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- All HBS Web (2,641)
- Faculty Publications (893)
- January 1997
- Background Note
Buy Low, Sell High: Creating and Extracting Customer Value by Enhancing Organizational Performance
Provides an integrated framework for creating customer value and managing the firm profitably. Focuses on the use of product/service line management and effective customer service to achieve customer satisfaction and high profitability.
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Keywords:
Customer Value and Value Chain;
Framework;
Performance Efficiency;
Sales;
Business Strategy;
Customer Satisfaction;
Profit;
Product Marketing;
Business or Company Management
Shapiro, Benson P. "Buy Low, Sell High: Creating and Extracting Customer Value by Enhancing Organizational Performance." Harvard Business School Background Note 597-071, January 1997.
- 2012
- Chapter
Firing Your Best Customers: How Smart Firms Destroy Relationships Using CRM
By: Jill Avery and Susan Fournier
With incidences in the 20%–25% range, the practice of firing customers has become increasingly attractive as firms try to maximize the lifetime value of their customer portfolios. This chapter traces the relationship trajectory of a 30-year customer of Filene's...
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Keywords:
Brands;
Brand Management;
CRM;
Customer Relationship Management;
Customer Focus and Relationships;
Customers;
Marketing;
Brands and Branding;
Marketing Communications;
Marketing Strategy;
Consumer Products Industry
Avery, Jill, and Susan Fournier. "Firing Your Best Customers: How Smart Firms Destroy Relationships Using CRM." In Consumer-Brand Relationships: Theory and Practice, edited by Susan Fournier, Michael Breazeale, and Marc Fetscherin, 301–316. Routledge, 2012. (Paperback edition published in 2013.)
- October 2014
- Article
Do Analysts Add Value When They Most Can? Evidence from Corporate Spinoffs
By: Emilie Feldman, Stuart C. Gilson and Belen Villalonga
This paper investigates how securities analysts help investors understand the value of diversification. By studying the research that analysts produce about companies that have announced corporate spinoffs, we gain unique insights into how analysts portray diversified...
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Keywords:
Analysts;
Spin-offs;
Diversification Discount;
Information Asymmetry;
Value Creation;
Business Subsidiaries;
Diversification;
Corporate Strategy;
Investment
Feldman, Emilie, Stuart C. Gilson, and Belen Villalonga. "Do Analysts Add Value When They Most Can? Evidence from Corporate Spinoffs." Strategic Management Journal 35, no. 10 (October 2014): 1446–1463. (Winner, "Distinguished Paper Award," 2012 Academy of Management Meetings (Business Policy & Strategy Division.))
- September 2010 (Revised July 2013)
- Case
Alnylam Pharmaceuticals: Building Value from the IP Estate
By: Willy C. Shih and Sen Chai
The learning objective of this case is to help students recognize the interplay between intellectual property (IP) rights and corporate strategy. We do this by examining what is a fairly atypical circumstance today in which a single firm is able to secure what it...
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Keywords:
Patents;
Lawsuits and Litigation;
Rights;
Competitive Strategy;
Corporate Strategy;
Biotechnology Industry;
Pharmaceutical Industry;
United States
Shih, Willy C., and Sen Chai. "Alnylam Pharmaceuticals: Building Value from the IP Estate." Harvard Business School Case 611-009, September 2010. (Revised July 2013.)
- 01 Dec 2020
- Blog Post
Hiring a Career Switcher: The Value of the MS/MBA
interests were extremely broad, especially when I considered different functions” she recalled. Adam’s analytical aptitude coupled with his appetite for understanding climate change solutions resonated with Breakthrough Energy Ventures (BEV), a venture capital View Details
Keywords:
All Industries
- February 2013
- Article
Does Shareholder Proxy Access Improve Firm Value? Evidence from the Business Roundtable Challenge
By: Bo Becker, Guhan Subramanian and Daniel B. Bergstresser
We use the Business Roundtable's challenge to the SEC's 2010 proxy access rule as a natural experiment to measure the value of shareholder proxy access. We find that firms that would have been most vulnerable to proxy access, as measured by institutional ownership and...
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Becker, Bo, Guhan Subramanian, and Daniel B. Bergstresser. "Does Shareholder Proxy Access Improve Firm Value? Evidence from the Business Roundtable Challenge." Journal of Law & Economics 56, no. 1 (February 2013): 127–160.
- 26 Aug 2016
- News
Under Armour's value to city overhangs TIF debate
- April 2000 (Revised October 2002)
- Background Note
Career Strategies and Tactics in Professional Service Firms
By: Ashish Nanda, Thomas J. DeLong and Scot H. Landry
Presents suggestions for ensuring a good start in a professional services career.
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Keywords:
Personal Development and Career;
Performance Expectations;
Performance Effectiveness;
Customization and Personalization;
Practice;
Valuation;
Performance Evaluation;
Business Startups;
Competency and Skills;
Learning;
Talent and Talent Management;
Management Skills;
Consulting Industry
Nanda, Ashish, Thomas J. DeLong, and Scot H. Landry. "Career Strategies and Tactics in Professional Service Firms." Harvard Business School Background Note 800-375, April 2000. (Revised October 2002.)
- 01 Sep 2018
- News
The True Value of a Tweet
value of “likes.” The evidence often cited to support that is to look at people who have liked Starbucks, for example, compared with people who have not. The assumption is that people who have liked Starbucks spend more money there. The...
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Keywords:
Jen McFarland Flint
- 03 Nov 2014
- Working Paper Summaries
Adding Value Through Venture Capital in Latin America and the Caribbean
- July 2022
- Supplement
Solution for E-Commerce Analytics for CPG Firms (B): Optimizing Assortment for a New Retailer
By: Ayelet Israeli
Keywords:
Data;
Data Analysis;
Data Analytics;
Data Sharing;
CPG;
Consumer Packaged Goods (CPG);
Delivery Planning;
Customer Lifetime Value;
Online Channel;
Retail;
Retail Analytics;
Retailing Industry;
Ecommerce;
Grocery;
Optimization;
Analytics and Data Science;
Analysis;
Customer Value and Value Chain;
Marketing Channels;
E-commerce;
Retail Industry;
Consumer Products Industry;
United States
- 12 Jan 2009
- Research & Ideas
The Value of a ‘Portable’ Career
should weigh the decision to change jobs carefully, because their major value is in the company they currently work for and the teammates they work with. If they do change jobs, they should make sure that the new employer is invested in...
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- July 2010 (Revised August 2021)
- Supplement
Vereinigung Hamburger Schiffsmakler und Schiffsagenten e.V. (VHSS): Valuing Ships (CW)
By: Benjamin C. Esty and Albert W. Sheen
After booming for more than five years, the global shipping (maritime) industry experienced a dramatic crash in late 2008 as the global financial system froze and the global economy slid into recession. Ship charter rates (revenue) fell by as much as 90% causing prices...
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- Web
Creating Brand Value - Course Catalog
questions will include: What, exactly, is a brand? What “jobs” do brands do for consumers? How do brands create value for consumers and for firms? How can brand be used as a competitive advantage? What is competitive brand positioning and...
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- 2023
- Working Paper
Pulp Friction: The Value of Quantity Contracts in Decentralized Markets
By: Olivier Darmouni, Simon Essig Aberg and Juha Tolvanen
Firms in decentralized markets often trade using quantity contracts, agreements that specify quantity prior to the point of sale. These contracts are valuable because they provide quantity assurance, as trading frictions could prevent a buyer and seller from matching...
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Keywords:
Decentralized Markets;
Trading Frictions;
Market Structure;
Transaction Costs;
Contracts;
Market Transactions;
Pulp and Paper Industry
Darmouni, Olivier, Simon Essig Aberg, and Juha Tolvanen. "Pulp Friction: The Value of Quantity Contracts in Decentralized Markets." Working Paper, December 2023.
- 12 Oct 1999
- Research & Ideas
Value Judgments: Business Ethics Across Borders
several years ago in Asian Business magazine's annual most admired companies survey, Siam Cement Group (SCG) was one of the first firms in Thailand to develop its own written code of ethics. SCG's philosophy is rooted in the Buddhist...
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Keywords:
by Judith A. Ross
- 19 Sep 2012
- Research & Ideas
Funding Innovation: Is Your Firm Doing it Wrong?
progressed and firms saw less and less return on investment, the value of these labs grew murkier. Read a book excerpt "This was a slow-moving train wreck," Lerner says. "There was a sense...
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Keywords:
by Carmen Nobel
- 07 Feb 2007
- Working Paper Summaries
The Value of Openness in Scientific Problem Solving
- 13 Jan 2012
- Working Paper Summaries
The Impact of Modularity on Intellectual Property and Value Appropriation
Keywords:
by Carliss Y. Baldwin & Joachim Henkel