Digital Business
‘Just Enough’ Piracy Can Be a Good Thing
Small-scale piracy sometimes offers surprising benefits for IP rights holders.
Profitability
Latest
Pricing & Promotion
Bill It, Kill It, or Keep It Free?
B2B companies can seize new sales by charging for services they’ve been giving away.
Wolfgang Ulaga and Stefan Michel
Customer Service
A More Profitable Approach to Product Returns
Retailers can boost profits and prevent abuse by tailoring their return policies with analytics.
James Abbey, Michael Ketzenberg, and Richard Metters
Innovation Strategy
Are Innovative Companies More Profitable?
There’s a significant correlation between net profit growth and a corporate culture of innovation.
Dylan Minor, Paul Brook, and Josh Bernoff
Business Model Innovation
Building Scalable Business Models
Many successful companies today leverage business model scalability to achieve profitable growth.
Christian Nielsen and Morten Lund
Boards & Corporate Governance
The Board’s Role in Share Repurchases
Boards need to take charge of share repurchases as part of the capital management strategy of their companies.
Robert C. Pozen
Business Models
The Big Squeeze: How Compression Threatens Old Industries
Accelerating compression of both revenues and profits in some businesses can be fatal, and fast.
Omar Abbosh, Paul Nunes, Vedrana Savic, and Michael Moore
Social Business Adoption
Infographic: Social Business Driving Positive Outcomes
An infographic provides highlights of the 2014 social business report and illustrates the importance of social maturity.
MIT Sloan Management Review
Executing Strategy
When Should You Fire Customers?
Letting unprofitable customers go is an option, but so is training them out of expensive behavior.
Pricing & Promotion
Is It Time to Rethink Your Pricing Strategy?
Almost any business can improve its pricing performance, if it broaches pricing in a structured way.
Andreas Hinterhuber and Stephan Liozu
IT Strategy
The Impact of IT Investments on Profits
New research finds that investments companies make in information technology increase profitability and sales more than investments in advertising or R&D do.
Sunil Mithas, Ali Tafti, Indranil Bardhan and Jie Mein Goh
Marketing Strategy
Are Many of Your Customers Unprofitable?
Certain types of marketing techniques — those aimed at increasing customer lifetime value (CLV) — can be linked to stock price increases.
Leadership Skills
Managing Through Rose-Colored Glasses
Timothy L. Keiningham, Terry G. Vavra and Lerzan Aksoy
Customer Service
The Real Value of Customer Loyalty
Customer-lifetime value is more than a metric; it’s a way of thinking and of doing business.
Lauren Keller Johnson
New Product Development
Develop Profitable New Products with Target Costing
Robin Cooper and Regine Slagmulder
Developing Strategy
Strategy, Value Innovation, and the Knowledge Economy
W. Chan Kim and Renée Mauborgne
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