Customer Value - Publications - Faculty & Research

12 Oct 2016
Research & Ideas

Break the Rules of How Business is Done

of their equity plans by outlining in detail the possible scenarios and potential outcomes of their particular grants. The message here is A) you add value to this company and should benefit from it well into the future and B) we want to... View Details

Keywords: by Julia B. Austin

11 Sep 2000
Research & Ideas

Riding the Internet Fast Track

professor Tom Eisenmann, who also serves on the board of OneMain.com, one of the nation's ten largest Internet service providers, and on the advisory boards of many Internet start-ups. Eisenmann's definition of the get-big-fast strategy includes three criteria: massive... View Details

Keywords: by Peter Jacobs

Web

Leadership with purpose: Redefining success and impact with Satpal Singh (SELP—India 4, 2019) - Recruiting

our customers and communities. Throughout my career, I’ve learned leadership isn’t about fitting into a mold—it’s about understanding who you are and the values that drive you. My journey has been defined by... View Details

01 Jun 2004
News

Luxe Redux

more vigorously to assert who they are socially, psychically, and culturally,” remarks Koehn. “As a value proposition, luxury goods are very sensitive to timing and ego.” Adaptation, however, is a risky business. “You can’t rely on... View Details

Keywords: Julia Hanna; luxury; Retail Trade

Web

Teams | New Venture Competition

Teams Business Track Winners, 2025 Argus Systems Lisa Yan (MBA 2025), Drew Borinstein (MBA 2025) Business Track Winner Accelerating AI model development for physical AI. HydroHaul Eli Litchman (MBA 2025), Fenil Desai Business Track Runner-Up Redefining the Hydrogen... View Details

01 Dec 2017
News

Case Study: The Doctor Deficit

quality,” Heissler said. “How do we grow without diluting our main value proposition?” How they answered the question: QE Solar didn’t expand to California, focusing instead on growing with their customers... View Details

Keywords: April White

05 Mar 2021
Blog Post

Intensive Bootcamp Kicked my Entrepreneurship Goals Into Gear

were pain points that our initial idea wouldn’t necessarily solve. Taking a step back and erasing biases around our idea allowed us to better understand the true value we would be creating and helped us to determine who our target View Details

01 Dec 2017
News

Ask the Expert: Human Intelligence

find an area where narrow AI is not having an impact,” says Seseri, which raises questions for business leaders in all sectors. How can e-commerce businesses benefit from artificial intelligence in the near future? And how will potential View Details

Keywords: April White

01 Apr 1999
News

Short Takes

competitive edge. As one example of a winning strategy, Nolan cites Cisco Systems, a twelve-year-old company that makes routers for networks. In 1998, Cisco reached a market value exceeding $100 billion in record-breaking time. It did so,... View Details

Keywords: Eileen K. McCluskey

Portrait Project

Thomas Rajan

industry one airline at a time to where value isn't just a fair ticket price or a healthy balance sheet, but where customers and employees are treated with dignity and respect as well. To lift nations to the... View Details

01 Jul 2008
First Look

First Look: July 1, 2008

more "collaborative." Too often, however, companies fail to distinguish among the various choices they face with respect to alternative modes of collaboration. Collaborative innovation can take a wide variety of forms, each with profound implications for... View Details

Keywords: Martha Lagace

19 Jun 2018
First Look

New Research and Ideas, June 19, 2018

coupled with collaboration between companies is value enhancing. However, collaboration between companies is notoriously difficult and fragile requiring commitment mechanisms. I suggest that a small set of large institutional investors,... View Details

Keywords: Dina Gerdeman

01 Sep 2006
News

Faculty Books

Transforming Your Go-to-Market Strategy by V. Kasturi Rangan with Marie Bell (HBS Press) Most distribution channels are outdated and unwieldy, serving neither customers nor channel partners adequately. This book shows how members of... View Details

Keywords: Business Schools & Computer & Management Training; Educational Services

Profile

Elisabeth Ndour

Elisabeth Ndour was not fazed that hers would be the initial HBS class to participate in the new FIELD program. In fact, she says, “I wanted to be among the first to experience it, even the ups and downs.” Her previous work experience at Google taught her the View Details

01 Dec 2018
News

Sustaining Business And Society For The Long Term

Professor Rebecca Henderson “Doing well by doing good” has rapidly gained momentum in recent years as business leaders, investors, and stakeholders have deepened their understanding of the double bottom line. To help managers combine their View Details

Profile

Adam Kanner

the marketplace, balancing supply and demand. You don’t want to acquire customers unless you have products to offer them. So building an effective marketplace is key. How are you making that happen? Through View Details

01 Sep 2007
News

Riding It Out

one-cup feedings per day costs $20.95 — more than most grocery brands but a manageable sum for customers who value the convenience of automatic shipments that make taking care of the family dog as easy as... View Details

Keywords: Julia Hanna; dog food; pets; Food Manufacturing; Manufacturing; Food and Beverage Stores; Retail Trade

01 Jan 2005
News

Louis V. Gerstner, Jr., MBA 1965

professionals to implement them, companies were eager to embrace an end-to-end service delivery partner providing open, nonproprietary solutions that simultaneously cut costs and increased efficiency. "We found that customers were more... View Details

29 Jan 2019
First Look

New Research and Ideas, January 29, 2019

aggregation of citizens’ preferences, government preferences are present biased, resulting in over-accumulation of debt. Calibrating this parameter with values in the literature, the model can reproduce debt levels and frequency of... View Details