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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, […] -
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 […] -
9 Tactics for Better Remote Negotiations
Communication Digital ArticleLessons from the head of McKinsey's negotiation practice. -
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 […] -
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... -
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... -
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 […] -
Uber's "Price Gouging" Is the Future of Business
Sales & Marketing Digital ArticleMost companies mistakenly take a one-size-fits-all approach to prices. -
What B2B Companies Get Wrong About Volume Discounts
Sales & Marketing Digital ArticleThey're not only for customers who buy more. -
3 Lessons from Hyperinflationary Periods
Finance & Accounting Digital ArticleWhat today's businesses can learn about pricing strategies and consumer trust. -
The Good-Better-Best Approach to Pricing
Marketing Magazine ArticleWhy every company should consider a tiered model -
Hamilton’s $849 Tickets Are Priced Too Low
Pricing strategy Digital ArticleIf consumers accept market prices, so should sellers. -
Are You Paying Too Much for That Acquisition?
Finance & Accounting Magazine ArticleDespite 30 years of evidence demonstrating that most acquisitions don't create value for the acquiring company, executives continue to make more deals,... -
Talking to Your Customers About Prices
Sales & Marketing Digital ArticleEven if inflation means you have to charge more, don't try to hide it from your customers. -
What MoviePass Can Teach Us About the Future of Subscription Businesses
Innovation & Leadership Digital ArticleThe company provides a cautionary tale about understanding pricing and demand. -
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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Surfside Leisurescapes
Sales & Marketing Case Study11.95View Details The hot tub division of Surfside Leisurescapes (Surfside), a backyard-living retail store, has consistently failed to meet sales expectations. The general... -
Harbor City Electric
Finance & Accounting Case Study11.95View Details The CEO of an electric utility company is considering requesting a rate increase. At issue is the cost of the various services that the company provides... -
Epic Games
Strategy & Execution Case Study11.95View Details Epic Games entered a stagnant market with its PC-games digital storefront in 2018, in the context of incumbent competitors such as Steam, its meteoric... -
Route 11 Potato Chips
Sales & Marketing Case Study11.95View Details Route 11 Chips, a regional potato chip company, is struggling with whether to reduce the number of flavors it markets. Additional flavors add operational... -
Information Rules: A Strategic Guide to the Network Economy
Strategy & Execution Book40.00View Details In Information Rules, authors Shapiro and Varian reveal that many classic economic concepts can provide the insight and understanding necessary to succeed... -
Cumberland Metal Industries (B): Model Year 1978 Results with Beta Motors
Sales & Marketing Case Study5.00View Details Designed as a class hand-out after discussion of the (A) case. -
Nissan Motor Co., Ltd. (B): The Hakone Pilot
Sales & Marketing Case Study5.00View Details Nissan Motors Ltd. went through a spectacular turnaround led by Carlos Ghosn. Nevertheless, in spite of strong growth in new car sales, "After Sales"... -
Reed Supermarkets: A New Wave of Competitors
Sales & Marketing Case Study8.95View Details Reed Supermarkets is a high-end supermarket chain with operations in several Midwestern states. Meredith Collins, vice president of marketing, visits... -
Predicting Automobile Prices Using Neural Networks
Leadership & Managing People Case Study11.95View Details The chief marketing officer (CMO) at an automobile agency was looking at a list of car model features, which he had received from the manufacturing plant.... -
Implementing Electronic Road Pricing in Singapore: Epilogue (Sequel)
Strategy & Execution Case Study5.00View Details The case describes the internationally known Singapore initiative to implement electronically deducted charges for road use, varying by route, type of... -
Grosvenor Park
Technology & Operations Case Study11.95View Details Dick Dublin believes he has designed a townhouse development which will appeal to mobile young professionals. Dublin has removed some market risk by locking... -
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... -
Monroe Clock Company (B)
Technology & Operations Case Study5.00View Details Monroe Clock Company, a producer of electrical timers, is trying to decide how to price a new device by considering the method of overhead allocation... -
Hewlett-Packard (B)
Sales & Marketing Case Study5.00View Details An abstract is not available for this product. -
Evernote: Monetization Strategy
Sales & Marketing Case Study11.95View Details -
ExxonMobil: Business as Usual? (B)
Finance & Accounting Case Study5.00View Details Supplement to case 117046. The case presents ExxonMobil's response to growing pressure to disclose how climate change will impact their business. This... -
Caledonian Newspapers Ltd. (A)
Finance & Accounting Case Study11.95View Details In June 1989, a banker must decide whether and how his bank should participate in the LBO of this small Scottish newspaper publisher. This is the first... -
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... -
Sparta Glass Products
Strategy & Execution Case Study11.95View Details Sparta Glass Products has been losing significant market share over the last several quarters in the non-glare-glass market, with a price 10% above the... -
Ball: EVA Driving the World's Leading Can Manufacturer (C)
Management Case Study5.00View Details Ball used Economic Value Added analysis to determine if it should open a new metal can manufacturing facility, which mandated closing two recently acquired...
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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. -
Surfside Leisurescapes
Sales & Marketing Case Study11.95View Details The hot tub division of Surfside Leisurescapes (Surfside), a backyard-living retail store, has consistently failed to meet sales expectations. The general... -
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, […] -
Harbor City Electric
Finance & Accounting Case Study11.95View Details The CEO of an electric utility company is considering requesting a rate increase. At issue is the cost of the various services that the company provides... -
Epic Games
Strategy & Execution Case Study11.95View Details Epic Games entered a stagnant market with its PC-games digital storefront in 2018, in the context of incumbent competitors such as Steam, its meteoric... -
Route 11 Potato Chips
Sales & Marketing Case Study11.95View Details Route 11 Chips, a regional potato chip company, is struggling with whether to reduce the number of flavors it markets. Additional flavors add operational... -
Information Rules: A Strategic Guide to the Network Economy
Strategy & Execution Book40.00View Details In Information Rules, authors Shapiro and Varian reveal that many classic economic concepts can provide the insight and understanding necessary to succeed... -
Cumberland Metal Industries (B): Model Year 1978 Results with Beta Motors
Sales & Marketing Case Study5.00View Details Designed as a class hand-out after discussion of the (A) case. -
Nissan Motor Co., Ltd. (B): The Hakone Pilot
Sales & Marketing Case Study5.00View Details Nissan Motors Ltd. went through a spectacular turnaround led by Carlos Ghosn. Nevertheless, in spite of strong growth in new car sales, "After Sales"...