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Why Baseball Seats Should be Priced like Airline Tickets
Pricing strategy Digital ArticleMore than half of Major League Baseball teams are using dynamic pricing. Others should follow. -
A New Way to Define Value in Drug Pricing
Pricing strategy Digital ArticleAn online tool takes objective and subjective factors into account. -
Turning the Supply Chain into a Revenue Chain
Strategy & Execution Magazine ArticleSince Blockbuster began sharing rental revenues with its suppliers, both parties have seen increased profits. The authors say revenue sharing will work... -
Why Do Companies Succumb to Price Fixing?
Government policy and regulation Magazine ArticleWhen Ben Franklin wrote Poor Richard’s Almanac and the words, “A little neglect may breed great mischief,” he did not have price fixing in mind. To the 47 executives in companies in the folding-box industry convicted of price fixing, however, the words seem tailored to fit. In those companies convicted under antitrust laws in 1976, […] -
The Psychology Behind the New iPhone's Four-Digit Price
Sales & Marketing Digital ArticleConsumers associate steep prices with quality. -
Black Friday 2011: Advantage Retailers
Recessions Digital ArticleThis blog post is part of the HBR Online Forum The Future of Retail. Last year on Black Friday, I dropped by a local Staples store in Watertown, Massachusetts, to pick up a few office supplies. Surprised at the 40% off sale on many items, I ended up leaving with a lot of office supplies […] -
How Black Friday Lost its Mojo
Strategy & Execution Digital ArticleTo compete with Cyber Monday, brick-and-mortars need to keep Friday special. -
How Retailers Should Think About Online Versus In-Store Pricing
Sales & Marketing Digital ArticleThey each have their own logic. -
Great Transition
Global Business Magazine ArticleAs China's economy grows and opens further, the opportunity it presents to multinationals is changing. Foreign companies are moving to country development... -
Making Money with Proactive Pricing
Marketing Magazine ArticleAlthough the roots of capitalism stretch back many centuries, setting prices remains an inexact science. The pricing decision, one of the most important in business, is also one of the least understood. Many industrial companies, according to this author, habitually set prices reflexively on the basis of simple criteria—to recover costs, to maintain or gain […] -
A Breeze in the Face
Customer experience Magazine ArticleA man once worked on the 89th floor of the Empire State Building. One muggy August day, he began to imagine how nice a breeze in his face would feel. When he opened the window, he suddenly realized he could probably get the world’s best breeze in the face—simply by jumping out and falling face […] -
Why Good-Better-Best Prices Are So Effective
Sales & Marketing Digital ArticleA single price is essentially an ultimatum. -
Customers Will Pay More for Less
Sales & Marketing Magazine ArticleBundling products is a time-honored practice that marketers use to boost sales. But new research shows that it can backfire--that customers will actually... -
A Quick Guide to Value-Based Pricing
Sales & Marketing Digital ArticleReviewing how to calculate it and dispelling misconceptions. -
Suppliers—Manage Your Customers
Supply chain management Magazine ArticleEarly in 1984, the top executives of an East Coast hardware chain made a momentous decision. Without consulting the company’s suppliers, they decided to phase out its fleet of trucks and its network of warehouses. Maintaining this distribution system was costing the company about 5% of annual sales, and the executives believed the company was […] -
Hamilton’s $849 Tickets Are Priced Too Low
Pricing strategy Digital ArticleIf consumers accept market prices, so should sellers. -
Escaping the Discount Trap (HBR Case Study and Commentary)
Sales & Marketing Magazine ArticleBrazilian medical-devices maker Bosi e Faora has seen its prices decline as its sales reps scramble to sign up clinics by offering steep discounts. The... -
Only People Can Make the Smart Grid Smart
Strategy & Execution Digital Article[For more, visit Tomorrow's Smart Grid.] Futurists expect the smart grid will change how we use electricity. But it depends. The theory is that as consumers... -
Slicing and Dicing Your Pricing
Marketing Magazine ArticleThanks to behavioral economics, we can now explain with greater precision how price presentation affects willingness to buy and satisfaction with the amount paid. It all comes down to the familiar concept of highlighting customer benefits—yet managers often ignore benefits and focus on cost when pricing products. Our research shows that pricing components according to […] -
Industrial Pricing to Meet Customer Needs
Marketing Magazine ArticleWhen a customer buys a product he or she goes through a complex process of balancing the price of the product against the perceived benefits, costs, risks, and value in use of the product. If the customer thinks this way when analyzing a purchase, say these authors, it makes great sense for marketers to set […]
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Stone Container Corporation (A)
Finance & Accounting Case Study11.95View Details In early 1993, Stone Container was heavily burdened by debt following a series of highly leveraged acquisitions. A prolonged depression in paper prices... -
Philip Morris U.S.A. and Marlboro Friday (A) (Condensed)
Sales & Marketing Case Study11.95View Details This case is a condensed version of "Philip Morris U.S.A. and Marlboro Friday (A)". In July 1993, Philip Morris executives met to consider second-quarter... -
Uber Pricing Strategies and Marketing Communications
Sales & Marketing Case Study11.95View Details By late March 2014, the ridesharing company Uber was on a roll, rapidly expanding service to untapped markets and gaining new, enthusiastic customers,... -
Flashion: Art vs. Science in Fashion Retailing
Technology & Operations Case Study11.95View Details Kate Wilson, retail analytics manager at Flashion-a fashion flash-sale site-is tasked with developing analytics to optimize pricing for first-exposure... -
Beauregard Textile Co.
Strategy & Execution Case Study11.95View Details The sales manager and controller have to decide on a price for a textile that lost significant market share as a result of a recent price increase. Information... -
Gilead: Hepatitis C Access Strategy (B)
Sales & Marketing Case Study3.75View Details While the Gilead: Hepatitis-C Access Strategy (A) case (515-025) poses questions on what the company should do with respect to hart hit countries like... -
Tupelo Medical: Managing Price Erosion
Sales & Marketing Case Study11.95View Details Robert Davidson, pricing manager for Tupelo Medical, was concerned about the variability in price paid for its top-selling product, the Micron 8 Series... -
Digital Transformation at Brazilian Retailer Magazine Luiza
Sales & Marketing Case Study11.95View Details By late 2017, Brazilian retailer Magazine Luiza's CEO was convinced that the company could significantly grow sales and accomplish its aspirations of... -
New Balance, GrubHub, and PepsiCo: The Politicization of Business
Sales & Marketing Case Study11.95View Details An investment analyst was tasked with determining the impact of political controversy on firm performance in the aftermath of the highly charged 2016... -
Icelandair (C): WOW Now?
Strategy & Execution Case Study5.00View Details Case Supplement for Case IES782 -
Beck Taxi
Sales & Marketing Case Study11.95View Details Beck Taxi is Toronto's leading cab brokerage. In May 2009, the company's chief executive officer (CEO) is wondering whether the company could change the... -
Pricing Simulation: Universal Rental Car V2
Finance & Accounting Tool45.00View Details This simulation will help you understand the principles of pricing in a dynamic and realistic management environment. The setting is a Florida rental... -
Let's Talk Science
Sales & Marketing Case Study11.95View Details The president and founder of the non-profit organization, Let's Talk Science, needs to ensure that the marketing plan provided by her staff for a new... -
Fabtek (A)
Sales & Marketing Case Study11.95View Details Concerns the selection and scheduling of orders by a small industrial titanium fabricator that in recent months has been plagued by poor deliveries and... -
Metabical: Pricing, Packaging, and Demand Forecasting for a New Weight-Loss Drug
Sales & Marketing Case Study8.95View Details Metabical is a new weight loss drug from Cambridge Sciences Pharmaceuticals intended for moderately overweight individuals. In anticipation of final FDA... -
Baabuk's All Wool, No Bull: Choosing the Best Next Step
Strategy & Execution Case Study11.95View Details Baabuk, a Swiss based start-up with a branded offering in wool footwear was founded in 2014 by the married couple Dan and Galina Witting. Since then and... -
Signalling Costs
Strategy & Execution Case Study11.95View Details NutraSweet's worldwide patent-protected monopoly on aspartame, the low-calorie high-intensity sweetener, ended with the 1987 entry of the Holland Sweetener... -
Trek-ation
Leadership & Managing People Case Study11.95View Details In this case, a senior business analyst at the online travel agency Trek-ation struggles with the decision of whether to pursue a potentially lucrative... -
Dollar Tree: Breaking the Buck
Sales & Marketing Case Study11.95View Details For thirty-five years, Dollar Tree, a discount retail chain selling general merchandise, had held it fixed price point steady, pricing all of its household...
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Why Baseball Seats Should be Priced like Airline Tickets
Pricing strategy Digital ArticleMore than half of Major League Baseball teams are using dynamic pricing. Others should follow. -
A New Way to Define Value in Drug Pricing
Pricing strategy Digital ArticleAn online tool takes objective and subjective factors into account. -
Stone Container Corporation (A)
Finance & Accounting Case Study11.95View Details In early 1993, Stone Container was heavily burdened by debt following a series of highly leveraged acquisitions. A prolonged depression in paper prices... -
Turning the Supply Chain into a Revenue Chain
Strategy & Execution Magazine ArticleSince Blockbuster began sharing rental revenues with its suppliers, both parties have seen increased profits. The authors say revenue sharing will work... -
Why Do Companies Succumb to Price Fixing?
Government policy and regulation Magazine ArticleWhen Ben Franklin wrote Poor Richard’s Almanac and the words, “A little neglect may breed great mischief,” he did not have price fixing in mind. To the 47 executives in companies in the folding-box industry convicted of price fixing, however, the words seem tailored to fit. In those companies convicted under antitrust laws in 1976, […] -
Philip Morris U.S.A. and Marlboro Friday (A) (Condensed)
Sales & Marketing Case Study11.95View Details This case is a condensed version of "Philip Morris U.S.A. and Marlboro Friday (A)". In July 1993, Philip Morris executives met to consider second-quarter... -
Uber Pricing Strategies and Marketing Communications
Sales & Marketing Case Study11.95View Details By late March 2014, the ridesharing company Uber was on a roll, rapidly expanding service to untapped markets and gaining new, enthusiastic customers,... -
Flashion: Art vs. Science in Fashion Retailing
Technology & Operations Case Study11.95View Details Kate Wilson, retail analytics manager at Flashion-a fashion flash-sale site-is tasked with developing analytics to optimize pricing for first-exposure... -
The Psychology Behind the New iPhone's Four-Digit Price
Sales & Marketing Digital ArticleConsumers associate steep prices with quality. -
Beauregard Textile Co.
Strategy & Execution Case Study11.95View Details The sales manager and controller have to decide on a price for a textile that lost significant market share as a result of a recent price increase. Information...