategic Brew” focuses on maximizing the profitability of a beer company. Students are assigned... View Details

01 Jun 2009
Lessons from the Classroom

The Challenges of Investing in Science-Based Innovation

he made the decision to continue investing in longer-term research rather than short-term profit after Merck took its blockbuster drug Vioxx off the market in September 2004. "He believed that the only way for Merck to recover was to... View Details

Keywords: by Julia Hanna; Banking; Auto; Pharmaceutical

17 Oct 2019
News

Venturing Away from Venture Capital

end in itself may prematurely rule out all kinds of businesses that could otherwise prove successful—businesses like his own Mesken, a direct-to-consumer website that sells custom window treatments manufactured in Bahadir’s native Turkey.... View Details

Keywords: Alexander Gelfand

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