Customer Lifetime Value - Publications - Faculty & Research

01 Sep 2017
News

A Jolt for the African Coffee Industry

coffee economics. Coffee cherries have to be washed near where they are grown, ideally within 24 hours of being harvested, but most of their value is generated close to where they are brewed and consumed. “Starbucks would buy these, roast... View Details

Keywords: Sasha Issenberg; cafe; Cafe Neo; Food and Beverage Stores; Retail Trade

27 Mar 2018
First Look

First Look at New Research, March 27, 2018

self-employment have the option to transition to paid work. If there is initial uncertainty about entrepreneurial earnings, this option increases the expected lifetime value of self-employment relative to... View Details

Keywords: Sean Silverthorne

Web

A Eureka Moment | Social Enterprise | Harvard Business School

Project, Bucala and four Harvard students surveyed parents, teachers, and students to determine customer demand and gain a clearer understanding of educational needs when building their app. With a human-centered approach to design, they... View Details

01 Feb 1999
News

Entrepreneurs Speak at HBS

all. But Branson, whose career began in the late 1960s when he launched a student magazine and then a record company, told the audience that his enterprises all fit the company's brand. He defined the Virgin brand as representing service and View Details

11 Dec 2014
News

Fashion's Retail Revolution

Principles Jamal Motlagh Taking Tailoring High Tech Taking Tailoring High Tech Karen Moon Making Big Data Fashionable Making Big Data Fashionable Imran Amed Rethinking the Fashion Beat Rethinking the Fashion Beat Áslaug Magnúsdóttir View Details

Keywords: April White; fashion; Leather and Allied Product Manufacturing; Manufacturing; Finance

01 Mar 2016
News

Case Study: Paper Chase

value proposition—you’re not selling a product but an experience. It’s the ooh and aah of the reveal that’s the excitement and value. As such, your delivery of this experience should also have the same mindset. In this regard, your kiosks... View Details

01 Sep 2011
News

Capitalism’s False Mantra

one that has little chance of getting better with the current theories in place,” Martin writes. Clearly, maximizing shareholder value has not worked and needs to be replaced. The problem as Martin sees it is that CEOs game the system to... View Details

Keywords: Sean Silverthorne; Publishing Industries (except Internet); Information; Management

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... View Details

Student-Profile

Anil Doshi

change decision-making given the propagation of customer and market data? How do individuals value their personal information and their privacy? What business models are best for the provision of information... View Details

22 Sep 2015
News

On a Mission to Have an Impact

After founding the online cosmetics service Eve.com, Varsha Rao (MBA 1995) is now heading global operations for Airbnb, helping customers of this mission-driven company gain richer travel experiences by connecting them more closely to the... View Details

21 Mar 2016
Lessons from the Classroom

When Your Classmate is an NBA Superstar (or Fashion Model, or Movie Actress)

lifetime or be able to manage a Beyoncé. But you can learn a lot about how things work in general when you look at exceptions—when you study these really unusual cases. Here, participants walk away with a deeper understanding of why... View Details

Keywords: by Dina Gerdeman; Entertainment & Recreation; Sports; Media & Broadcasting; Education

29 Apr 2008
First Look

First Look: April 29, 2008

Business School Case 508-028 Lincoln Financial Group (LFG) reorganizes its business in order to improve customer intimacy. However, to implement the strategy, they need to effect significant changes in the skills of their salespeople.... View Details

Keywords: Martha Lagace

01 Sep 2010
News

Reinventing the Annual Report

and customer satisfaction, factors that contribute to revenue growth. So how can shareholders and other stakeholders know if a company’s commitment to a sustainable society is contributing to a sustainable strategy that will create View Details

Keywords: Robert G. Eccles

01 Apr 2002
News

HBS Press Books in Brief

HBS Press Books in Brief Total Access: Giving Customers What They Want in an Anytime, Anywhere World. Regis McKenna, the renowned "father of high-tech marketing," sets forth a new marketing paradigm in which machines and networks do most... View Details

Keywords: Colleges, Universities, and Professional Schools; Educational Services

02 Jan 2012
Research & Ideas

Most Popular Articles of 2011

companies to look at products the way customers do: as a way to get a job done. Are You a Level-Six Leader? (23,834) http://hbswk.hbs.edu/item/6752.html Published: July 6, 2011 Asking the question, whom do you serve? is a powerful vector... View Details

Keywords: by Staff

04 Sep 2007
Research & Ideas

Jumpstarting Innovation: Using Disruption to Your Advantage

potential revolutionary shifts in customer behavior. Look for new business models and technologies that can radically transform product, market, and industry economics and power. Benchmark inside and outside your industry, remembering to... View Details

Keywords: by Lynda M. Applegate

Web

Past Projects | Social Enterprise | Harvard Business School

specific to Lincoln Center's international business development initiatives. MD Anderson Health Care Cost Management Focus: Health Care Value Team: Stephen Schleicher Description: Our project's purpose was to assess the actual cost (vs.... View Details

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

01 Dec 2003
News

Selling Digital Privacy

companies, we should capitalize on the value of our personal information and get something of value in return. Deighton’s recent working paper, “Market Solutions to Privacy Problems?,” suggests that... View Details