Customer Lifetime Value - Publications - Faculty & Research

Jill J. Avery

Dr. Jill Avery is a Senior Lecturer of Business Administration and C. Roland Christensen Distinguished Management Educator in the marketing unit at Harvard Business School. She is a respected authority on branding and brand management, customer relationship... View Details

Keywords: consumer products; arts; advertising; automobiles; retailing; fashion; hotels ＆ motels; food; beverage

19 Sep 2016
Research & Ideas

Why Isn't Business Research More Relevant to Business Practitioners?

journals. “Academic research can be helpful, but it tends to be overly complex, hard to digest, and not backed by real quantitative insights from customer populations or engagements,” says Neale-May, executive director of the Chief... View Details

Keywords: by Carmen Nobel; Education

18 Feb 2013
Research & Ideas

Breaking Through a Growth Stall

customers B, C, or D. The fact is that, no matter how large or growing a market may seem to an entrepreneur, the venture can add and extract more or less value from different opportunities in the portfolio... View Details

Keywords: by Sean Silverthorne

July–August 2020
Article

Price Bargaining and Competition in Online Platforms: An Empirical Analysis of the Daily Deal Market

By: Lingling Zhang and Doug J. Chung

The prevalence of online platforms opens new doors to traditional businesses for customer reach and revenue growth. This research investigates platform choice in a setting where prices are determined by negotiations between platforms and businesses. We compile a unique... View Details

Keywords: Business-to-business Marketing; Platform Competition; Two-Sided Markets; Price Bargaining; Daily Deals; Structural Model; Digital Platforms; Competition; Price; Negotiation

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October 2013
Article

The Strategy That Will Fix Health Care

By: Michael E. Porter and Thomas H. Lee

In health care, the days of business as usual are over. Around the world, every health care system is struggling with rising costs and uneven quality, despite the hard work of well-intentioned, well-trained clinicians. Health care leaders and policy makers have tried... View Details

Keywords: Organizational Change and Adaptation; Strategy; Value; Customer Focus and Relationships; Health Care and Treatment; Health Industry

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Teaching Interest

Strategy

By: Jan W. Rivkin

The objective of this course is to help students develop the skills for formulating strategy, and provides an understanding of:

A firm's operative environment and how to sustain competitive advantage.
How to generate superior value for... View Details

06 Sep 2022
Blog Post

To Go-Go: A Foodtech Startup Serves Up Scale in Latin America

For all their variety, restaurants have two things in common: a kitchen where food is prepared and a dining area where customers consume it. But what if you could use technology to ditch the dining area and just keep the kitchen, trimming... View Details

24 Sep 2018
News

How To Drive Digital Transformation In A Changing World

Business Model Innovation and Competitive Imitation: The Case of Sponsor-Based Business Models

This paper provides the first formal model of business model innovation. Our analysis focuses on sponsor-based business model innovations where a firm monetizes its product through sponsors rather than setting prices to its customer base. We analyze strategic... View Details

28 Feb 2023
Blog Post

Celebrating Socioeconomic Diversity and Inclusion at HBS (Part 1)

The week of February 27 to March 3 is the inaugural Socioeconomic Inclusion (SEI) Week. HBS will be participating in events that highlight and celebrate socioeconomic diversity and inclusion on campus. This week is a powerful reminder of the View Details

April 2021
Teaching Note

Drinkworks: Home Bar by Keurig

By: Sunil Gupta and Jonathan Levav

Teaching Note for HBS Case No. 521-010. In the summer of 2018, Drinkworks CEO Nathaniel Davis needed to make a number of go-to-market decisions ahead of his company’s upcoming product launch. Formed through a joint venture between Keurig Dr. Pepper and Anheuser-Busch... View Details

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23 Jan 2012
Research & Ideas

Break Your Addiction to Service Heroes

your customers value most, you must underperform on dimensions they value less. This means you must have the stomach to do some things badly. The concept can seem immoral at... View Details

Keywords: by Deborah Blagg; Service

July 2020 (Revised November 2020)
Case

Pricing at Netflix

By: Elie Ofek, Marco Bertini, Oded Koenigsberg and Amy Klopfenstein

Since its launch in 1998 as “the Amazon.com of DVDs,” Netflix had evolved from a DVD rental company to a video streaming platform and producer of original films and television shows. As the company matured, it regularly increased prices and adjusted its product... View Details

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October 1991 (Revised August 2000)
Case

Becton Dickinson & Company: VACUTAINER Systems Division (Condensed)

By: V. Kasturi Rangan and Frank V. Cespedes

Becton Dickinson, a phenomenally successful company with an 80% market share in the blood collection needles and syringes market faces a change in the customer buying environment (cost containment pressures at hospitals). This forces a reevaluation of the company's... View Details

Keywords: Business Divisions; Customer Satisfaction; Demand and Consumers; Market Participation; Distribution Channels; Success; Corporate Strategy; Value Creation; Health Industry

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21 Jan 2020
News

The Convergence of Digital and Commercial Transformations

September–October 2017
Article

Managing Our Hub Economy: Strategy, Ethics, and Network Competition in the Age of Digital Superpowers

By: Marco Iansiti and Karim R. Lakhani

A small number of digital superpowers—Alibaba, Amazon, Microsoft, and others—have become “hub firms” because they control access to billions of mobile customers coveted by all kinds of product and service providers. These hubs drive increasing returns to scale and... View Details

Keywords: Competition; Strategic Planning; Auto Industry; Technology Industry

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22 Feb 2021
Blog Post

I Found My Future at HBS and You Can Too

community’s lifeblood sat dormant along the banks of the Ohio River. Consumed by poverty, the soft bigotry of low expectations had crept into the social construct, sentencing families in underserved communities like mine to a lifetime of... View Details

December 2007
Article

Adoption of Information Technology under Network Effects

By: Deishin Lee and Haim Mendelson

Because information technologies are often characterized by network effects, compatibility is an important issue. Although total network value is maximized when everyone operates in one compatible network, we find that the technology benefits of the users depend on... View Details

Keywords: Network Effects; Standards; Competitive Strategy; Customization and Personalization; Information Technology; Technology Adoption

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26 May 2003
Research & Ideas

What Your Competition is Telling You

competitors can help grow the market for your products and services, thereby boosting your sales at a time when, with the U.S. slowdown entering its third year, new revenue is exceedingly hard to find. Moreover, the presence of a competitor can also influence View Details

Keywords: by David Stauffer

September 2020
Case

Walmart Health: Scaling During a Pandemic

By: Robert S. Huckman, Yoonjin Min and Marissa Thiel

Amidst the onset of COVID-19 pandemic in the United States, Marcus Obsborne, Vice President for Health and Wellness Transformation at Walmart was planning to scale its new health care clinic business, Walmart Health, to additional locations in Georgia and beyond.... View Details