Customer Profitability Analysis - Publications - Faculty & Research

01 Dec 2019
News

Alumni and Faculty Books for December 2019

Disruption doesn’t create growth; instead, growth creates disruption. Growth is always hard, and disruptive growth is exponentially harder. It requires companies to make tough decisions in the face of daunting uncertainties: Should we bet our company’s future on... View Details

25 Aug 2022
News

On Purpose

our purpose?” Cohen had spent 23 years at the happiest place on earth, most recently as a senior VP of brand, franchise, and customer relationship management, a role that gave her a bird’s eye view across the company’s vast commercial... View Details

Keywords: Jen McFarland Flint; Performing Arts, Spectator Sports, and Related Industries; Arts, Entertainment

01 Mar 2006
News

Drive-In Nation

worldwide, once employed 600,000 Americans alone and estimates it will employ only 86,000 in its U.S. operations by 2008. And in another telling numbers game, highly profitable Toyota has announced it will produce 9.06 million cars... View Details

Keywords: Garry Emmons; Motor Vehicle and Parts Dealers; Retail Trade

08 Apr 2008
First Look

First Look: April 8, 2008

Casey, Comcast's New England Region general manager, transformed a low commitment and performance organization. When he took charge of this Comcast region he inherited an organization that was bureaucratic, had low customer satisfaction,... View Details

Keywords: Martha Lagace

23 Sep 2021
News

Confronting Sustainability in Business; Pro-Bono Consulting for Black-Owned Companies

then finally seeing the outcomes. “Measuring the impact of our actions on the environment, employees, and customers is becoming increasingly important,” Serafeim says. ”With impact-weighted accounts, we have the opportunity to redefine... View Details

Keywords: Margie Kelley

09 Feb 2009
Research & Ideas

Uncompromising Leadership in Tough Times

purpose than simply profit and increasing stock price, though they were all laser-focused on profitability and saw it as essential to achieving their larger purpose for the firm. They had a multi-stakeholder... View Details

Keywords: by Martha Lagace

05 Jun 2006
Research & Ideas

Using Competition to Reform Healthcare

The ills of the U.S. healthcare system are well chronicled—soaring costs, low customer satisfaction, increasing problems with quality, and restricted coverage lead the list. But do we really understand the underlying issues well enough to... View Details

Keywords: by Michael E. Porter; Health

02 Apr 2019
Research Event

Women Pay a Higher Career Price in Today's Always-On Work Culture

existential questions for companies that pride themselves in serving clients at any hour. This is especially true for professional services firms in management consulting, law, and finance, the research says. At these companies, top partners might try to retain a... View Details

Keywords: by Danielle Kost; Consulting; Service

06 Aug 2001
Research & Ideas

Go Global—or No? Can You Make the Case?

your comments published in an upcoming issue of HBS Working Knowledge—it will cost you $6.00 to download the full story from HBR. See details below. For two years, U.S.-based DataClear has all but had a stranglehold on the data analysis... View Details

Keywords: by Walter Kuemmerle

01 Mar 2017
News

Case Study: Moment in the Sun

a large hotel chain reached out to express interest, Hoskins began to see the promise of B2B sales in the hospitality market. “They got the value right away,” says Hoskins. “It’s automatic: Your customers are healthier and getting better... View Details

Keywords: Dan Morrell

11 Sep 2018
First Look

New Research and Ideas, September 11, 2018

demand information that the dealer obtains through the initial assessment and subsequent learning in the selling process. With the dealer's average net profit per car in the estimation sample being around $1150, the initial assessment is... View Details

Keywords: Dina Gerdeman

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which accounting policies and standards capture underlying economics; assessing earnings quality; and making adjustments to eliminate accounting distortions. Performance analysis and valuation: assessing current performance and its future... View Details

01 Mar 2019
News

The One That Got Away

percent stake, which would have been a much smaller ownership position than we usually get. So it was an “off-strategy” investment. It was also in the highly competitive space of lead generation, where companies are paid a referral fee if they deliver a qualified View Details

01 Mar 2017
News

Alumni and Faculty Books for March 2017

or shortcomings in growing their companies and new ventures. This book blends exclusive research findings, personal interviews, and experienced analysis to illustrate how each type handles the five dynamic challenges of building... View Details

11 Mar 2014
First Look

First Look: March 11

our sample). August 2013 Marketing Letters To Groupon or Not to Groupon: The Profitability of Deep Discounts By: Edelman, Benjamin, Sonia Jaffe, and Scott Duke Kominers Abstract—We examine the profitability... View Details

Keywords: Sean Silverthorne

16 Apr 2013
First Look

First Look: April 16

profitable investment decisions. During the last ten years, Wall Street research has been battered by a series of shocks. As concerns over conflicts of interest mounted, the integrity of research output was questioned, leading to... View Details

Keywords: Sean Silverthorne

17 Apr 2007
First Look

First Look: April 17, 2007

analyses by its accountant seem to indicate that small projects are more profitable than large projects. However, analysis of activities using activity-based costing reveals otherwise. With this new... View Details

Keywords: Martha Lagace

13 Oct 2003
Research & Ideas

How to Pick Managers for Disruptive Growth

evolved into a complex solution instead of the simple small business software that originally was envisioned. Its features got specified and locked in before a single paying customer had used the product. The Pandesic team did a lot of... View Details

Keywords: by Michael Raynor

12 Nov 2001
Research & Ideas

Facing the New World Order

analysis are based on publicly available information, and also, and perhaps even more importantly, on our Chief Executive's survey we have conducted earlier this year. More than 4,500 Chief Executive Officers have responded to that... View Details

Keywords: by Staff

03 Dec 2018
Research & Ideas

How Companies Can Increase Market Rewards for Sustainability Efforts

nutrition or health categories. Yet investor momentum differed drastically: Domino’s scored a 15 to Cheesecake Factory’s 87 (out of a 100) in TruValue Labs's sentiment metrics, driven by lower evaluations for customer welfare as well as... View Details

Keywords: by Rachel Layne

Publications