Revenue Management - Publications - Faculty & Research

08 Jul 2014
First Look

First Look: July 8

upgrading of its channel strategy design that accounted for 46% of North America sales in 2006. Nonetheless, NetApp senior management announced they expected to grow revenue another 30% in fiscal 2007 with... View Details

Keywords: Carmen Nobel

20 Dec 2010
Research & Ideas

Panama Canal: Troubled History, Astounding Turnaround

head counsel of the French company as their foreign minister. (He was not Panamanian and in fact lived in New York.) The lawyer drafted a treaty that gave Panama a far lower share of the canal revenues than the United States could have... View Details

Keywords: by Sarah Jane Gilbert; Transportation

10 Nov 2011
HBS Case

HBS Cases: Making Lincoln Center Cool Again

performances—while reaching out to the younger demographic and speaking to them in their own language. "Lincoln Center hadn't been cool for a very long time, but it's cool now," says Grossman, the MBA Class of 1957 Professor of View Details

Keywords: by Kim Girard; Entertainment & Recreation

13 Jan 2020
Research & Ideas

Do Private Equity Buyouts Get a Bad Rap?

Lerner, the Jacob H. Schiff Professor of Investment Banking at Harvard Business School, who leads the Entrepreneurial Management Unit. “Our paper reveals some very attractive and socially beneficial aspects of the private equity industry,... View Details

Keywords: by Michael Blanding; Financial Services; Banking

01 Oct 1997
News

W. Hall Wendel, Jr.

economy was entering a recession. Great timing!" Leading a group of seven other Polaris managers and joined by his late father, William (MBA '40), he acquired the unit, accomplishing one of corporate America's first LBOs. "We signed the... View Details

Keywords: James E. Aisner; mountain; adventure; climbing

22 Oct 2019
Research & Ideas

Use Artificial Intelligence to Set Sales Targets That Motivate

data, the algorithm learns to predict the outcome from the input data. Unsupervised learning. In this case, using unlabeled data, the algorithm learns the inherent structure from the input data. Either machine learning approach is only as good as the humans who are... View Details

Keywords: by Michael Blanding

08 Aug 2005
Research & Ideas

A Balanced Scorecard Approach To Measure Customer Profitability

financial performance. Many companies have experienced profitless revenue growth. Scorecard measures of the incidence of unprofitable customers and the magnitude of losses from unprofitable relationships focus the organization on View Details

Keywords: by Robert S. Kaplan

December 2020 (Revised April 2021)
Case

Arcos Dorados: A QSR Recovery Plan

By: Forest Reinhardt, José B. Alvarez, Jenyfeer Martinez Buitrago and Mariana Cal

Arcos Dorados—McDonald’s largest independent franchisee, covering Latin America and the Caribbean (LAC)—faced a pandemic that was disrupting the entire consumer foodservice business in 2020. With the exclusive right to own, operate, and sub-franchise McDonald’s... View Details

Citation

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14 Jan 2019
Op-Ed

These 4 CEOs Created a New Standard of Leadership

financial strength, increasing annual revenues to $12 billion while reducing costs. A $3.6 billion fundraising campaign further strengthened its balance sheet. With the help of a skilled team of physician leaders and administrators, John... View Details

Keywords: by Bill George; Health; Banking; Food & Beverage; Consumer Products

19 Feb 2019
First Look

New Research and Ideas, February 19, 2019

algorithm uncovers two distinct behavioral types: "leaders" and "managers." Leaders focus on multi-function, high-level meetings, while managers focus on one-to-one meetings with core functions. Firms with leader CEOs are on average more... View Details

Keywords: Sean Silverthorne

03 Oct 2005
Research & Ideas

The Truck Driver Who Reinvented Shipping

transportation service."5 A section of the Interstate Commerce Act stated that it "was unlawful for anyone to take control or management in a common interest of two or more carriers without getting ICC's approval."... View Details

Keywords: by Anthony J. Mayo & Nitin Nohria; Manufacturing; Transportation; Aerospace

05 May 2015
First Look

First Look: May 5

questionable behaviors during the financial crisis and individual acts of unethical behavior in many spheres of society. When considered together, these actions have had large-scale impact on the economic landscape. In this paper, we discuss recent streams of research... View Details

Keywords: Carmen Nobel

01 Jun 2024
News

Quantum Leap

quantum computing. Qubit is shorthand for “quantum bit,” a bit being the basic unit of information used in digital, or classical, computing. The equipment required to manage even 100 qubits would pack the room, floor to ceiling. SEEQC,... View Details

Keywords: Alexander Gelfand; photographed by Chris Sorensen; quantum computing; innovation; leadership; Computer and Electronic Product Manufacturing; Manufacturing

22 Jul 2002
Research & Ideas

Is Performance-Based Pricing the Right Price for You?

the last major consumer packaged goods advertiser to stay with a 15 percent fee, is moving in this new direction. It is sometimes a pragmatic pathway to managing risk, uncertainty, and performance for the long-term benefit of both... View Details

Keywords: by Benson Shapiro; Manufacturing

Web

Information Technology - Institute For Strategy And Competitiveness

Create standardized templates for medical conditions to improve usability and highlight the information most pertinent to management of a specific condition. Collect structured data , rather than free text, in patient records. Allow easy... View Details

01 Sep 2023
News

Case Study: The Home Team

Illustration by Jon Krause Illustration by Jon Krause Brendan Kennealey (MBA 2006) wasn’t even searching for a business idea. A couple of years ago, the Wilmington, Delaware, native met up with an old friend who’d bought a new house. Over dinner this friend enumerated... View Details

Keywords: Jen McFarland Flint; Real Estate

17 Nov 2009
First Look

First Look: Nov. 17

the global economy. Download the paper: http://www.hbs.edu/research/pdf/10-037.pdf Management and the Financial Crisis (We have Met the Enemy and He Is Us ) Author:William A. Sahlman Abstract The financial crisis of 2008-2009 has revealed... View Details

Keywords: Martha Lagace

30 Sep 2008
First Look

First Look: September 30, 2008

management may motivate managers to operate with insufficient labor levels, which, in turn, degrades profitability. Download the paper: http://www.hbs.edu/research/pdf/09-040.pdf Cases & Course... View Details