Publications

March 2006 (Revised April 2008)
Teaching Note

Store24 (TN) (A) and (B)

Keywords: Retail Industry

April 2002 (Revised March 2006)
Background Note

Economics of Retail Banking Note

Explains the financial operations of retail banking, highlighting profitability challenges facing the industry. For U.S. banks, it is quite common for more than half of the customer base to be unprofitable and to have relatively few customers make up the vast majority... View Details

Keywords: Customers; Economics; Cost; Banks and Banking; Profit; Revenue; Service Operations; Banking Industry; United States

November 2001 (Revised October 2017)
Case

GuestFirst Hotel (A): Customer Loyalty

Provides a hotel context in which to explore the link between customer loyalty and financial performance, using four years of hotel data. Challenges students to find the extent of the relationship between loyalty and performance. View Details

Keywords: Motivation and Incentives; Mathematical Methods; Finance; Performance; Relationships; Customer Focus and Relationships; Data and Data Sets; Accommodations Industry

November 2001 (Revised August 2005)
Case

BigEast Bank (A): Credit Card Approval

BigEast is considering adopting a relationship-centric view in its credit card approval process. This would shift the bank's current practice of analyzing applications based on the merits of a single product to one where the customer's existing relationship is... View Details

Keywords: Customers; Forecasting and Prediction; Banks and Banking; Analytics and Data Science; Managerial Roles; Relationships; Adoption; Banking Industry

October 2001 (Revised October 2017)
Supplement

Pilgrim Bank (C): Electronic Billpay

Supplements the (A) case. View Details

Keywords: Information Technology; Product; Banking Industry

Article

The Cost Structure, Customer Profitability, and Retention Implications of Self-Service Distribution Channels: Evidence from Customer Behavior in an Online Banking Channel

By: Dennis Campbell and Frances X. Frei

This paper uses the context of online banking to investigate the consequences of employing self-service distribution channels to alter customer interactions with the firm. Using a sample of retail banking customers observed over a 30-month period at a large U.S. bank,... View Details

Keywords: Cost; Service Operations; Distribution Channels; Consumer Behavior; Internet and the Web; Banks and Banking; Technology Adoption; Service Delivery; Market Transactions; Market Participation; Profit; Retail Industry; Banking Industry; United States

Find at Harvard

November 2004
Article

The Persistence of Customer Profitability: Empirical Evidence and Implications from a Financial Services Firm

By: Dennis Campbell and Frances X. Frei

Keywords: Customers; Markets; Information; Finance; Business Ventures; Profit; Financial Services Industry

Find at Harvard

Read Now

April 2008
Teaching Note

Managing Service Operations: The Managerial Research Design Process

Keywords: Service Operations; Management

April 2006
Background Note

Informing Service Management with Customer Data

Taught as the third module in a Harvard Business School course on Managing Service Operations. Explores the role of data analysis in ongoing service management. Describes how to realize the maximum amount of value from analyses and use this information in... View Details

Keywords: Decision Making; Design; Analytics and Data Science; Service Operations; Mathematical Methods; Value

February 2005 (Revised November 2006)
Background Note

Using Data Desk for Statistical Analysis

Describes how to use the Data Desk software package to perform statistical analysis. View Details

Keywords: Mathematical Methods

September 2004 (Revised April 2005)
Case

G.G. Toys

By: Dennis Campbell and Susan L. Kulp

This case highlights issues of management accounting and includes a review of product costing, excess capacity, variance analysis, and scrap costs. View Details

Keywords: Product; Cost Accounting; Financial Management

November 2001 (Revised October 2017)
Supplement

GuestFirst Hotel (B): Taking Advantage of Panel Data

Supplements the (A) case. View Details

Keywords: Accommodations Industry

October 2001 (Revised October 2017)
Supplement

Pilgrim Bank (B): Customer Retention

Supplements the (A) case. View Details

Keywords: Customer Relationship Management; Banking Industry

September 2015 (Revised July 2016)
Case

Handelsbanken: May 2002

By: Amar Bhide, Dennis Campbell and Kristin Stack

Keywords: Banking Industry

April 2008
Teaching Note

Central Bank: The ChexSystemsSM QualiFile® Decision (TN)

By: Dennis Campbell and Francisco de Asis Martinez-Jerez

Teaching Note for [208029]. View Details

Keywords: Banks and Banking; Banking Industry

February 2003 (Revised March 2004)
Case

Store24

By: Susan L. Kulp, V.G. Narayanan and Dennis Campbell

Illustrates how nonfinancial performance measures can be used to manage a business and evaluate the success of a strategy. View Details

Keywords: Business or Company Management; Balanced Scorecard; Performance Evaluation; Strategy; Retail Industry