Customer Profitability Analysis - Publications - Faculty & Research

15 Jan 2019
News

Gillette, Brexit and Molasses

17 Mar 2021
Research & Ideas

Beyond Pajamas: Sizing Up the Pandemic Shopper

for profit margins? The stakes are high. Without a doubt, bringing more customers into online channels offers a great upside. Not only do they contribute to sales today, but they may continue to buy online... View Details

Keywords: by Ayelet Israeli, Eva Ascarza, and Laura Castrillo; Retail

18 Feb 2009
First Look

First Look: February 18, 2009

implications of such two-sided competition on the actions and source of profits of media firms. One main conclusion we reach is that media firms may charge higher content prices in a duopoly than in a monopoly. This happens because... View Details

Keywords: Martha Lagace

Web

The Five Forces - Institute For Strategy And Competitiveness

Forces analysis can help companies assess which industries to compete in—and how to position themselves for success. Key Industry Structure Concepts Every industry is different, but the underlying drivers of View Details

08 Dec 2008
Research & Ideas

Thinking Twice About Supply-Chain Layoffs

potential profit drivers rather than the first troops to cut in a downturn. Ton's working paper, "The Effect of Labor on Profitability: The Role of Quality", examines how mundane activities such as stocking shelves, setting up displays,... View Details

Keywords: by Julia Hanna; Retail

22 Oct 2007
Research & Ideas

Bringing ‘Lean’ Principles to Service Industries

"waterfall" method in which each step of the process is completed in turn by a separate worker. By sharing mistakes across the process, the customer and project team members benefit individually and collectively from increased... View Details

Keywords: by Julia Hanna; Computer

11 Apr 2007
Research & Ideas

Adding Time to Activity-Based Costing

companies do not need a full-fledged ERP system to get most of the benefits. The TDABC system can import data from separate systems, such as the monthly general ledger, a production scheduling system, and a customer order file, and still... View Details

Keywords: by Sarah Jane Gilbert

13 Dec 2010
Research & Ideas

Managing the Support Staff Identity Crisis

departments traditionally focused on support functions. (He elaborates on the subject of cross-silo collaboration in his recent book, Reorganize for Resilience: Putting Customers at the Center of Your Business.) "What we often see... View Details

Keywords: by Carmen Nobel

George Serafeim

George Serafeim is the Charles M. Williams Professor of Business Administration at Harvard Business School, where he co-leads the Climate and Sustainability Impact Lab within the Digital, Data, and Design Institute. He teaches the MBA course “Risks, Opportunities,... View Details

Keywords: asset management; insurance industry; automobiles; industrial goods; fashion; food; green technology

26 Feb 2018
Research & Ideas

The Airbnb Effect: Cheaper Rooms for Travelers, Less Revenue for Hotels

traditionally earned their biggest margins when rooms were scarce and customers were forced to pay higher rates—such as in Midtown Manhattan on New Year's Eve. And it's good news for travelers who don't have to pay through the roof to get... View Details

Keywords: by Dina Gerdeman; Travel

Das Narayandas

Das Narayandas is the Edsel Bryant Ford Professor of Business Administration at the Harvard Business School. His academic credentials include a Bachelor of Technology degree in Engineering from the Indian Institute of Technology, Bombay (IITB), a Post-Graduate... View Details

Keywords: advertising; beauty products; biotechnology; computer; electrical equipment; electronics; entertainment; federal government; high technology; industrial goods; information technology industry; internet; management consulting; manufacturing; marketing industry; professional services; retailing; telecommunications; transportation

2009
Book

Supercorp: How Vanguard Companies Create Opportunity, Profits, Growth, and Social Good

By: Rosabeth M. Kanter

Supercorp is based on a 3-year study involving more than 350 interviews in 20 countries to identify the leadership practices and operating methods of major companies seeking profitable growth through innovation that benefits society. For example, when the tsunami and... View Details

Keywords: Profit; Leadership; Mission and Purpose; Opportunities; Welfare

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June 2009
Case

Plaza, the Logistics Park of Zaragoza

In the year 2000, the Government of the Autonomous Community of Aragón, Spain, made public a project for the development of a large-scale logistics park in the outskirts of the city of Zaragoza. With an area of nearly 13 square kilometers, PLAZA (an acronym for... View Details

Keywords: Customer Satisfaction; Geographic Location; Growth and Development Strategy; Infrastructure; Logistics; Supply Chain; Transportation; Distribution Industry; Zaragoza

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November 2016 (Revised December 2016)
Module Note

Strategy Execution Module 7: Designing Asset Allocation Systems

By: Robert Simons

This module reading provides tools and analyses for acquiring and allocating resources. The module begins by reviewing the importance of setting strategic boundaries as a basis for asset acquisitions. Next, a distinction is made between new assets acquired to meet... View Details

Keywords: Management Control Systems; Implementing Strategy; Execution; Asset Allocation Systems; Payback; Discounted Cash Flow; Internal Rate Of Return; Strategic Investments; Analyzing Acquisitions; Strategy; Capital Budgeting

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02 Nov 2010
First Look

First Look: November 2, 2010

http://www.hbs.edu/research/pdf/10-063.pdf Do Bonuses Enhance Sales Productivity? A Dynamic Structural Analysis of Bonus-Based Compensation Plans Authors:Doug J. Chung, Thomas Steenburgh, and K. Sudhir Abstract We estimate a dynamic... View Details

Keywords: Sean Silverthorne

March 1991 (Revised July 1993)
Case

Kyocera Corp.

By: John P. Kotter

Examines the three factors critical to this company's remarkable success in the high tech field. The first factor is the founder, Dr. Inamori's powerful leadership. The second is the strong corporate culture or philosophy of the firm. The third element in Kyocera's... View Details

Keywords: Customer Relationship Management; Information Infrastructure; Leadership Style; Management Systems; Management Style; Organizational Culture; Practice; Profit; Planning; Technology Industry; Electronics Industry

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20 Aug 2013
First Look

First Look: August 20

Publications August 2013 Marketing Science Do Bonuses Enhance Sales Productivity? A Dynamic Structural Analysis of Bonus-Based Compensation Plans By: Chung, Doug J., Thomas Steenburgh, and K. Sudhir Abstract—We estimate a dynamic... View Details

Keywords: Anna Secino

Benson P. Shapiro

Benson P. Shapiro is a well-known authority on marketing strategy and sales management with particular interests in pricing, product line planning, and marketing organization. He is also the Malcolm P. McNair Professor of Marketing Emeritus at the Harvard Business... View Details

April 2010
Case

Bill Nichol Negotiates with Walmart: Hard Bargains over Soft Goods (A)

By: James K. Sebenius and Ellen Knebel

CEO Bill Nichol must somehow negotiate a surprise ultimatum from Walmart, his largest customer, about his largest and most profitable product line: “We're dropping it.” Among its hosiery products, the Kentucky Derby Hosiery Co. produces and sells a branded line of... View Details

Keywords: Customer Relationship Management; Crisis Management; Negotiation Tactics; Conflict Management; Apparel and Accessories Industry; North America

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December 2022
Article

The Task Bind: Explaining Gender Differences in Managerial Tasks and Performance

By: Alexandra C. Feldberg

This multi-method study of managers in a grocery chain identifies a novel mechanism by which threats of gender stereotypes undermine women’s ability to be effective managers. I find that women managers face a task bind, a dilemma that managers experience as they try to... View Details

Keywords: Gender Stereotypes; Gender; Managerial Roles; Performance Expectations

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