Customer Profitability Analysis - Publications - Faculty & Research

18 Jul 2023
News

The First Five Years: Brooke Biederman (MBA 2019)

work in watches. Next, Discovery, a South African health care company, incentivizes healthy behavioral change that leads to fewer claims and lower premiums for customers as the company's cost to serve them decreases, too. It's an... View Details

Keywords: Robert Bochnak

14 Nov 2017
First Look

New Research and Ideas: November 14, 2017

Publisher's link: https://www.hbs.edu/faculty/Pages/item.aspx?num=53459 Winter 2017 Oxford Review of Economic Policy An Invitation to Market Design By: Kominers, Scott Duke, Alexander Teytelboym, and Vincent P. Crawford Abstract—Market design seeks to translate economic... View Details

Keywords: Carmen Nobel

16 Oct 2023
HBS Case

Advancing Black Talent: From the Flight Ramp to 'Family-Sustaining' Careers at Delta

Keyra Lynn Johnson. “The frontline perspective can give management important insight into the employee experience and what customers really want from the airline.” Delta has reclassified most jobs that had previously required a degree and... View Details

Keywords: by Lane Lambert; Air Transportation

29 Nov 2022
Research & Ideas

How Much More Would Holiday Shoppers Pay to Wear Something Rare?

holiday shopping season. With record inflation, rising interest rates, and economic jitters weighing on consumers, pricing strategies could become more critical to getting customers to buy during the coming weeks and beyond. The rare red... View Details

Keywords: by Michael Blanding; Retail

2012
Working Paper

When Do User Innovators Start Firms? A Theory of User Entrepreneurship

A rich and distinguished body of research has documented the importance of user innovations. For the most part, this literature has found that users innovate but do not commercialize their innovations. Instead, users benefit from using their innovations and allow... View Details

Keywords: Customers; Commercialization; Emerging Markets; Entrepreneurship; Innovation and Invention

Citation

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21 Dec 2010
First Look

First Look: December 21

PublicationsHas the Shift to Stronger Intellectual Property Rights Promoted Technology Transfer, FDI, and Industrial Development? Authors:Lee Branstetter, C. Fritz Foley, and Kamal Saggi Publication:The WIPO Journal: Analysis and Debate... View Details

03 Mar 2023
Research & Ideas

When Showing Know-How Backfires for Women Managers

demonstrate their capabilities before an audience. But this can be dangerous: Feldberg found that when women put off private office tasks such as strategic planning or data analysis, their departments’ profits and View Details

Keywords: by Kara Baskin; Retail; Consumer Products

06 Jun 2016
Research & Ideas

Skills and Behaviors that Make Entrepreneurs Successful

Leader. Dimensions of entrepreneurial leadership A literature review combined with interviews of successful entrepreneurs helped the team define key factors that formed the foundation for the self-assessment. These dimensions were further refined based on statistical... View Details

Keywords: by HBS Working Knowledge

30 Nov 2021
In Practice

What's the Role of Business in Confronting Climate Change?

The 26th annual United Nations Climate Change Conference of the Parties, also known as COP26, ended with a hard-fought pact that called on businesses and governments to meet their climate change goals faster. The event followed an August report by the Intergovernmental... View Details

Keywords: by Lynn Schenk and Dina Gerdeman

24 Jan 2005
Research & Ideas

Rethinking Activity-Based Costing

analysis for a customer service department for its first fiscal quarter. The percentage of time spent on activities is determined from employee surveys. Once activity quantities are known or forecast,... View Details

Keywords: by Robert S. Kaplan & Steven R. Anderson

01 Sep 2023
News

Money Does Grow on (Family) Trees

For 17 years, Andre Kearns (MBA 1999) has been tracing his family tree. One by one, he has added branches, grounding himself in a long and sometimes complicated lineage. Through family stories, forgotten heirlooms, and vital records, Kearns has traveled back through... View Details

Keywords: April White; Illustrations by Fabio Consoli; News, Library, Internet, and Other Services; Information

21 Oct 2022
Research & Ideas

People Trust Business, But Expect CEOs to Drive Social Change

Public trust in business remains relatively unshaken amid economic turbulence and a lingering pandemic, even as faith in the media and government falters, but leaders could do more to address social issues, a new global opinion survey shows. However, not everyone... View Details

Keywords: by Scott Van Voorhis

04 Jun 2024
Research & Ideas

Navigating Consumer Data Privacy in an AI World

Harnessing customer data well is central to any modern business, as is earning consumers’ trust that their information will stay private. With data breaches growing more common, regulations are tightening across the globe to bolster... View Details

Keywords: by Rachel Layne; Technology; Information Technology

14 Mar 2023
In Practice

What Does the Failure of Silicon Valley Bank Say About the State of Finance?

crisis—and was the second-biggest to fail ever. Analysts say SVB was largely unprepared for the Federal Reserve’s aggressive interest rate increases, which shrank the value of its investments. As word spread quickly online that the bank could be in trouble last week,... View Details

Keywords: by Dina Gerdeman; Financial Services; Banking

February 1998 (Revised February 1999)
Case

Amway Japan Limited

In April 1997, the president of Amway Japan (AJL, Tokyo, Japan), pondered how to reverse the first performance decline the company has experienced since entering the Japanese direct selling market in 1979. Established as the tenth overseas subsidiary of Amway Corp. of... View Details

Keywords: Strategic Planning; Motivation and Incentives; Business Subsidiaries; Distribution Channels; Customer Satisfaction; Consumer Products Industry; Michigan; Tokyo

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Leadership - Faculty & Research

of caring for not only the corporation and shareholders but also the patients and medical professionals. How should leaders of health-related businesses weigh the demand for efficiency and profit alongside the care of patients and the... View Details

21 Oct 2014
First Look

First Look: October 21

would allow RTR to aggressively expand its inventory and customer acquisition efforts in order to serve a broader range of customer segments with a wider selection of products (e.g., accessories, maternity... View Details

Keywords: Sean Silverthorne

28 Jul 2009
First Look

First Look: July 28

fashion company competing in a variety of unconventional ways, many "experience economy" related. Moods fronts their brand with the "boy band" images of its three founders and designs eccentric features into their clothes as a way of gaining... View Details

Keywords: Martha Lagace

Web

Health Care - Faculty & Research

Kumar, Kevin Schulman and Karen Staman Health care administration educators are at a crossroads: the health care sector is rife with inefficiencies, erratic quality, unequal access, and sky-high costs, complex problems which call for innovative solutions, and yet,... View Details

18 Jun 2024
Research & Ideas

Central Banks Missed Inflation Red Flags. This Pricing Model Could Help.

economists due to their complexity and the need to account for varying frequencies of price changes. However, these models offer significant theoretical advantages. They consider profit margins, recognizing that companies are more likely... View Details

Keywords: by Rachel Layne; Financial Services; Banking

Publications