-
Bed Bath & Beyond’s Persistent Coupons and the Return of Thrifty Consumers
Pricing strategy Digital ArticleBig-box stores need to offer discounts — and make customers earn them. -
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, […] -
Microsoft Blew It on the Price of Xbox One
Strategy Digital ArticleThe tech giant chose the wrong moment to sell at a 25% premium over the competition. -
Your Company's Energy Data Is an Untapped Resource
Technology & Operations Digital ArticleIt can drive revenue as well as cut costs. -
Price Gouging and the Dangerous New Breed of Pharma Companies
Government policy and regulation Digital ArticleThey are prioritizing profits over R&D. -
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 […] -
How to Stop Customers from Fixating on Price
Market research Magazine ArticleSurprisingly, your best tool for getting people to see beyond price may be the price itself. -
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 […] -
What Economists Don't Get About Uber's Surge Pricing
Sales & Marketing Digital ArticleWe're not always comfortable with markets, and that's ok. -
Surprising Economics of a "People Business"
Organizational Development Magazine ArticleWhen people are your most important asset, some standard performance measures and management practices become misleading or irrelevant. This is a danger... -
Escaping the Discount Trap (HBR Case Study)
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... -
To Make a Profit, Dating Apps Must Leverage Data Differently
Sales & Marketing Digital ArticleHow to design referral programs that encourage growth without sacrificing profitability. -
Research: Smaller, More Precise Discounts Could Increase Your Sales
Pricing strategy Digital ArticleWhy bigger discounts don’t necessarily attract more customers. -
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 […] -
Getting Bundled Payments Right in Health Care
Pricing strategy Digital ArticleLessons from two pioneers. -
A Quick Guide to Value-Based Pricing
Pricing strategy Digital ArticleReviewing how to calculate it and dispelling misconceptions. -
How Targeted Ads and Dynamic Pricing Can Perpetuate Bias
Marketing Digital ArticleCompanies struggle to personalize their services without discriminating. -
Case Study: Can Retailers Win Back Shoppers Who Browse then Buy Online?
Competitive strategy Magazine ArticleA brick-and-mortar retailer searches for a response to “showrooming.” -
How Pricing Bots Could Form Cartels and Make Things More Expensive
Global Business Digital ArticleAntitrust law will have to evolve to cope. -
What It Takes to Build a Startup into a Brand
Innovation & Entrepreneurship Digital ArticleLessons from Howard Schultz, Leslie Wexner, and Brunello Cucinelli.
-
IndiaMART
Strategy & Execution Case Study11.95View Details The case on IndiaMART enumerates important decisions that are made in platform business models with regards to the pricing of the different sides of the... -
The Battle for Logan Airport: American Airlines versus JetBlue (C)
Strategy & Execution Case Study5.00View Details The entrance of JetBlue into the Boston area low-cost carrier market in 2004 is viewed as a direct attack on Major airlines and prompts American Airlines... -
Headspace vs. Calm: A Mindful Competition
Sales & Marketing Case Study11.95View Details By 2021, the mindfulness app wars reached their apex. Over 2,000 meditation apps were available to consumers, but two apps, Headspace and Calm, dominated... -
Ron Johnson: A Career in Retail
Sales & Marketing Case Study11.95View Details In April 2013, Ron Johnson (HBS '84) stepped down after just 18 months as CEO of J.C. Penney. In his brief tenure, Johnson, an acclaimed retailer respected... -
Vietnam's Private Sector Development: Mr. Nam's Dilemma
Finance & Accounting Case Study11.95View Details In 2000, Vietnam passed the Enterprise Law to spur private sector development and facilitate its transition from a centrally-planned to a market economy.... -
Polyphonic HMI: Mixing Music and Math
Sales & Marketing Case Study11.95View Details In 2003, Mike McCready, CEO of Barcelona-based Polyphonic HMI, was preparing to launch an artificial intelligence tool that could create significant value... -
Supply Chain Close-Up: The Video Vault
Finance & Accounting Case Study11.95View Details The owners of the Video Vault struggle to determine the optimal stocking levels of home videos in an industry fraught with new technology, new pricing... -
Online Music Distribution in a Post-Napster World
Sales & Marketing Case Study11.95View Details Provides a description of the rise and decline of Napster, the free Internet music-swapping service. Also describes second-generation peer-to-peer services... -
Dynamic Pricing: Timing is Everything
Management Case Study8.95View Details This note provides a comprehensive exposition to the topic of dynamic pricing (whereby the fee customers are charged is time-dependent). It covers the... -
Brooke Correll and Clos Du Val: Adventures in Napa Valley (A) and (B) (Condensed)
Sales & Marketing Case Study11.95View Details An established winery's first marketing director is charged with reviving the once-hot brand. Cofounded by an expert winemaker with ties to the famous... -
Hayman Capital Management
Finance & Accounting Case Study11.95View Details In late December 2011, Hayman Capital founder and portfolio manager Kyle Bass was reviewing Japanese government budget projections for 2012. The projections... -
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... -
Haier in India: Building Presence in a Mass Market Beyond China
Global Business Case Study11.95View Details For Chinese corporation Haier Inc, the biggest seller of major appliances in the world, entering India as an emerging market multinational is like having... -
Maytag in 1984
Strategy & Execution Case Study11.95View Details Highlights Maytag's unique position in the industry in 1984. Maytag, a much smaller player than its competitors has prior to 1984 been successful in producing... -
SATTVA eTECH: Enhancing Component Sourcing Flexibility
Technology & Operations Case Study11.95View Details This case describes the sourcing contract selection challenge faced by an electronics manufacturing company. The company must decide whether to continue... -
House for Sale: The Seller
Management Case Study8.95View Details You are married with three children, your wife is seven months pregnant, and you live in a commodious three-bedroom apartment. Your wife's family lives... -
Ready-to-Eat Breakfast Cereal Industry in 1994 (B)
Strategy & Execution Case Study5.00View Details Updates the (A) case. -
Price Discrimination
Strategy & Execution Case Study8.95View Details This note, which is introductory in nature, provides a classification scheme for some of the more common examples of price discrimination. For each case... -
Immuno-Genetics Inc.: Technology for Predicting Immune Response
Sales & Marketing Case Study11.95View Details Researchers at the Ontario Veterinary College had formed a company, Immuno-Genetics Inc., to develop new technologies to measure the immune response of... -
Carnival Cruise Lines
Strategy & Execution Case Study11.95View Details Highlights the potential value of customer data and the choices and challenges the firm faces when attempting to capture this value. Carnival collects...
-
Bed Bath & Beyond’s Persistent Coupons and the Return of Thrifty Consumers
Pricing strategy Digital ArticleBig-box stores need to offer discounts — and make customers earn them. -
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, […] -
IndiaMART
Strategy & Execution Case Study11.95View Details The case on IndiaMART enumerates important decisions that are made in platform business models with regards to the pricing of the different sides of the... -
Microsoft Blew It on the Price of Xbox One
Strategy Digital ArticleThe tech giant chose the wrong moment to sell at a 25% premium over the competition. -
Your Company's Energy Data Is an Untapped Resource
Technology & Operations Digital ArticleIt can drive revenue as well as cut costs. -
Price Gouging and the Dangerous New Breed of Pharma Companies
Government policy and regulation Digital ArticleThey are prioritizing profits over R&D. -
The Battle for Logan Airport: American Airlines versus JetBlue (C)
Strategy & Execution Case Study5.00View Details The entrance of JetBlue into the Boston area low-cost carrier market in 2004 is viewed as a direct attack on Major airlines and prompts American Airlines... -
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 […] -
How to Stop Customers from Fixating on Price
Market research Magazine ArticleSurprisingly, your best tool for getting people to see beyond price may be the price itself. -
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 […]