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  • All HBS Web  (959)
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    • Research  (700)
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← Page 14 of 959 Results →
  • 2017
  • Chapter

Marketing Models for the Customer-Centric Firm

By: Eva Ascarza, Peter S. Fader and Bruce G.S. Hardie
A customer-centric firm takes the view that there are three key drivers of (organic) growth and overall profitability: Customer acquisition, customer retention, and customer development (i.e., increasing the value of each existing customer (per unit of time) while they... View Details
Keywords: Customer Value and Value Chain; Customer Focus and Relationships
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Ascarza, Eva, Peter S. Fader, and Bruce G.S. Hardie. "Marketing Models for the Customer-Centric Firm." In Handbook of Marketing Decision Models. 2nd ed. Edited by Berend Wierenga and Ralf van der Lans, 297–330. International Series in Operations Research & Management Science. Springer, 2017.
  • April 1995 (Revised April 1995)
  • Case

Pillsbury: Customer Driven Reengineering

By: Robert S. Kaplan
Pillsbury is transforming itself from an integrated producer of flour and bakery products to a value-added supplier of premium branded products. After initial successes applying activity-based costing to manufacturing operations, two senior executives decide to... View Details
Keywords: Organizational Change and Adaptation; Production; Cost Management; Activity Based Costing and Management; Customer Value and Value Chain; Food and Beverage Industry
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Kaplan, Robert S. "Pillsbury: Customer Driven Reengineering." Harvard Business School Case 195-144, April 1995. (Revised April 1995.)
  • March 2015
  • Teaching Note

CVS Health: Promoting Drug Adherence

By: Leslie John, John Quelch and Robert Huckman
Email mking@hbs.edu for a courtesy copy.

This Teaching Note explains the theory of the case and teaching plan for the case: CVS Health: Promoting Drug Adherence (515010). The case finds Helena Foulkes, Executive... View Details
Keywords: Medication Adherence; Affordable Care Act (ACA); Marketing Strategy; Communication Strategy; Customer Value and Value Chain; Decisions; Health Care and Treatment; Goals and Objectives; Resource Allocation; Marketing Communications; Consumer Behavior; Measurement and Metrics; Service Delivery; Behavior; Motivation and Incentives; Social Issues; Information Technology; Value Creation; Health Industry; Pharmaceutical Industry; Insurance Industry; Public Relations Industry; Retail Industry; United States
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John, Leslie, John Quelch, and Robert Huckman. "CVS Health: Promoting Drug Adherence." Harvard Business School Teaching Note 515-086, March 2015. (Email mking@hbs.edu for a courtesy copy.)
  • July 2008 (Revised April 2009)
  • Background Note

Horizontal Specialization and Modularity in the Semiconductor Industry

By: Willy C. Shih, Chintay Shih and Chen-Fu Chien
Well-codified interfaces have enabled horizontal specialization in the global semiconductor industry. This Technical Note describes the modern integrated circuit value chain, and the motivation for the reuse of blocks of intellectual property in modern IC designs. It... View Details
Keywords: Customer Value and Value Chain; Intellectual Property; Industry Structures; Horizontal Integration; Semiconductor Industry
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Shih, Willy C., Chintay Shih, and Chen-Fu Chien. "Horizontal Specialization and Modularity in the Semiconductor Industry." Harvard Business School Background Note 609-001, July 2008. (Revised April 2009.)
  • June 2008
  • Case

System on a Chip 2008: Global Unichip Corp.

By: Willy C. Shih, Chintay Shih, Chen-Fu Chien and Yuan-Chieh Chang
Though much of the semiconductor industry has shifted to a horizontal model, complexity driven by technological evolution is driving a shift in the perceived boundaries in the value chain. Global Unichip sees itself as a "virtual integrated device manufacturer," a... View Details
Keywords: Customer Value and Value Chain; Horizontal Integration; Vertical Integration; Boundaries; Semiconductor Industry
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Shih, Willy C., Chintay Shih, Chen-Fu Chien, and Yuan-Chieh Chang. "System on a Chip 2008: Global Unichip Corp." Harvard Business School Case 608-159, June 2008.
  • Web

Browse All Articles, Research, & Case Studies - HBS Working Knowledge

practices, and how it is partnering with global organizations to amplify their impact. He also delves into the challenges businesses face in adapting to climate risks and the role of AI in optimizing everything from supply chains to... View Details
  • July 2005 (Revised March 2007)
  • Case

Kansai Digital Phone: Zutto, Gaining Japanese Loyalty

By: Francisco de Asis Martinez-Jerez and James Robert Dillon
Ted Katagi, marketing strategy manager of Kansai Digital Phone (KDP), utilizes customer lifetime value as a key metric to prioritize initiatives in an emergency plan to turn around the company. KDP is a regional phone company in Japan with less than stellar... View Details
Keywords: Customer Relationship Management; Customer Value and Value Chain; Customer Satisfaction; Telecommunications Industry; Electronics Industry; Japan; United States
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Martinez-Jerez, Francisco de Asis, and James Robert Dillon. "Kansai Digital Phone: Zutto, Gaining Japanese Loyalty." Harvard Business School Case 106-006, July 2005. (Revised March 2007.)
  • Web

Placement - Doctoral

Business Economics, 2023 Placement: Federal Reserve Board of Governors, Economist Dissertation: How the Price System Works: Evidence from Supply Chains and Price Controls Advisors: Xavier Gabaix , Edward Glaeser , Andrei Shleifer , and... View Details
  • September 2022
  • Background Note

On CUE: The Quest for Optimal Customer Unit Economics

By: Elie Ofek, Barak Libai and Eitan Muller
Startups are often evaluated by how well they perform on unit economics, defined as the ratio of a customer’s lifetime value (LTV) to acquisition costs (CAC). A common target for unit economics, advocated by many VCs and analysts, is 3:1 (i.e., LTV/CAC=3). While there... View Details
Keywords: Unit Economics; Business Startups; Performance Evaluation; Customer Value and Value Chain; Customer Relationship Management; Analysis
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Ofek, Elie, Barak Libai, and Eitan Muller. "On CUE: The Quest for Optimal Customer Unit Economics." Harvard Business School Background Note 523-050, September 2022.

    Willy C. Shih

    Willy Shih is the Robert and Jane Cizik Professor of Management Practice in Business Administration.  He is part of the Technology and Operations Management Unit, and he teaches in the MBA and Executive Education Programs.  His expertise is in manufacturing, product... View Details

    Keywords: aerospace; automotive; biotechnology; communications; computer; digital imaging; electrical equipment; electronics; entertainment; high technology; industrial goods; information technology industry; manufacturing; retailing; semiconductor
    • December 2012 (Revised April 2013)
    • Case

    Olam: On a New Course

    By: David E. Bell, Forest Reinhardt and Mary Shelman
    From modest beginnings as a cashew trader in Nigeria, Olam, founded by Indian nationals in 1989, has grown into a leading global agricultural trading company, with annual revenues of $14 billion. The company recently has begun investing in farms and in the production... View Details
    Keywords: Risk Management; Leadership; Customer Value and Value Chain; Corporate Strategy; Organizational Culture; Environmental Sustainability; Expansion; Competitive Advantage; Agribusiness; Agriculture and Agribusiness Industry; Nigeria
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    Bell, David E., Forest Reinhardt, and Mary Shelman. "Olam: On a New Course." Harvard Business School Case 513-044, December 2012. (Revised April 2013.)
    • August 2021 (Revised March 2022)
    • Case

    Camera IQ and the Metaverse: Building Augmented Reality Brand Experiences

    By: Jill Avery and Rayan Nahas
    Camera IQ, a camera marketing software company that empowered brands to create and launch augmented reality experiences (AREs) across social platforms, had just raised an additional $5 million to fund further product development and expand its marketing and sales... View Details
    Keywords: Brand Management; Virtual Reality; Augmented Reality; B2B; Technology Platform; Marketing; Marketing Communications; Marketing Strategy; Brands and Branding; Digital Marketing; Internet and the Web; Growth Management; Customer Relationship Management; Customer Value and Value Chain; Social Media; E-commerce; Applications and Software; Digital Platforms; Advertising Industry; United States
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    Avery, Jill, and Rayan Nahas. "Camera IQ and the Metaverse: Building Augmented Reality Brand Experiences." Harvard Business School Case 522-002, August 2021. (Revised March 2022.)
    • Web

    Operational Effectiveness vs. Strategy - Institute For Strategy And Competitiveness

    HBS ISC Strategy Strategy Strategy Explained Business Strategy Creating a Successful Strategy Corporate Strategy The Role of Leaders Related Topics Business Strategy Business Strategy The Five Forces Strategic Positioning The Value View Details
    • Web

    Strategy Explained - Institute For Strategy And Competitiveness

    UnIQUENESS Strategy is the creation of a unique and valuable position, involving a different set of activities. making TRADE-OFFS Strategy requires you to make trade-offs in competing – choosing what not to do. FIT across the value View Details
    • Web

    The Three Levels of CSV - Institute For Strategy And Competitiveness

    Three Levels of CSV Reconceiving Products & Markets Redefining Productivity in the Value Chain Improving the Local & Regional Business Environment The Three Levels of CSV Companies can create economic View Details
    • December 2004 (Revised May 2005)
    • Case

    Nestle: Sustainable Agriculture Initiative

    By: Forest L. Reinhardt
    Swiss food giant Nestle attempts to improve the performance of its suppliers of agricultural commodities to raise quality, lower costs, and contribute to sustainable development. Its initiatives focus first on coffee, cocoa, and milk. Nestle managers assert that the... View Details
    Keywords: Corporate Social Responsibility and Impact; Environmental Sustainability; Social Issues; Business and Community Relations; Corporate Strategy; Agribusiness; Supply Chain Management; Marketing Strategy; Value Creation; Food and Beverage Industry; Agriculture and Agribusiness Industry
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    Reinhardt, Forest L. "Nestle: Sustainable Agriculture Initiative." Harvard Business School Case 705-018, December 2004. (Revised May 2005.)
    • March 1990 (Revised October 1990)
    • Case

    Liz Claiborne, Inc. and Ruentex Industries Ltd.

    Describes Liz Claiborne, Inc.'s manufacturing and marketing strategy and details the significance of its supplier selection strategy. It begins to describe the company's relationship with Ruentex Industries Ltd., its largest supplier of piece goods. When used with... View Details
    Keywords: Marketing Strategy; Supply Chain Management; Relationships; Cooperation; Apparel and Accessories Industry
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    Flaherty, Marie-Therese M., and Jill S. Dalby. "Liz Claiborne, Inc. and Ruentex Industries Ltd." Harvard Business School Case 690-048, March 1990. (Revised October 1990.)
    • Web

    Making Strategic Trade-offs - Institute For Strategy And Competitiveness

    HBS ISC Strategy Strategy Strategy Explained Business Strategy Creating a Successful Strategy Corporate Strategy The Role of Leaders Related Topics Creating a Successful St... Creating a Successful Strategy Unique Value Proposition... View Details
    • 14 Apr 2015
    • First Look

    First Look: April 14

    Location Strategies to Strengthen Competitive Advantage No abstract available. Purchase this case: https://cb.hbsp.harvard.edu/cbmp/product/715418-PDF-ENG Harvard Business School Case 715-416 Why Do Firms Go Abroad? Strategies to Create View Details
    Keywords: Sean Silverthorne
    • 30 Apr 2024
    • Book

    When Managers Set Unrealistic Expectations, Employees Cut Ethical Corners

    willing to approve continued sales of a drug known to be lethal to some customers in fulfilment of their assigned role to maximise value for shareholders (Armstrong, 1977, p. 204). And so on. Yet, the insights from this research and their... View Details
    Keywords: by Dina Gerdeman
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