Pricing strategy

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 […]

Nearly 90% of subscription businesses are stable or growing right now.

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 […]

The band needs to cut prices without damaging their brand.

During the recession, companies like Procter & Gamble, Hyundai, and Best Buy used adaptive pricing strategies, such as introducing lower-priced versions...

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

Too often when managers think about pricing, the first question they ask is, What should the price be? In fact, what they should be asking is, Have we...

A look at the challenges and some innovative solutions.

You have to know what you're doing.

With inflation high, a global recession possible, and consumers spending carefully, many companies are concerned about preserving profit margins. In this...

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

Both customers and shareholders are confused.

And changing how Americans think about the cost of healthy food.

Daily deals aren't as simple as they look. While one company strikes out with a Groupon initiative, its next-door neighbor might use the same type of...

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,...

The answer is probably "yes." Managers often unintentionally sap their businesses' profits by ignoring the complexities of pricing. Find out what they're...

There are two kinds of businesses in the world, says the author. Knowing what they are--and which one your company is--will guide you to the right strategic...

Surprisingly, your best tool for getting customers to see beyond price may be the price itself. New research finds that four pricing moves in particular...

It helps your customers, which helps your brand.

Many companies are in competition with their customers to extract as much value as possible from every transaction. Pricing is their weapon of choice,...