Revenue Strategy - Publications - Faculty & Research

October 2016 (Revised January 2017)
Supplement

Bally Total Fitness (B): The Fall, 2005–2016

By: John R. Wells and Gabriel Ellsworth

By many measures the largest health-club chain in the United States in the early 2000s, Bally Total Fitness sold most of its remaining fitness clubs to 24 Hour Fitness in 2014 and disappeared from the industry top 100 rankings. After Bally was bedeviled by accounting... View Details

Citation

Purchase

03 Jan 2007
First Look

First Look: January 3, 2007

Kendall Square Research was a small competitor in the supercomputer industry. Sales grew rapidly in 1992 and early 1993 and the company sold stock to the public for the first time. Analysts forecast higher earnings for 1993, then the company's View Details

Keywords: Sean Silverthorne

12 Oct 1999
Research & Ideas

Building Bridges: New Dimensions in Negotiation

rendered the expropriation option quite unattractive since it would hurt diverse parties on whom Chile would rely in the future. At the same time, Kennecott's proposal for a larger mine with majority Chilean ownership addressed Chile's economic needs for additional... View Details

Keywords: by Anita M. Harris

19 Dec 2006
First Look

First Look: December 19, 2006

demand. Download working paper: http://www.nber.org/papers/w12756 The Value of a 'Free' Customer Authors:Sunil Gupta, Carl F. Mela, and Jose M. Vidal-Sanz Abstract Central to a firm's growth and marketing policy is the revenue and profit... View Details

Keywords: Sean Silverthorne

17 Nov 2009
First Look

First Look: Nov. 17

with a dominant platform that earns more than under compatibility. We also find that incompatibility generates larger total welfare than compatibility when horizontal differences between platforms are small. Download the paper:... View Details

Keywords: Martha Lagace

06 May 2008
First Look

First Look: May 6, 2008

handset business made up increasingly large shares of its operations. In early 2008, on the strength of sky-rocketing sales in those areas and by resurgent sales of Macintosh products, Apple's revenues and its stock price reached record... View Details

Keywords: Martha Lagace

07 Mar 2017
First Look

First Look at New Research, March 7

Camposol has evolved rapidly in recent years and is undergoing the challenges of transforming from family to professional management. This case allows students to consider Camposol’s growth, branding, and marketing strategies in light of... View Details

Keywords: Sean Silverthorne

12 Mar 2013
First Look

First Look: March 12

learn some lessons from the limited success of current approaches to design their strategy in this exciting area. Do You Really Want to Be an eBay? Authors:Hagiu, Andrei, and Julian Wright Publication:Harvard Business Review Abstract Most... View Details

Keywords: Sean Silverthorne

22 Apr 2015
Op-Ed

Reforming Greece: Myths and Truths

attract FDI, I believe two of them were the primary determinants: Political uncertainty. Lacking strategy and vision the country has floated with no sense of direction. Policies change constantly. To make things worse, the polyphony... View Details

Keywords: by George Serafeim

04 Jan 2012
First Look

First Look: January 4

PublicationsCases about Redefining Global Strategy Authors:Pankaj Ghemawat and Jordan I. Siegel Publication:Harvard Business Publishing, 2011 An abstract is unavailable at this time. Publisher's Link:... View Details

Keywords: Carmen Nobel

August 2023 (Revised January 2024)
Supplement

Arla Foods: Data-Driven Decarbonization (A)

By: Michael Parzen, Michael W. Toffel, Amram Migdal and Susan Pinckney

Arla implemented a data-based price incentive system to measure, track, and influence climate friendly changes to reduce CO2 emissions across the world’s fourth largest dairy cooperative. View Details

Keywords: Dairy Industry; Business Earnings; Earnings Management; Environmental Accounting; Agribusiness; Animal-Based Agribusiness; Acquisition; Mergers and Acquisitions; Decision Making; Decisions; Voting; Environmental Management; Climate Change; Environmental Regulation; Environmental Sustainability; Green Technology; Pollution; Moral Sensibility; Values and Beliefs; Financial Strategy; Price; Profit; Revenue; Food; Geopolitical Units; Global Strategy; Ownership Type; Cooperative Ownership; Performance Efficiency; Performance Evaluation; Problems and Challenges; Natural Environment; Science-Based Business; Business Strategy; Commercialization; Cooperation; Corporate Strategy; Food and Beverage Industry; Agriculture and Agribusiness Industry; Europe; United Kingdom; European Union; Germany; Denmark; Sweden; Luxembourg; Belgium

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12 Sep 2017
First Look

First Look at New Research and Ideas, September 12, 2017

new ideas. Case in point: At Bing, a small headline change an employee proposed was deemed a low priority and shelved for months until one engineer decided to do a quick online controlled experiment—an A/B test—to try it out. The test showed that the change increased... View Details

Keywords: Carmen Nobel

05 Jun 2013
What Do You Think?

Do We Need to Extend ‘No Surprises Management?’

"A world without surprises or bad news is utopian I often coach employees to expect the worst and prepare for it studies should focus on preparation rather than prevention." Paul McKay commented that "By having a clear, focused View Details

Keywords: by James Heskett

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

03 Aug 2010
First Look

First Look: August 3

in bringing their products to market, yet we know very little about the kinds of strategies they can employ to influence regulatory actor decision making. In this paper, we highlight a firm's strategic use of symbolic signaling in... View Details

Keywords: Martha Lagace

23 Jun 2009
First Look

First Look: June 23

2.0 tools and applications like blogging, search engine optimization, and social media. Students follow the growth of HubSpot, an entrepreneurial venture which, in its quest for growth, faces significant challenges including the following: developing market... View Details

Keywords: Martha Lagace

10 Apr 2018
First Look

First Look at New Research, April 10, 2018

exporting to 32 countries and had manufacturing plants in Brazil and Uruguay. As it continued its international expansion, should it follow the same vertical integration strategy in other countries, or should it develop its retail... View Details

Keywords: Sean Silverthorne

26 Mar 2019
First Look

New Research and Ideas, March 26, 2019

increasing costs for Yatooq. Alwaalan reflected on the decisions she made to date, wondering if the revenue decline could have been avoided. She also contemplated the path forward, specifically whether she should iterate on her... View Details

Keywords: Dina Gerdeman

15 May 2012
First Look

First Look: May 15

and Yaron Yehezkel Abstract In the context of platform competition in a two-sided market, we study how ex-ante uncertainty and ex-post asymmetric information concerning the value of a new technology affects the strategies of the platforms... View Details

Keywords: Carmen Nobel

14 Aug 2007
First Look

First Look: August 14, 2007

United States, with 14,000 employees and gross revenues of $3.8 billion. Although USG used asbestos in a small subset of its products (and never in its SHEETROCK), as more companies that were heavy users of asbestos went bankrupt, USG was... View Details

Keywords: Martha Lagace

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Bally Total Fitness (B): The Fall, 2005–2016

First Look: January 3, 2007

Building Bridges: New Dimensions in Negotiation

First Look: December 19, 2006

First Look: Nov. 17

First Look: May 6, 2008

First Look at New Research, March 7

First Look: March 12

Reforming Greece: Myths and Truths

First Look: January 4

Arla Foods: Data-Driven Decarbonization (A)

First Look at New Research and Ideas, September 12, 2017

Do We Need to Extend ‘No Surprises Management?’

How to Fashion Your New E-Business Model

First Look: August 3

First Look: June 23

First Look at New Research, April 10, 2018

New Research and Ideas, March 26, 2019

First Look: May 15

First Look: August 14, 2007

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