Pricing strategy

Most companies mistakenly take a one-size-fits-all approach to prices.

When 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, […]

When 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 […]

Many companies are now good at managing costs and wringing out manufacturing efficiencies. The TQM movement and the disciplines of Six Sigma have seen...

As China's economy grows and opens further, the opportunity it presents to multinationals is changing. Foreign companies are moving to country development...

The scene is a conference room in the head office in Geneva of Universal Data Corporation’s European operations. The time is shortly after lunch on a winter day in 1977. Three men are finishing cups of coffee which have been served by a secretary. Seated at the head of the table is Clive Price, age […]

The subject of transfer pricing doesn’t normally excite many people, but when your transfer pricing system is less than perfect, life gets interesting. We at Bellcore first got interested in transfer pricing in 1983. That’s the year before AT&T was broken up and Bellcore was being formed as the centralized organization supporting the seven regional […]

Scott Palmer's most important account, Occidental Aerospace, is pushing for a discount, but Standard Machine Corp., Scott's company, has a long-standing...

Lessons from Howard Schultz, Leslie Wexner, and Brunello Cucinelli.

Interviews with nearly 150 executives in 13 companies show that transfer pricing schemes are a means of generating information and control for implementing...

Companies may want to shift a brand's position--to exploit less crowded territory, for example, or grow sales. Companies have long used perceptual mapping...

The prices we encounter in the course of making a purchase can affect how much we're willing to pay for a given product--even when the goods involved...

Just a few years after its 2005 opening, Georgia Aquarium faced a challenge common to all experience-based businesses: After an initial rush of traffic,...

Businesses constantly innovate to create new value--but unless they also focus on how they capture value, they won't realize maximum benefit from their...

Surprisingly, your best tool for getting people to see beyond price may be the price itself.

The stream of customers who visit Flanagan Theme Parks has started to dwindle. The fictional Australian company must decide, with the help of consultant...

The answer may well be yes. Here’s why.

Though out of fashion among pricing experts, it has some benefits.

The band needs to cut prices without damaging their brand.

Scott Palmer's most important account, Occidental Aerospace, is pushing for a discount, but Standard Machine Corp., Scott's company, has a long-standing...