Revenue Management - Publications - Faculty & Research

01 May 2000
What Do You Think?

Can You Hard-Wire Performance?

success to the success of its engines in delivering valuable up-time to ultimate customers. But it did much more than that. By guaranteeing up-time at a given cost, GE's management created a built-in incentive to improve the product and... View Details

Keywords: by James Heskett

05 Mar 2014
What Do You Think?

When Will the Next Dot.com Bubble Burst?

monetize concepts, many of them apps for Android and IOS, driving doubtful revenue models in packed market segments with little differentiating code." Nol Perreira asked, "What will prick the bubble? The timing of that is, one... View Details

Keywords: by James Heskett; Publishing; Retail

18 Jun 2001
Research & Ideas

Tech Investment the Wise Way

Excerpted with permission from "The Dual Edged Role of the Business Model in Leveraging Corporate Technology Investments," in Taking Technical Risks: How Innovators, Executives, and Investors Manage High Tech Risks, article ©... View Details

Keywords: by Henry Chesbrough & Richard S. Rosenbloom

04 Nov 2002
Research & Ideas

From Lone Star to Team Player

revenues from cross-selling of products originally developed in one unit but are now sold in other units as well. It has become a truism that sharing knowledge and collaboratingis good, but many times it is not.— Morten T. Hansen The... View Details

Keywords: by Mallory Stark

17 Feb 2015
HBS Case

HBS Cases: The Battle for San Francisco

for Silicon Valley, brandishing signs that read "Stop Displacement Now!" "The incident brought to the surface the values and aspirations of long-standing residents and the challenges they were facing," says Clayton S. Rose, professor of View Details

Keywords: by Michael Blanding; Technology

27 Dec 2010
Research & Ideas

HBS Faculty on 2010’s Biggest Business Developments

Bill George, Professor of Management Practice Social networking is the most significant business development of 2010, topping the resurgence of the U.S. automobile industry. During the year social networking morphed from a personal... View Details

Keywords: by Staff

22 Jun 2011
Sharpening Your Skills

Sharpening Your Skills: Motivation

Dynamic Structural Analysis of Bonus-Based Compensation Plans Companies generally pay their sales staff with some combination of salary, commissions, and bonuses for meeting quotas—with sales force costs averaging about 10 percent of sales View Details

Keywords: Re: Multiple Faculty

10 Jun 2013
Research & Ideas

How Numbers Talk to People

deep statistical analysis, just good data and reporting approaches. It is often encountered in online businesses, where customer clickstreams provide plenty of data-often too much-for analysis. One expert practitioner of the CSI story approach is Joe Megibow, vice... View Details

08 Jul 2008
First Look

First Look: July 8, 2008

for positions of international leadership in research and education. Bargains-then-ripoffs: Innovation, Pricing and Lock-in in Enterprise Software Author:Ian Larkin Periodical:Best Paper Proceedings of the Academy of Management (2008).... View Details

Keywords: Martha Lagace

16 Jan 2018
First Look

First Look at New Research and Ideas, January 16, 2018

companies offer a direct stake in the company's performance through stock, a share in profits, or both. Companies with employee stock ownership plans report significantly higher sales growth and higher revenue per employee than do... View Details

Keywords: Sean Silverthorne

09 Aug 2013
Research & Ideas

Read All About It: Digital CEO Buys Traditional Media!

the world are trying to reinvent themselves for digital success. Indeed, few strategic problems are as hard as those confronting newspapers—declining print revenues, even greater declines in advertising revenue (mostly due to the loss of... View Details

Keywords: by Jim Aisner; Journalism & News; Publishing

30 Sep 2002
Research & Ideas

Use the Psychology of Pricing To Keep Customers Returning

that such a manager has little hope of retaining this customer from year to year, there is little incentive to encourage consumption by billing in installments. Instead, he can minimize administrative hassles and maximize View Details

Keywords: by Manda Mahoney

13 Jun 2012
HBS Case

HBS Cases: A Startup Takes On the Credit Ratings Giants

intelligence firm for nearly $2 billion, he remained active in venture capital, start-ups and charity work. In 2009 he founded the risk management consulting firm K2 Global Consulting with his eldest son. That was also the year he asked... View Details

Keywords: by Maggie Starvish; Banking; Financial Services

January 2009
Supplement

Live Nation Faces the Music (B)

By: Stephen P. Bradley, Frank V. Cespedes and Kerry Herman

In 2008, concert producer and promoter Live Nation, faces a decision about its strategy in light of the tumultuous changes in the music industry and the increasing power of the major artists. As the music business once again recreates itself in response to new... View Details

Keywords: Arts; Transformation; Revenue; Framework; Five Forces Framework; Demand and Consumers; Industry Structures; Relationships; Opportunities; Power and Influence; Business Strategy; Music Industry

Citation

02 Sep 2002
Research & Ideas

Foreign Multinationals in the U.S.: A Rocky Road

leading U.K. companies derive substantial proportions of their revenues from the U.S. The differences in management style and culture have become far more nuanced. Large British multinationals probably... View Details

Keywords: by Sarah Jane Johnston & Martha Lagace

20 Jan 2009
Research & Ideas

Risky Business with Structured Finance

percent of its revenues came from rating structured finance products, versus the 32 percent of revenues generated from its traditional business of rating corporate bonds. A simulation is "still a model... View Details

Keywords: by Julia Hanna; Banking; Financial Services

03 Feb 2018
Op-Ed

How to Heed BlackRock's Call for Corporate Social Responsibility

Larry Fink recently created a shockwave. As cofounder, chairman, and CEO of BlackRock, one of the world’s largest global asset management firms, in an open letter to CEOs he caught the attention of financial markets and beyond by... View Details

Keywords: by Julie Battilana

16 Jul 2021
Op-Ed

For Entrepreneurs, the Benefits of Slowing Down

class=infogram-embed data-id=_/UddyZtUFxQwXnFZ7mkNa][/div] I was reminded of the value of slowing down during the last few days by one of my founders who is in the midst of closing a massive financing at a "unicorn" valuation. The company is on a tear, having grown... View Details

Keywords: by Jeffrey Bussgang

08 Jul 2002
Research & Ideas

How to Fashion Your New E-Business Model

when a market participant or network of participants is able to leverage capabilities and infrastructure to increase revenues and profitability within a single product line or market. Economies of scope are achieved when a market... View Details

Keywords: by Lynda M. Applegate

09 Oct 2001
Research & Ideas

Five Questions for Paul Lawrence and Nitin Nohria

memory that the product was safe to drink. Q: What can any manager or business leader take away from reading Driven? A: All managers and business leaders need to get things done through people. It is hard to... View Details

Keywords: by Sean Silverthorne

Publications