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  • July 2010 (Revised December 2011)
  • Background Note

Marketing Analysis Toolkit: Pricing and Profitability Analysis

By: Thomas J. Steenburgh and Jill Avery
Pricing is one of the most difficult decisions marketers make and the one with the most direct and immediate impact on the firm's financial position. This toolkit will introduce the fundamental terminology and calculations associated with pricing and profitability... View Details
Keywords: Forecasting and Prediction; Price; Profit; Management Analysis, Tools, and Techniques; Marketing Strategy; Demand and Consumers; Measurement and Metrics; Strategic Planning; Mathematical Methods; Retail Industry
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Steenburgh, Thomas J., and Jill Avery. "Marketing Analysis Toolkit: Pricing and Profitability Analysis." Harvard Business School Background Note 511-028, July 2010. (Revised December 2011.)
  • 19 Jan 2017
  • News

Finding Purpose in Profit

expanding her focus to principles as well as profits has enabled her to become more the person she hoped to be when growing up. “I’m sure some measure of feeling abandoned—by my mom through death, by my dad through sadness and alcoholism,... View Details
Keywords: Robert S. Benchley; B corporations
  • June 1997 (Revised February 2000)
  • Case

Walker and Company: Profit Plan Decisions

By: Robert L. Simons and Ramsey Walker
Ramsey Walker, a second-year MBA student, must decide how to control a family business as an absentee owner. After providing background details on the publishing industry, the case requires the reader to: 1) make a product segmentation decision; 2) prepare a profit... View Details
Keywords: Organizational Structure; Family and Family Relationships; Market Design; Management Systems; Planning; Profit; Performance Evaluation; Segmentation; Corporate Strategy; Investment Return; Publishing Industry
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Simons, Robert L., and Ramsey Walker. "Walker and Company: Profit Plan Decisions." Harvard Business School Case 197-084, June 1997. (Revised February 2000.)
  • August 2002 (Revised November 2016)
  • Background Note

Customer Profitability and Lifetime Value

By: Elie Ofek
Introduces the central concepts involved in determining customer lifetime value, with detailed analysis and examples from the realm of direct marketing. Implications for marketing strategy and customer relationship management are briefly discussed. View Details
Keywords: Customer Value and Value Chain; Customer Relationship Management; Customization and Personalization; Product Marketing; Sales; Marketing Strategy; Management Analysis, Tools, and Techniques; Consumer Products Industry
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Ofek, Elie. "Customer Profitability and Lifetime Value." Harvard Business School Background Note 503-019, August 2002. (Revised November 2016.)
  • Editorial

The Type of Purpose That Makes Companies More Profitable

By: George Serafeim and Claudine Gartenberg
Keywords: Corporate Purpose; Middle Management; Vision; Culture; Mission and Purpose; Organizational Culture; Profit
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Serafeim, George, and Claudine Gartenberg. "The Type of Purpose That Makes Companies More Profitable." Harvard Business Review (website) (October 21, 2016).
  • 02 Jul 2010
  • What Do You Think?

Is Profit as a “Direct Goal” Overrated?

Summing Up Why do managers choose to pursue profit so directly? The word "profit" in this month's column provoked a wide range of issues and emotions among respondents. It set off several debates.... View Details
Keywords: by Jim Heskett
  • 01 Dec 2021
  • News

Humanizing the Profit Motive

  • June 2012
  • Case

Siemens AG: Key Account Management

By: Thomas Steenburgh, Michael Ahearne and Elena Corsi
The key account manager of an engineering company has to convince a department to give up important contracts. The German engineering company Siemens had set up a global key account management program since 2010. The key account manager of an emerging account had been... View Details
Keywords: Key Account Management; Commercialization; Marketing; Marketing Management; Engineering; Marketing Strategy; Customer Relationship Management; Profit; Problems and Challenges; Electronics Industry; Consumer Products Industry; Europe
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Steenburgh, Thomas, Michael Ahearne, and Elena Corsi. "Siemens AG: Key Account Management." Harvard Business School Case 512-110, June 2012.
  • May–June 1991
  • Article

Profit Priorities from Activity-Based Costing

By: Robin Cooper and Robert S. Kaplan
Keywords: Activity Based Costing and Management; Profit
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Cooper, Robin, and Robert S. Kaplan. "Profit Priorities from Activity-Based Costing." Harvard Business Review 69, no. 3 (May–June 1991): 130–135.
  • August 1994
  • Case

Komatsu Ltd. (B): Profit Planning and Product Costing

Describes Komatsu's profit planning and product costing systems. Komatsu can boast a high degree of employee dedication to achieving its profit plan. Also explores the logic behind the design of a new cost system at Komatsu that is less accurate at the product level... View Details
Keywords: Cost Accounting; Cost Management; Profit
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Cooper, Robin. "Komatsu Ltd. (B): Profit Planning and Product Costing." Harvard Business School Case 195-061, August 1994.
  • 20 Dec 2006
  • Working Paper Summaries

The Demise of Cost and Profit Centers

Keywords: by Robert S. Kaplan
  • March 2000
  • Case

Merloni Elettrodomestici spa: Building for Profit

By: Joseph L. Bower, Bruce McKern and John L. Naman
In 1995, the Merloni management is faced with profitless prosperity. A rise in raw material prices in the face of ferocious competition in their markets hurts margins. At the same time, the company is trying to expand geographically in order to become Pan-European and... View Details
Keywords: Business or Company Management; Profit; Management; Problems and Challenges; Markets; Europe
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Bower, Joseph L., Bruce McKern, and John L. Naman. "Merloni Elettrodomestici spa: Building for Profit." Harvard Business School Case 300-118, March 2000.
  • December 2014
  • Article

Market Competition, Earnings Management, and Persistence in Accounting Profitability Around the World

By: Paul M. Healy, George Serafeim, Suraj Srinivasan and Gwen Yu
We examine how cross-country differences in product, capital, and labor market competition, and earnings management affect mean reversion in accounting return on assets. Using a sample of 48,465 unique firms from 49 countries, we find that accounting returns mean... View Details
Keywords: Corporate Performance; Valuation; Equity Valuation; Persistence; Competitive Advantage; Institutions; Earnings Management; Labor Market; Capital Markets; Competition; Profit; Performance; Supply and Industry; Financial Statements; Government and Politics; Globalized Markets and Industries
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Healy, Paul M., George Serafeim, Suraj Srinivasan, and Gwen Yu. "Market Competition, Earnings Management, and Persistence in Accounting Profitability Around the World." Review of Accounting Studies 19, no. 4 (December 2014): 1281–1308.
  • July 2010
  • Supplement

Marketing Analysis Toolkit: Pricing and Profitability Analysis (CW)

By: Thomas J. Steenburgh and Jill Avery
Pricing is one of the most difficult decisions marketers make and the one with the most direct and immediate impact on the firm's financial position. This toolkit will introduce the fundamental terminology and calculations associated with pricing and profitability... View Details
Keywords: Management Analysis, Tools, and Techniques; Marketing Strategy; Decisions; Strategic Planning; Price; Partners and Partnerships; Cost; Demand and Consumers; Revenue; Profit; Mathematical Methods; Measurement and Metrics
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Steenburgh, Thomas J., and Jill Avery. "Marketing Analysis Toolkit: Pricing and Profitability Analysis (CW)." Harvard Business School Spreadsheet Supplement 511-701, July 2010.
  • June 2005
  • Case

Growth and Profitability at Fresenius

By: Joel Podolny, Vincent Dessain, Monika Stachowiak and Anders Sjoman
In March 2005, Mark Schneider, CEO of Fresenius, is considering the group's strategic and organizational future. The highly decentralized 7 billion euro German health care group is active in three different business units, with the largest, FMC AG, listed separately... View Details
Keywords: Globalized Firms and Management; Diversification; Organizational Structure; Growth and Development Strategy; Health Industry; Germany
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Podolny, Joel, Vincent Dessain, Monika Stachowiak, and Anders Sjoman. "Growth and Profitability at Fresenius." Harvard Business School Case 405-083, June 2005.
  • 2011
  • Case

Xinxing Ductile Iron Pipes: Transforming the Management Control System in Time of Crisis

By: Ning Jia, F. Warren McFarlan and Xiaohui Li
Xinxing Ductile Iron Pipes Co. is a Chinese state-owned enterprise (SOE) that manufactures cast pipe products and steel products. The company had grown to become a dominant player in the ductile iron pipe industry, holding more than 40% domestic market share and nearly... View Details
Keywords: Control Systems; Cost Centers; Manufacturing; Profit Centers; China
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Jia, Ning, F. Warren McFarlan, and Xiaohui Li. "Xinxing Ductile Iron Pipes: Transforming the Management Control System in Time of Crisis." Tsinghua University Case, 2011.
  • 27 Sep 2004
  • Research & Ideas

IBM Finds Profit in Diversity

excerpt, Thomas describes the key factors that made the initiative a success. Any major corporate change will succeed only if a few key factors are in place: strong support from company leaders, an employee base that is fully engaged with the initiative, View Details
Keywords: by David A. Thomas
  • October 2006 (Revised August 2007)
  • Case

Calloway Laboratory: Pee for Profit

By: Richard G. Hamermesh and David Kiron
Describes the formation and rapid growth of a drug-testing company. The company needs to decide whether to enter the painkiller testing market, in addition to growing its drug treatment center business. View Details
Keywords: For-Profit Firms; Health Care and Treatment; Health Testing and Trials; Growth and Development Strategy; Market Entry and Exit; Health Industry
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Hamermesh, Richard G., and David Kiron. "Calloway Laboratory: Pee for Profit." Harvard Business School Case 807-040, October 2006. (Revised August 2007.)
  • 13 Apr 2015
  • Research & Ideas

3 Ways Firms Can Profit From Environmental Investments

In the course of her work, Rebecca Henderson meets business executives who don't address the threat of climate change because they don't believe that it exists. Her recommendation: They should consider investments in environmental sustainability anyway, assuming that... View Details
Keywords: by Carmen Nobel; Energy; Utilities
  • 20 Sep 2022
  • Cold Call Podcast

Larry Fink at BlackRock: Linking Purpose to Profit

Keywords: Re: George Serafeim; Financial Services
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