Publications

Publications

Filter Results: (1,816) Arrow Down
Filter Results: (1,816) Arrow Down Arrow Up

Show Results For

Show Results For

← Page 9 of 1,816 Results →
  • October, 2022
  • Article

The Economic Dynamics of Competing Power Generation Sources

By: Gunther Glenk and Stefan Reichelstein
Competing power generation sources have experienced considerable shifts in both their revenue potential and their costs in recent years. Here we introduce the concept of Levelized Profit Margins (LPM) to capture the changing unit economics of both intermittent and... View Details
Keywords: Renewable Energy; Intermittant; Cost Accounting; Profitability Analysis; Learning-by-doing; Cannibalization Effect; Energy; Environmental Management; Investment; Operations; Technological Innovation; Energy Industry; Utilities Industry; Industrial Products Industry; Manufacturing Industry; Europe; North America; South America; Africa; Asia
Related
  • January 1997
  • Background Note

Buy Low, Sell High: Creating and Extracting Customer Value by Enhancing Organizational Performance

By: Benson P. Shapiro
Provides an integrated framework for creating customer value and managing the firm profitably. Focuses on the use of product/service line management and effective customer service to achieve customer satisfaction and high profitability. View Details
Keywords: Customer Value and Value Chain; Framework; Performance Efficiency; Sales; Business Strategy; Customer Satisfaction; Profit; Product Marketing; Business or Company Management
Related
  • 22 Feb 2021
  • Book

Reaching Today's Omnichannel Customer Takes a New Sales Strategy

Management That Works: How to Sell in a World That Never Stops Changing, Cespedes, a senior lecturer at Harvard Business School, offers research-based insight and context, and presents sales productivity not only as a core way to increase View Details
Keywords: by Kristen Senz
  • 05 Jun 2019
  • Research & Ideas

If Your Customers Don't Care What You Charge, What Should You Charge?

An estimated 60 percent of retail gasoline customers return to the same gas station to refuel, without comparison shopping, according to a recent study. Driven by factors such as habit, brand loyalty, switching costs, and search (which... View Details
Keywords: by Kristen Senz; Energy
  • 01 Nov 2018
  • News

On Hold for 45 Minutes? It Might Be Your Secret Customer Score

  • 18 Jul 2023
  • Interview

Jeffrey Rayport on Product Market Fit, Profit Market Fit and Whiplash, and More

By: Jeffrey F. Rayport and Doug Levin
This episode of "Lessons from Startup Life" podcast features Jeffrey Rayport, Senior Lecturer of Business Administration at the Harvard Business School. Jeffrey specializes in teaching and researching growth-stage technology ventures and their scalability. Prior to... View Details
Keywords: Scaling And Growth; Start-up; Diversity; Equity; Inclusion; Technology; Business Startups; Product Marketing; Business Growth and Maturation
Related
  • January 2004 (Revised April 2004)
  • Case

Ford Motor Company: Quality of Earnings Growth Analysis (A)

By: David F. Hawkins and Jacob Cohen
Even though Ford Motor Co. reports improved profitability, an equity analyst issues a sell recommendation and Standard & Poor's downgrades long-term debt. View Details
Keywords: Quality; Business Earnings; Valuation; Investment Return; Profit; Financial Statements; Revenue; Auto Industry; Consulting Industry
Related
  • Article

How Direct-to-Consumer Brands Can Continue to Grow

By: V. Kasturi Rangan, Daniel Corsten, Matt Higgins and Leonard A. Schlesinger
Direct-to-consumer (DTC) brands such as Allbirds, Casper, Peloton, and Warby Parker have creatively found a weakness in the marketing citadel of incumbent brands. By using data gleaned from daily interactions with customers, these brands have been able to adapt how... View Details
Keywords: Direct-to-consumer; Customer Journey; Business Model; Customer Relationship Management; Growth and Development Strategy
Related
  • 30 Sep 2002
  • Research & Ideas

Use the Psychology of Pricing To Keep Customers Returning

Buyers are more apt to use a product right after they purchase it, a fact you need to ponder as you consider how to keep customers coming back for more. In this e-mail interview with HBS Working Knowledge's Manda Mahoney, Harvard Business... View Details
Keywords: by Manda Mahoney
  • 18 May 2022
  • Research & Ideas

Are Banks the ‘Bad Guys’? Overdraft Fees Are Crushing Low-Income Customers

Payday lenders have long been cast as villains for charging consumers sky-high interest rates, leaving borrowers who live paycheck to paycheck struggling to repay loans. But conventional banks are just as guilty of using fees to penalize consumers, hurting low-income... View Details
Keywords: by Rachel Layne; Financial Services
  • Web

Business Analysis and Valuation Using Financial Statements - Course Catalog

accounting distortions. Performance analysis and valuation: assessing current performance and its future sustainability; making forecasts of future profitability and risk; and valuing businesses using... View Details

    Price Bargaining and Competition in Online Platforms: An Empirical Analysis of the Daily Deal Market

    The prevalence of online platforms opens new doors to traditional businesses for customer reach and revenue growth. This research investigates platform competition in a setting where prices are determined by negotiations between platforms and businesses. We compile a... View Details
    • November 1987 (Revised April 2017)
    • Teaching Note

    Polysar Limited

    By: Robert Simons
    Teaching Note for (9-187-098). View Details
    Keywords: Management Control Systems; Strategy And Execution; Performance Measurement; Variance Analysis; Profit Management; Canada
    Related
    • March 2021 (Revised August 2022)
    • Case

    Seeding and Selling Asana

    By: Jeffrey F. Rayport, Susie Ma and Amram Migdal
    In December 2019, Oliver Jay, Asana’s Chief Revenue Officer (CRO), was reconsidering his go-to-market (GTM) strategy. Asana was cloud-based work management software that enabled users to break up projects into discrete tasks that could be assigned, scheduled, and... View Details
    Keywords: SaaS; Customer Journey; Business Model; Business Organization; Change Management; Growth and Development Strategy; Growth Management; Marketing Channels; Marketing Strategy; Product Marketing; Organizational Change and Adaptation; Organizational Design; Organizational Structure; Digital Platforms; Internet and the Web; Technology Industry; United States
    Related
    • 10 Aug 2015
    • Research & Ideas

    Why a Federal Rule on CEO Pay Disclosure May Get You In Trouble With Customers

    Here's a tip for companies looking to woo customers away from the competition: Besides advertising fair prices for your products, try advertising fair wages for your employees. Recent research from Harvard Business School indicates that... View Details
    Keywords: by Carmen Nobel; Retail
    • May 2022
    • Case

    Byte

    By: Boris Groysberg, Katherine Connolly Baden and Julia Kelley
    In January 2021, Byte co-founders Scott Cohen and Blake Johnson reflected on how far their Los Angeles-based direct-to-consumer (DTC) orthodontics company had come since launching its clear aligners just a little over two years earlier. Cohen and Johnson were both... View Details
    Keywords: Growth; Customer Experience; Customer Focused Organization; Innovation; DTC; Growth Management; Expansion; Entrepreneurship; Customer Focus and Relationships; Innovation and Invention; Growth and Development Strategy; Medical Devices and Supplies Industry; United States
    Related
    • September 2018 (Revised August 2019)
    • Case

    The Progressive Corporation, 2018

    By: John R. Wells and Benjamin Weinstock
    In early 2019, The Progressive Corporation (Progressive), the USA’s third-largest auto insurance writer, reported earned premiums were up 20% in 2018 compared to the previous year, and net income was up 64%. Direct sales of personal auto policies rose 21%, while agent... View Details
    Keywords: Insurance Companies; Strategic Analysis; Strategic Decisions; Customer Acquisition; Customer Experience; Customer Lifetime Value; Policy Implementation; Competitors; Auto Insurance; Vehicle; Progressive; Allstate; State Farm; GEICO; Implementation; Insurance; Customer Value and Value Chain; Growth Management; Competitive Strategy; Insurance Industry
    Related
    • 02 Feb 2015
    • Research & Ideas

    Disruptors Sell What Customers Want and Let Competitors Sell What They Don’t

    unbundling that allows customers to pick and choose the content they consume (be it articles, music tracks, or airline tickets), Teixeira identifies the fueling factor in this case as "decoupling"—separating out activities that View Details
    Keywords: by Michael Blanding
    • July–August 2020
    • Article

    Price Bargaining and Competition in Online Platforms: An Empirical Analysis of the Daily Deal Market

    By: Lingling Zhang and Doug J. Chung
    The prevalence of online platforms opens new doors to traditional businesses for customer reach and revenue growth. This research investigates platform choice in a setting where prices are determined by negotiations between platforms and businesses. We compile a unique... View Details
    Keywords: Business-to-business Marketing; Platform Competition; Two-Sided Markets; Price Bargaining; Daily Deals; Structural Model; Digital Platforms; Competition; Price; Negotiation
    Related
    • 2022
    • Book

    Purpose + Profit: How Business Can Lift Up the World

    By: George Serafeim
    The roadmap and best practices to reap the enormous value that can emerge when your business prioritizes social and environmental goals—such as climate change, diversity and inclusion, and sustainability—right alongside the pursuit of profit.

    We not only... View Details
    Keywords: ESG (Environmental, Social, Governance) Performance; Profitability; Business And Society; Organizations; Mission and Purpose; Goals and Objectives; Social Issues; Environmental Sustainability; Value Creation; Organizational Change and Adaptation
    Related