Publications

07 Mar 2007
Research & Ideas

How Do You Value a “Free” Customer?

Businesspeople understand that not all customers are created equal—the 80-20 rule suggests that over time a small percentage of a company's customer base can generate a high percentage of its sales and profit. Models for calculating... View Details

Keywords: by Sarah Jane Gilbert; Web Services

Article

A Blueprint for Pharmacy Benefits Managers to Increase Value

By: William Shrank, Michael E. Porter, Sachin H. Jain and Niteesh K. Choudhary

Pharmacy benefits managers (PBMs) have a unique opportunity to promote public health and generate value in the healthcare system. However, PBMs are largely evaluated on their ability to control costs rather than improve health. PBMs should be evaluated along three... View Details

Keywords: Opportunities; Health; System; Cost Management; Partners and Partnerships; Motivation and Incentives; Value; Innovation and Invention; Performance Effectiveness; Health Industry; Pharmaceutical Industry

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1998
Journal Article

Ford's Model-T: Pricing over the Product Life Cycle

By: Ramon Casadesus-Masanell

The pricing decisions monopolistic firms make over time are determined to a large extent by the complex interplay of two distinct sets of elements: demand- and supply-based considerations. Demand factors include the possibilities of (a) exercising dynamic price... View Details

Keywords: Experience and Expertise; Decisions; Forecasting and Prediction; Cost; Price; Information; Demand and Consumers; Monopoly; Product; Sales; Complexity; Auto Industry

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March–April 2025
Article

Getting Value from Digital Technologies

By: Frank Cespedes and Georg Krentzel

Companies need digital technologies in an omni-channel buying world where online and in-person interactions are complements, not either/or substitutes. Multi-channel hybrid sales solutions are required, but what are the key requirements for using the available... View Details

Keywords: Sales; Technology Adoption; Competitive Advantage

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Web

Balancing Work & Life - Alumni

careful preparation, good communication, and a focus on solutions that work for all parties. Finding a Therapist At various times in life it is not unusual to experience transitions that can cause stress and... View Details

25 Mar 2019
Research & Ideas

The Secret Life of Supply Chains

attributes that make it a source of innovation: The creation of specialized inputs can produce value in a wide variety of different contexts. That’s true whether we’re talking about a new semiconductor tailored to the computer industry,... View Details

Keywords: by Michael Blanding; Manufacturing; Service

01 Jun 2001
News

Christina Ehrenberg: The Examined Life

tiny island where the people, despite their poverty, valued generosity over possessions. The hospital was little more than a hut, and patients slept on the floor. It was essential, rudimentary medicine, a stark contrast to my experience... View Details

Keywords: Garry Emmons; Health, Social Assistance

02 May 2022
Video

Entrepreneurship in Life Sciences: Course Overview with Senior Lecturer Satish Tadikonda

24 Aug 2009
Research & Ideas

SuperCorp: Values as Guidance System

guide. Clear articulation of values and principles helps employees choose among alternatives in a consistent manner. "One Cemex, we are only one Cemex," CEO Lorenzo Zambrano declared to me. The Mexican company is one of the... View Details

Keywords: by Rosabeth Moss Kanter

March 2022 (Revised April 2022)
Case

MTN: Unlocking Value While Driving Socioeconomic Progress

By: Benjamin C. Esty, Pippa Tubman Armerding and Dilyana Karadzhova Botha

On March 10, 2021, Ralph Mupita the new CEO of MTN Group, Africa's largest telecommunications company, presented the group’s 2020 annual results and unveiled a new strategy to “drive growth and unlock value.” Despite MTN’s leadership in most of its markets, the... View Details

Keywords: Decision Making; Goals and Objectives; Valuation; Emerging Markets; Business Strategy; Financial Management; Information Technology; Corporate Finance; Telecommunications Industry; Africa; South Africa; Ghana; Nigeria

11 Apr 2007
Research & Ideas

Adding Time to Activity-Based Costing

the 1980s, with time dimension modifications introduced by Anderson for clients of Acorn Systems. We asked Kaplan to describe the problems with traditional costing approaches, the improvements made by TDABC, and how it works with the... View Details

Keywords: by Sarah Jane Gilbert

May 2011 (Revised March 2012)
Case

Nanda Home: Preparing for Life after Clocky

By: Elie Ofek and Jill Avery

Gauri Nanda, the inventor of Clocky, the alarm clock that rolls off the bed stand and forces its owner to find it, has to make critical decisions regarding the future of her nascent company. As sales of Clocky show signs of declining, she must decide whether to... View Details

Keywords: Brands and Branding; Management; Electronics Industry

07 Sep 2006
Working Paper Summaries

Optimal Value and Growth Tilts in Long-Horizon Portfolios

Keywords: by Jakub W. Jurek & Luis M. Viceira

January 2013 (Revised April 2015)
Case

Affinity Labs: Valuing Customer Growth

By: Joseph B. Lassiter III and Elizabeth Kind

In November 2006, Chris Michel left Military.com, which he founded in 1999, to start Affinity Labs, a global network of online communities. That month, Michel raised a Series A round of venture funding and established a partnership with Monster, which he had sold... View Details

Keywords: Mergers and Acquisitions; Business Startups; Entrepreneurship; Demand and Consumers; Partners and Partnerships; Social and Collaborative Networks; Online Technology