Total Customer Value - Publications - Faculty & Research

26 May 2009
Research & Ideas

Improving Market Research in a Recession

supplier aggressively explore synergies across its various component agencies as well as eliminate research redundancies. Value experience and judgment. CMOs should tap the knowledge and intuitions of managers and researchers who've lived... View Details

Keywords: by John Quelch

25 Feb 2020
News

Case Study: The Credit Bureau

young professionals) select pieces from curated collections on the company’s website—think Scandinavian, mid-century modern, or industrial looks. Within a week, a white-glove team delivers preassembled pieces and arranges the room. When the lease is up, the View Details

Keywords: Jen McFarland Flint; Real Estate

July 2011 (Revised January 2012)
Teaching Note

Demand Media (TN)

By: John Deighton and Leora Kornfeld

Teaching Note for 512021. View Details

Keywords: Internet and the Web; Media; Society; Transformation; Digital Marketing; Business Model; Initial Public Offering; Customers; Behavior; Value; Information Technology Industry; California

Citation

Purchase

01 Jun 2009
News

Crisis and Creativity

fundamental decisions for any business: where to play, how to deliver, and how to win. Where to Play. Entrepreneurs must target downturn needs such as superior value relative to existing players or provide good substitutes for the... View Details

Keywords: Bhaskar Chakravorti

08 Feb 2011
First Look

First Look: Feb. 8

the code, which increases quality and value creation. Opened modules, however, are available for others to use free of charge. We derive the set of possibly optimal business models when the modules of the firm and the open source... View Details

Keywords: Sean Silverthorne

November 2024
Case

Polish Agro: Where Do We Grow From Here?

By: Willy C. Shih, Lena Duchene and Daniela Beyersdorfer

By July 2024, Polish Agro had grown into one of Poland’s fastest-growing agribusinesses, with €230 million in revenue, 82 employees, and operations across Northern Poland. The company supported farmers with essential agricultural inputs like fertilizers and seeds,... View Details

Citation

Educators

01 Dec 2009
News

Alumni Books

CIOs Create and Communicate Value by Richard Hunter and George Westerman (DBA ’03) (Harvard Business Press) The authors recommend that to combat the IT-as-cost mindset, CIOs use IT to create three kinds of View Details

13 Dec 2011
First Look

First Look: Dec. 13

whether, when, and for which type of customer the introduction of a new channel helps and hurts sales in existing channels. Our framework separates short- and long-run effects by analyzing underlying channel capabilities. It suggests that... View Details

Keywords: Sean Silverthorne

07 May 2018
Research & Ideas

Why Online Retailers Should Hide Their Best Discounts

those who were more sensitive to price continued to spend the extra time to find bargains on the website, showing little difference in the cost of the items they purchased. However, customers who valued... View Details

Keywords: by Michael Blanding; Retail

01 Jun 2002
News

Up to the Challenge: Lori Schock - Listen and Learn

manufacturing workers on a computer system used for data reconciliation. The assignment proved challenging. “I was a total outsider running a class designed to change the work patterns of an experienced manufacturing team,” she grimaces.... View Details

Keywords: Kathleen Brill

02 Jul 2010
What Do You Think?

Is Profit as a “Direct Goal” Overrated?

set goals around creating value faster than costs (his preferred goal)." Deepak Alse reminded us that "the world of business is an unbounded system! The 'Corporation' is in effect an acceptance of the idea that profit seeking... View Details

Keywords: by Jim Heskett

21 May 2007
Research & Ideas

Fixing the Marketing-CEO Disconnect

measuring "innovative beverages" as a key metric. As a result, their efforts were focused on designing complex drinks that ultimately slowed their operations. They subsequently learned that customers View Details

Keywords: by Sean Silverthorne

01 Sep 2008
News

The MBA Turns 100

degree’s relevance, asserting that programs have drifted too far into theory that has relatively little use in practice. And they fault business schools for turning out graduates fixated on shareholder value at the expense of all else.... View Details

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

Web

Protecting Yourself Against Social Engineering | Information Technology

they do it? The most common use of social engineering is to steal information, whether this is your personal information, a password, or banking information. However, sometimes they are seeking to get access to information like customer... View Details

22 Oct 2018
Blog Post

HBS Marketing Club Presents: The Brand Summit

As marketers, we believe it is our job to create value, communicate that value to our customers, and capture a portion of that value for our firms. A great way to do this is to build strong brands, allowing... View Details

Keywords: All Industries

02 Nov 2016
What Do You Think?

Are Employees Becoming Job 'Renters' Instead of 'Owners'?

“It may not be possible for every employee (to) value the company as if it were his own. The next best thing is to make the customer the focus of everyone’s work. When customer... View Details

Keywords: by James Heskett

Web

Loan Assistance Programs - Alumni

continues beyond April. Application deadline is September 18 at 12:00 PM (noon) ET. To be considered for an award, applicants must be working in the private sector with total compensation at or below $130,000 USD . Applications from... View Details

Web

1.13 Satisfactory Academic Progress | MBA

requirements. Notes: HBS EC courses carry either 3 or 1.5 credits. Credit values are considered when evaluating EC academic honors and difficulty. HBS EC Independent Projects factor into degree requirement View Details

Web

1.17 Field Based Learning / Independent Projects | MBA

learning activities, including faculty, students, and staff, and are intended to: Uphold HBS Community Values in field-based learning, Protect the privacy of all participants in field-based learning activities conducted as part of the MBA... View Details

03 Feb 2003
Research & Ideas

Web Services

service technologies from a provider, customer, and investor perspective. Customers are concerned with integration and driving down costs, said Steven Lewis, Microsoft's general manager of .net market development. "There is a lot of... View Details

Keywords: by Julia Hanna; Service

Publications