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  • All HBS Web  (3,914)
    • People  (4)
    • News  (725)
    • Research  (2,466)
    • Events  (22)
    • Multimedia  (40)
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  • September–October 1987
  • Article

Manage Customers for Profits (Not Just Sales)

By: Benson P. Shapiro, V. K. Rangan, Rowland T. Moriarty and Elliot Ross
Keywords: Customers; Profit; Management; Sales
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Shapiro, Benson P., V. K. Rangan, Rowland T. Moriarty, and Elliot Ross. "Manage Customers for Profits (Not Just Sales)." Harvard Business Review 65, no. 5 (September–October 1987).
  • December 1997 (Revised May 2017)
  • Teaching Note

Kidder, Peabody & Co.: Creating Elusive Profits

By: Robert Simons and Antonio Dávila
Teaching Note for (9-197-038). View Details
Keywords: Strategy And Execution; Management Control Systems; Internal Controls; Risk Management; Risk And Uncertainty; Risk Assessment; Profit
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Simons, Robert, and Antonio Dávila. "Kidder, Peabody & Co.: Creating Elusive Profits." Harvard Business School Teaching Note 198-036, December 1997. (Revised May 2017.)
  • 28 Jun 2022
  • Book

The Moral Enterprise: How Two Companies Profit with Purpose

How can government and business work together in this fractious political moment, when finding solutions to pressing problems like inequality and climate change are more urgent than ever? Rebecca Henderson, Harvard University’s John and Natty McArthur University... View Details
Keywords: by Avery Forman
  • March 2002 (Revised May 2007)
  • Case

Customer Profitability and Customer Relationship Management at RBC Financial Group (Abridged)

By: V.G. Narayanan and Lisa Brem
The Royal Bank of Canada uses customer relationship management and customer profitability tools to gain a competitive advantage in Canada's increasingly crowded financial services market. The case presents two pricing and customer management issues: one from the point... View Details
Keywords: Customers; Customer Relationship Management; Price; Perspective; Marketing; Competitive Advantage; Financial Services Industry; Banking Industry; Canada
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Narayanan, V.G., and Lisa Brem. "Customer Profitability and Customer Relationship Management at RBC Financial Group (Abridged)." Harvard Business School Case 102-072, March 2002. (Revised May 2007.)
  • 2006
  • Chapter

Linking Customer Management Efforts to Growth and Profitability

By: Das Narayandas and Douglas Bowman
Keywords: Customer Relationship Management; Profit; Business Growth and Maturation
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Narayandas, Das, and Douglas Bowman. "Linking Customer Management Efforts to Growth and Profitability." In The Search for Organic Growth, edited by Edward D. Hess and Robert K. Kazanjian, 192–210. Cambridge, U.K.: Cambridge University Press, 2006.
  • 1999
  • Article

Managing Advertising and Promotion for Long-Run Profitability

By: Kamel Jedidi, Carl F. Mela and Sunil Gupta
Keywords: Management; Advertising; Profit
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Jedidi, Kamel, Carl F. Mela, and Sunil Gupta. "Managing Advertising and Promotion for Long-Run Profitability." Marketing Science 18, no. 1 (1999): 1–22. (Winner of Marketing Science Institute Best Paper Award To honor the authors of the MSI working papers that have made the most significant contribution to marketing practice and thought presented by Marketing Science Institute.)
  • 06 May 2002
  • Research & Ideas

Profits for Nonprofits: Earning Your Own Way

self-sufficient while not being self-sufficient ourselves?— Alfred Wise,Share Our Strength The session, led by HBS professor James E. Austin, featured three managers whose experiences highlight the challenges and benefits of thinking about View Details
Keywords: by Martha Lagace
  • December 1996 (Revised October 1999)
  • Case

Kidder, Peabody & Co.: Creating Elusive Profits

By: Robert L. Simons and Antonio Davila
On April 17, 1994, Kidder, Peabody & Co. announced a $350 million charge against earnings resulting from the discovery of false trading profits. That same day, the termination of Joseph Jett's employment with the company was made public. By illustrating the mechanics... View Details
Keywords: Bonds; Governance Controls; Crime and Corruption; Financial Reporting; Profit; Financial Strategy
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Simons, Robert L., and Antonio Davila. "Kidder, Peabody & Co.: Creating Elusive Profits." Harvard Business School Case 197-038, December 1996. (Revised October 1999.)
  • 2008
  • Mimeo

Do Hedge Funds Profit from Mutual-Fund Distress?

By: Joseph Chen, Samuel G. Hanson, Harrison Hong and Jeremy C. Stein
This paper explores the question of whether hedge funds engage in frontrunning strategies that exploit the predictable trades of others. One potential opportunity for front-running arises when distressed mutual funds—those suffering large outflows of assets under... View Details
Keywords: Investment Funds; Profit; Strategy; Forecasting and Prediction; Investment Return; Opportunities; Asset Management; Sales
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Chen, Joseph, Samuel G. Hanson, Harrison Hong, and Jeremy C. Stein. "Do Hedge Funds Profit from Mutual-Fund Distress?" 2008. Mimeo.
  • Research Summary

Ownership Qutotient: Putting the Service Profit Chain for Unbeatable Competitive Advantage

By: W. Earl Sasser

Professors Jim Heskett and Earl Sasser, in collaboration with Joe Wheeler have been examining cuatomer and employee ownership behaviors which have a profound impact on long term profit and growth. Their findings are published in Ownership Quotient:... View Details

  • 18 Nov 2002
  • Research & Ideas

Where Morals and Profits Meet: The Corporate Value Shift

period we are in today, had witnessed a dramatic loss of confidence in business and American institutions more generally. In 1968, 70 percent of the public thought business tried to strike a fair balance between profits and the public... View Details
Keywords: by Carla Tishler
  • March 2007
  • Teaching Note

Understanding Customer Profitability at Charles Schwab (TN)

By: Francisco de Asis Martinez-Jerez
Teaching note to 106002. View Details
Keywords: Customers; Profit; Organizational Change and Adaptation; Organizational Culture; Decision Making; Cost; System; Transformation; Budgets and Budgeting; Performance Evaluation; Financial Services Industry; Web Services Industry
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Martinez-Jerez, Francisco de Asis. "Understanding Customer Profitability at Charles Schwab (TN)." Harvard Business School Teaching Note 107-065, March 2007.
  • September 2017
  • Supplement

Taj Hotels: Leading Change, Driving Profitability (B)

By: Krishna Palepu, Anjali Raina and Rachna Chawla
The Taj Group financial in March 2017 reflects a turnaround in performance. The new branding strategy is described. View Details
Keywords: Turnaround; Hospitality Industry; Leading Change; Leadership; Brands and Branding; Marketing; Strategy; Globalization; Performance Improvement; Accommodations Industry; India
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Palepu, Krishna, Anjali Raina, and Rachna Chawla. "Taj Hotels: Leading Change, Driving Profitability (B)." Harvard Business School Supplement 118-026, September 2017.
  • March 2015
  • Teaching Note

Kiehl's Since 1851: Pathway to Profitable Growth

By: Leslie John and Robert J. Dolan
Email mking@hbs.edu for a courtesy copy.

 View Details
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John, Leslie, and Robert J. Dolan. "Kiehl's Since 1851: Pathway to Profitable Growth." Harvard Business School Teaching Note 515-087, March 2015. (Email mking@hbs.edu for a courtesy copy.)
  • October 2013 (Revised April 2015)
  • Case

Kiehl's Since 1851: Pathway to Profitable Growth

By: Robert J. Dolan and Leslie K. John
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Dolan, Robert J., and Leslie K. John. "Kiehl's Since 1851: Pathway to Profitable Growth." Harvard Business School Case 514-044, October 2013. (Revised April 2015.) (Email mking@hbs.edu for a courtesy copy.)
  • May 2008 (Revised July 2009)
  • Case

Sovereign Wealth Funds: For Profits or Politics?

By: Laura Alfaro and Renee Kim
On March 21, 2008, the U.S. government secured an agreement from two leading sovereign wealth funds (SWFs) to adopt a new set of investment principles to govern the Funds' activities. SWFs, broadly defined as an investment fund owned by a national or a government, were... View Details
Keywords: Foreign Direct Investment; Investment Funds; Sovereign Finance; Corporate Disclosure; Governing Rules, Regulations, and Reforms; International Relations; State Ownership; United States
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Alfaro, Laura, and Renee Kim. "Sovereign Wealth Funds: For Profits or Politics?" Harvard Business School Case 708-053, May 2008. (Revised July 2009.)
  • November 2023
  • Case

Tata Group in 2021: Pursuing Profits through Purpose

By: Tarun Khanna, Krishna G. Palepu and Vidhya Muthuram
October 8, 2021: Tata Sons won a bid to acquire India’s national carrier Air India, marking the airline's return to its original owners after 68 long years. The winning bid of $2.4 billion gave Tata Sons full ownership of the airline and its coveted network of 6,200... View Details
Keywords: Corporate Strategy; Mission and Purpose; Corporate Social Responsibility and Impact; Emerging Markets; Mergers and Acquisitions; Ownership; Air Transportation; Air Transportation Industry; India
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Khanna, Tarun, Krishna G. Palepu, and Vidhya Muthuram. "Tata Group in 2021: Pursuing Profits through Purpose." Harvard Business School Case 124-047, November 2023.
  • September 2010 (Revised January 2012)
  • Case

Emergia: Driving Profitability on Help Desk Contracts

Emergia wants to keep its customer happy with its contact center service, but the margins on the help desk contract are dangerously low. Can Miguel Neira, the COO, increase margins while preserving the customer relationship? View Details
Keywords: Customer Relationship Management; Customer Satisfaction; Profit; Job Cuts and Outsourcing; Management Analysis, Tools, and Techniques; Service Operations; Performance Capacity; Performance Evaluation; Mathematical Methods; Service Industry
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Martinez Jerez, F. Asis, and Lisa Brem. "Emergia: Driving Profitability on Help Desk Contracts." Harvard Business School Case 111-048, September 2010. (Revised January 2012.)
  • November 2018
  • Supplement

The Global Challenge to Become Profitable in E-Commerce

By: Thales S. Teixeira, Donald Ngwe, Leandro A Guissoni and Samy Dana
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Teixeira, Thales S., Donald Ngwe, Leandro A Guissoni, and Samy Dana. "The Global Challenge to Become Profitable in E-Commerce." Harvard Business School Multimedia/Video Supplement 519-702, November 2018.
  • June 2017
  • Case

MIA: Profit at the Base of the Pyramid

By: Lynda M. Applegate, José Antonio Dávila Castilla, Sarah Mehta and Aldo Sesia
In January 2016, Guillermo Jaime had just returned home to Mexico City after attending a Harvard Business School executive education program. Jaime was the founder and CEO of Mejoramiento Integral Asistido (MIA), a company providing affordable housing to low-income... View Details
Keywords: Base Of The Pyramid; Social Capitalism; Housing; Emerging Markets; Social Enterprise; Society; Wealth and Poverty; Social Entrepreneurship; Construction Industry; Mexico
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Applegate, Lynda M., José Antonio Dávila Castilla, Sarah Mehta, and Aldo Sesia. "MIA: Profit at the Base of the Pyramid." Harvard Business School Case 817-073, June 2017.
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