Publications
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(3,330)
- Faculty Publications (1,019)
- July 2010
- Supplement
Marketing Analysis Toolkit: Customer Lifetime Value Analysis (CW)
By: Thomas J. Steenburgh and Jill Avery
Customers are increasingly being viewed as assets that bring value to the firm. Customer lifetime value is a metric which allows managers to understand the overall value of their customer base and relate it to three customer strategies firms employ: asset acquisition -... View Details
- July 2010 (Revised January 2017)
- Background Note
Marketing Analysis Toolkit: Customer Lifetime Value Analysis (2024)
By: Thomas Steenburgh and Jill Avery
Customers are increasingly being viewed as assets that bring value to the firm. Customer lifetime value is a metric that allows managers to understand the overall value of their customer base and relate it to three customer strategies firms employ: asset... View Details
Keywords: Customer Lifetime Value; Return On Investment; Customer Acquisition; Customer Retention; Customer Churn; ＂Marketing Analytics＂; Marketing; Customer Relationship Management; Customer Focus and Relationships; Customer Value and Value Chain; Management Analysis, Tools, and Techniques; Marketing Strategy; Measurement and Metrics; Strategic Planning; Value
- July 2010
- Technical Note
Note on the Asset Management Industry
By: Clayton S. Rose and Scott Waggoner
This note provides an overview of the structure and function of the asset management industry, with a primary focus on the U.S. It was designed to support the HBS MBA course "Managing the Financial Firm." View Details
- July 2010
- Technical Note
Note on the Banking Industry
By: Clayton S. Rose and Scott Waggoner
This note provides an overview of the structure and function of the banking industry, with a primary focus on the U.S. It was designed to support the HBS MBA course "Managing the Financial Firm." View Details
- July 2010
- Technical Note
Note on the Insurance Industry
By: Clayton S. Rose and Scott Waggoner
This note provides an overview of the structure and function of the Insurance industry, with a primary focus on the U.S. It was designed to support the HBS MBA course "Managing the Financial Firm." View Details
- June 2010 (Revised January 2011)
- Teaching Note
Scientific Glass Incorporated: Inventory Management (Brief Case)
By: Steven C. Wheelwright and William Schmidt
Teaching Note for 4208 View Details
- 2010
- Book
The New Science of Retailing: How Analytics Are Transforming the Supply Chain and Improving Performance
By: Marshall Fisher and Ananth Raman
Retailers today are drowning in data but lacking in insight: They have huge volumes of information at their disposal. But they're unsure of how to sort through it and use it to make smart decisions. The result? They're struggling with profit-sapping supply chain... View Details
- May 2010 (Revised January 2014)
- Case
Water Shortage and Property Investing in Mexico City
By: John D. Macomber, Regina Garcia-Cuellar and Griffin James
A commercial property company evaluates water risks including the government's ability to remedy, the company's operating exposure and mitigation, and whether to relocate because of water risk. A real estate fund manager assesses investment prospects in Mexico City in... View Details
- April 2010
- Teaching Note
Supply Chain Partners: Virginia Mason and Owens & Minor (TN) (A), (B), and (A) (Abridged)
By: V.G. Narayanan and Lisa Brem
Teaching Note for [109076], [109077], and [110063].. View Details
Keywords: Medical Devices and Supplies Industry
- April 2010 (Revised September 2011)
- Case
Supply Chain Partners: Virginia Mason and Owens & Minor (A) (Abridged)
By: V.G. Narayanan and Lisa Brem
Owens & Minor (O&M) performed lean inventory services for Virginia Mason (VM) as its Alpha Vendor, but the outdated industry pricing model created perverse incentives and could not capture O&M's costs. Together, O&M and VM created an activity-based pricing model: Total... View Details
- March 2010 (Revised April 2014)
- Case
American Well: The Doctor Will E-See You Now
By: Elie Ofek and Ron Laufer
What is next for healthcare IT provider American Well, whose innovative Online Care technology allows physicians to deliver care to patients online in real time? Using American Well's platform, patients with non-emergency health concerns can communicate with physicians... View Details
- February 2010
- Case
Revitalizing Dell
By: Jan W. Rivkin
Dell Inc., with its vaunted Direct Model, defined success in the personal computer industry for more than a decade. Starting in the mid-2000s, however, the company fell on hard times. In 2009, Michael Dell and his management team must figure out why the Direct Model... View Details
- February 2010
- Case
Go Mobile: The Phirbol Franchise
By: Rajiv Lal and Natalie Kindred
To grow Phirbol, a telecom retail franchise chain in Delhi, India's underdeveloped markets, its founders were exploring ways to offer more value to the franchisees. In mid-2009, the Phirbol franchise was comprised of some 150 franchisees that had converted their small... View Details
- February 2010 (Revised June 2022)
- Case
Dollarama Inc.
By: Andre F. Perold
Dollarama is the leading operator of dollar stores in Canada. The firm performed extraordinarily well after a leveraged buyout in 2004 and recently executed a highly successful IPO. The company sources its goods primarily from Asia. It has strong brand recognition and... View Details
- February 2010
- Background Note
Marketing Analysis Toolkit: Situation Analysis
By: Thomas J. Steenburgh and Jill Avery
Before managers can begin to formulate marketing strategies for their businesses, they must have a strong understanding of the internal and external marketing environments in which they are operating. In this note, we present three methods for collecting and analyzing... View Details
- 2010
- Working Paper
When Open Architecture Beats Closed: The Entrepreneurial Use of Architectural Knowledge
This paper describes how entrepreneurial firms can use superior architectural knowledge to open up a technical system to gain strategic advantage. The strategy involves, first, identifying "bottlenecks" in the existing system, and then creating a new open architecture... View Details
- January 2010 (Revised March 2013)
- Case
HubSpot: Lower Churn through Greater CHI
By: F. Asis Martinez Jerez, Thomas Steenburgh, Jill Avery and Lisa Brem
HubSpot, a web marketing startup is under pressure from VCs to rapidly acquire new customers and to maintain a low level of customer churn. In the case, students explore the drivers of customer churn and uncover opportunities to increase customer retention across the... View Details
- January 2010 (Revised February 2010)
- Case
IFP, Indonesia
By: Roy D. Shapiro
IFP, Ltd. is a Europe-based multinational mining and minerals company contemplating an investment to produce forest products in Indonesia. The primary case decisions are 1) how to assess political and operating risk, 2) how to integrate economic and political risk... View Details
- January 2010 (Revised December 2011)
- Case
Jiamei Dental: Private Health Care in China
By: William C. Kirby and G.A. Donovan
With the recent announcement from the Chinese government that the country's healthcare system was going to undergo reform, Jiamei Dental Chairman Liu Jia wondered what that meant for his 15 year-old dental clinic business. Founded in 1993, Jiamei Dental Medical... View Details
- January 2010
- Case
DR Corporation
By: Roy D. Shapiro
DR Corporation is a manufacturer of major appliances. The traffic manager is facing a decision of selecting a carrier for the inbound movement of motors. The primary case decisions are 1) what factors are critical to the decision; 2) how to calculate the tradeoffs... View Details