Customer Profitability Analysis - Publications - Faculty & Research

01 Jun 2014
News

Alumni and Faculty Books for June 2014

care industry to give customers more choices, freedom, power, and information, and at far lower prices. He recommends disruption of the status quo through new business models, new payment models, and new technologies that give patients... View Details

01 Sep 2018
News

Ask the Expert: Delivering the Goods

Ickis (MBA 1971, DBA 1978) REISNER: One of the hottest areas of investment growth is in cross-border shipping, but there are two core problems: In an age of terrorism, customs are commercial constraints and also valuable public safety... View Details

Keywords: Jen McFarland Flint

26 Jan 2016
First Look

January 26, 2016

really matters to the policyholder. The insights gleaned from the detailed consumer analysis are quite different than the original beliefs of the management team. Students must devise a new customer service... View Details

Keywords: Sean Silverthorne

01 Apr 2002
News

Professorship Brings Brierley's HBS Connection Full Circle

members, Epsilon engineered many of the ‘customer relationship' techniques that make today's customer loyalty programs so successful," says Brierley, who served as Epsilon's president and CEO for its first ten years. In 1980, serving... View Details

Keywords: Charles M. Williams; Epsilon Data Management; Computer Systems Design and Related Services; Professional Services

29 May 2001
Research & Ideas

How Technological Disruption Changes Everything

who are focused on their existing and most profitable markets and don't see the threat coming from below. Exhibit A: The death of Digital Equipment Corp., which, along with a string of other minicomputer firms, was taken down by the PC... View Details

Keywords: by Sean Silverthorne; Health

19 Jul 2004
Research & Ideas

Why Innovations Sit on the Shelf

delivering the goods and services to our customers more effectively than our competitors. Once we decided it was strategic, we had to fix it or suffer the consequences; and no one was willing to suffer the consequences of gradual loss of... View Details

Keywords: by Michael Beer, Russell Eisenstat & Derek Schrader

17 Aug 2011
Research & Ideas

Protecting against the Pirates of Bollywood

to make the $3.5 million Roadside Romeo. The first-of-its-kind animated Hindi movie barely broke even. All told, Hollywood studios invested an estimated $100 million on producing films in India between 2007 and 2009. But box-office View Details

Keywords: by Kim Girard; Motion Pictures & Video

23 May 2019
Book

These Entrepreneurs Take a Pragmatic Approach to Solving Social Problems

espousing a triple bottom line of people, planet, and profits, rather than a single-minded focus on shareholder value. People of my vintage recall when business leadership was about serving customers at a View Details

Keywords: by Dina Gerdeman; Green Technology

30 Aug 2016
First Look

August 30, 2016

https://www.hbs.edu/faculty/Pages/item.aspx?num=51574 Fiscal Rules and Sovereign Default By: Alfaro, Laura, and Fabio Kanczuk Abstract—We provide a quantitative analysis of fiscal rules in a standard model of sovereign debt accumulation... View Details

Keywords: Carmen Nobel

27 Dec 2015
Research & Ideas

The Most Popular Stories and Research Papers of 2015

to look at products as customers do: a way to get a job done. Creating a Positive Professional Image (19,535) In today’s diverse workplace, your actions and motives are constantly under scrutiny. Time to manage your own professional image... View Details

28 Sep 2021
News

Alumni Connections Drive Career Opportunities for Students

which was part of the appeal. I felt a connection to the customers they serve.” In his internship at Facily (conducted remotely in 2020 due to the pandemic), Westphal utilized his experience in investing to help the company gear up to... View Details

Keywords: Becca Carnahan

01 Jun 2016
News

How Do We Win the Cyberwar?

terrorist threat info and analysis pulled from the web’s darkest corners. Rothrock’s RedSeal also has a number of federal clients, though he doesn’t necessarily know who they are. Brokered through a government intermediary, they simply... View Details

Keywords: Dan Morrell; illustrations by Victo Ngai

May 2022
Supplement

Maestro Pizza (C): Taking the Fight Outside

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

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Winners & Success Stories | New Venture Competition

Aubry, MBA 2001 Kimberly Lei, MBA 2001 Bluesolid (now Appear Networks) has created a software company focusing on WLAN and Bluetooth networks (the so-called WLAN hotspots). The company has gained 15 large corporate customers during its... View Details

02 Nov 2016
What Do You Think?

Are Employees Becoming Job 'Renters' Instead of 'Owners'?

“It may not be possible for every employee (to) value the company as if it were his own. The next best thing is to make the customer the focus of everyone’s work. When customer service is enculturated... View Details

Keywords: by James Heskett

10 May 2011
First Look

First Look: May 10

Shipbroker's Association, introduced a proposal to value ships using discounted cash flow analysis (to determine a long-term asset value, LTAV) rather than market prices from comparable transactions. Thomas Rehder, the chairman of VHSS,... View Details

Keywords: Sean Silverthorne

20 Oct 2009
First Look

First Look: October 20

the foreign market. Specifically, a shift to arm's length transfer pricing erodes domestic consumer surplus by making the gray market less competitive domestically, which in turn may offset any domestic welfare gains that accompany a shift to arm's length transfer... View Details

Keywords: Martha Lagace

07 Jun 2016
Op-Ed

Can Brand Trump Win a Presidency?

lifestyle, these other products can add brand value and, being produced by others under license, they deliver some extra profit to the Trump organization. "In the world of representative democracy, you have to be the market share... View Details

Keywords: by John A. Quelch; Advertising; Media & Broadcasting

02 May 2008
What Do You Think?

What is the Future of State Capitalism?

transparency." The question remains as to whether states make very good capitalists. As investors, Michael points out that they are "systematically inefficient—from a profit maximization standpoint." As Paulo Wilson... View Details

Keywords: by Jim Heskett

06 Apr 2023
Blog Post

Circularity in Denmark

recycling waste materials from retired products. Grundfos encourages its customers (both consumer and industrial) to return old pumps; they then fully deconstruct and repurpose or recycle the pump’s constituents. Today this program is... View Details

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