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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. -
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, […] -
Will Personalized Medicine Mean Higher Costs for Consumers?
Global Business Digital ArticleWe need policies that shift insurers' financial incentives. -
3 Lessons from Hyperinflationary Periods
Costing Digital ArticleWhat today’s businesses can learn about pricing strategies and consumer trust. -
Sales Teams Need to Stop Focusing on the Customer Funnel
Customer experience Digital ArticleInstead, build an “experience chain” that aligns the customer journey across physical and digital channels. -
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 […] -
Getting Transfer Prices Right: What Bellcore Did
Finance & Accounting Magazine ArticleBellcore's four service centers were charging unrealistically high prices internally. The transfer pricing system was at fault. Its four service centers... -
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 […] -
Hamilton’s $849 Tickets Are Priced Too Low
Pricing strategy Digital ArticleIf consumers accept market prices, so should sellers. -
A Better Way to Map Brand Strategy
Brand management Magazine ArticleFigure out where you are on the distinctiveness-centrality spectrum. -
Getting Bundled Payments Right in Health Care
Sales & Marketing Digital ArticleLessons from two pioneers. -
Precision Pricing When Inflation Is Rising
Finance and investing Digital ArticleAn unstable environment calls for a customized approach. -
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 […] -
Whole Foods Needs a More Consistent Pricing Message
Sales & Marketing Digital ArticleBoth customers and shareholders are confused. -
Reality Check at the Bottom of the Pyramid
Strategy & Execution Magazine ArticleThere's a fatal flaw in the low-price, low-margin, high-volume strategy that multinationals have been pursuing in the bottom of the economic pyramid for... -
How B2B Firms Can Price with Confidence as Inflation Rises
Sales & Marketing Digital ArticleFive strategies. -
Six Sigma Pricing
Technology & Operations Magazine ArticleMany companies are now good at managing costs and wringing out manufacturing efficiencies. The TQM movement and the disciplines of Six Sigma have seen... -
Tackling the Problem of Subscribers Who Binge…Then Bail
Customer strategy Digital ArticleThree strategies to help streaming services reduce subscriber churn. -
Should a Dollar Store Raise Prices to Keep Up with Inflation? (HBR Case Study and Commentary)
Finance & Accounting Magazine ArticleDiscount retailer Dollar Bill's has been struggling to maintain its margins over the past two years because of inflationary pressures, delays on imported...
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Fortis Industries, Inc. (A)
Sales & Marketing Case Study11.95View Details Fortis Industries' packaging division manufactures steel and plastic strapping. In 2007, the company underwent a leveraged buyout. The case focuses on... -
Ready-to-Eat Breakfast Cereal Industry: Philip Morris
Strategy & Execution Case Study5.00View Details Supplements Ready-to-Eat Breakfast Cereal Industry in 1994 (A). -
Radiohead: Music at Your Own Price (A)
Sales & Marketing Case Study11.95View Details In October 2007, the British band Radiohead caused a stir when it announced it would allow customers to decide how much to pay for its new album, released... -
What Is Marketing?
Sales & Marketing Book32.00View Details This book explores what marketing is and how an enterprise can differentiate itself from others in attracting and retaining customers. The book is organized... -
Charles Schwab Corp. (A)
Technology & Operations Case Study11.95View Details A look at the industrial restructuring in the brokerage industry made possible by e-commerce. Focuses the student's attention on the decision alternatives... -
Keller Fund's Option Investment Strategies
Finance & Accounting Case Study11.95View Details A closed-end mutual fund's decision to study option trading provides an opportunity to study the profit profile and pricing of multiple option investment... -
Boston University Medical Center Hospital
Finance & Accounting Case Study11.95View Details This case describes a "bundled pricing" approach to managed care contracting. Bundled pricing is a contracting strategy whereby a hospital and its physicians... -
Muscle-RDX: Pricing, Packaging, and Demand Forecasting for a New Product
Sales & Marketing Case Study11.95View Details The senior director of marketing for Strength Pharma, an Indian sports nutrition company, was managing the November 2016 launch of the company's whey... -
Pricing and Market Making on the Internet
Sales & Marketing Case Study8.95View Details Considers the impact of the Internet on how market exchanges will take place. Discusses the role of shopping agents and alternatives to fixed prices such... -
Buy Low, Sell High: Creating and Extracting Customer Value by Enhancing Organizational Performance
Sales & Marketing Case Study8.95View Details Provides an integrated framework for creating customer value and managing the firm profitably. Focuses on the use of product/service line management and... -
Gillette: Cutting Prices to Regain Share
Strategy & Execution Case Study11.95View Details After losing market share to low-priced competitors such as Harry's and Dollar Shave Club for several years, Gillette decided to fight back by launching... -
Westmount Retirement Residence
Finance & Accounting Case Study11.95View Details The administrator of the Westmount Retirement Residence is concerned about the current cost accounting system. The administrator is not clear on how much... -
The Case of Synthroid (A)
Sales & Marketing Case Study11.95View Details The case tells the story of Synthroid from its development in 1958 as the first synthetic thyroxine molecule to its competition against generic equivalents... -
Priceline.com: Name Your Own Price
Sales & Marketing Case Study11.95View Details Priceline.com is a new concept shifting the setting of price from sellers to buyers. The company aspires to use its patented process of advertising units... -
CME Group in 2019
Strategy & Execution Case Study11.95View Details Chicago-based CME Group is the world's largest futures and options marketplace, with annual trading volume of over 4.8 billion contracts in 2018. This... -
Unilever in Brazil 1997-2007: Marketing Strategies for Low-Income Consumers
Sales & Marketing Case Study11.95View Details Unilever is a solid leader in the Brazilian detergent powder market with an 81% market share. Laercio Cardoso must decide (1) whether Unilever should... -
Tanner Pharmaceuticals and the Price of a New Drug
Strategy & Execution Case Study11.95View Details One of the most profitable products for Tanner Pharmaceuticals Inc. (Tanner), a major U.S. pharmaceutical company, was a vaccine with the brand name Zorstat.... -
Eli Lilly: Xigris (A)
Sales & Marketing Case Study11.95View Details Examines the launch of Xigris, a breakthrough new pharmaceutical product for the treatment of sepsis. The newly appointed head of marketing for Xigris... -
Pleasant Ridge Habitat for Humanity Second Chance Home Supply
Sales & Marketing Case Study11.95View Details In the fall of 2016, the Pleasant Ridge Habitat for Humanity Second Chance Home Supply (SCHS) store added an assistant manager in order to expand the...
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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. -
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, […] -
Fortis Industries, Inc. (A)
Sales & Marketing Case Study11.95View Details Fortis Industries' packaging division manufactures steel and plastic strapping. In 2007, the company underwent a leveraged buyout. The case focuses on... -
Will Personalized Medicine Mean Higher Costs for Consumers?
Global Business Digital ArticleWe need policies that shift insurers' financial incentives. -
Ready-to-Eat Breakfast Cereal Industry: Philip Morris
Strategy & Execution Case Study5.00View Details Supplements Ready-to-Eat Breakfast Cereal Industry in 1994 (A). -
Radiohead: Music at Your Own Price (A)
Sales & Marketing Case Study11.95View Details In October 2007, the British band Radiohead caused a stir when it announced it would allow customers to decide how much to pay for its new album, released... -
What Is Marketing?
Sales & Marketing Book32.00View Details This book explores what marketing is and how an enterprise can differentiate itself from others in attracting and retaining customers. The book is organized... -
Charles Schwab Corp. (A)
Technology & Operations Case Study11.95View Details A look at the industrial restructuring in the brokerage industry made possible by e-commerce. Focuses the student's attention on the decision alternatives... -
3 Lessons from Hyperinflationary Periods
Costing Digital ArticleWhat today’s businesses can learn about pricing strategies and consumer trust.