-
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. -
Ditch the Discounts
Sales & Marketing Magazine ArticleDuring the recession, companies like Procter & Gamble, Hyundai, and Best Buy used adaptive pricing strategies, such as introducing lower-priced versions... -
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 […] -
3 Strategies for Managing Your Profit-Drain Customers
Finance & Accounting Digital ArticleImprove their experience - and your bottom line. -
Second Thoughts About a Strategy Shift (Commentary for HBR Case Study)
Strategy & Execution Magazine ArticleAugustin Rey, the president of Emilia, a century-old clothing retailer in Spain, is determined to revamp the company's merchandising strategy and redesign... -
In Search of the Ideal Groupon Discount
Sales & Marketing Digital Article50% off attracts customers, but deep discounts don't help fuel long-term growth. -
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 […] -
The Good-Better-Best Approach to Pricing
Marketing Magazine ArticleWhy every company should consider a tiered model -
A Payment Model That Prevents Unnecessary Medical Treatment
Strategy & Execution Digital ArticleOne solution to curb health care spending. -
The Psychology Behind the New iPhone's Four-Digit Price
Sales & Marketing Digital ArticleConsumers associate steep prices with quality. -
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 […] -
Business Marketing; Understand What Customers Value
Sales & Marketing Magazine ArticleIn this article, authors James Anderson, professor at the Kellogg Graduate School, Northwestern University, and James Narus, associate professor at the... -
Hamilton’s $849 Tickets Are Priced Too Low
Pricing strategy Digital ArticleIf consumers accept market prices, so should sellers. -
Escaping the Discount Trap (Commentary for 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... -
How Grocery Stores Should Respond to the Growth of Online Markets
Sales & Marketing ResearchLessons from Trader Joe's, Wegmans, and Walmart. -
The Five Competitive Forces That Shape Strategy
Competitive strategy HBR BestsellerAwareness of the five forces can help a company understand the structure of its industry and stake out a position that is more profitable and less vulnerable to attack.
-
SpaceX: Starlink's Uncertain Demand Trajectory
Sales & Marketing Case Study11.95View Details Elon R. Musk, founder and chief executive officer (CEO) of Space Exploration Technologies Corp. (SpaceX), was on a mission to provide people in rural... -
Donaldson, Lufkin & Jenrette, 1995 Abridged V. 1.3
Finance & Accounting Case Study11.95View Details This case explains the plan of the Equitable Companies to sell a 20 percent interest in Donaldson, Lufkin & Jenrette (DLJ) via an equity carve-out in... -
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... -
The De Beers Group: Exploring the Diamond Reselling Opportunity
Strategy & Execution Case Study11.95View Details In September 2014, Tom Montgomery (SVP of strategic initiatives at the De Beers Group) and his team launched a pilot program in the United States to explore... -
Roblox: Virtual Commerce in the Metaverse
Management Case Study11.95View Details In 2022, Roblox had 58.8 million daily active users, including over half of all children and teens under the age of 16 in the United States. Roblox, a... -
InPart
Innovation & Entrepreneurship Case Study11.95View Details Stacey Lawson, HBS 1996, started a CAD parts representations database company to help designers and engineers with the design process. The company has... -
Loctite Corp.: Industrial Products Group
Sales & Marketing Case Study11.95View Details A new product introduction strategy covering all elements of the marketing mix must be planned for equipment designed to dispense industrial adhesives.... -
Air Deccan (A): Changing the Face of Indian Aviation
Strategy & Execution Case Study11.95View Details By November 2005 Air Deccan, India's first low cost airline, had been in business for two years. During this time, the airline had grown rapidly, adding... -
Worldreader: Helping Readers Build a Better World
Innovation & Leadership Case Study11.95View Details Founded in 2010, Worldreader was an international nonprofit organization that promoted reading to children around the world. For many years, Worldreader... -
Procter & Gamble: The Wal-Mart Partnership (B)
Sales & Marketing Case Study5.00View Details Supplement to case UV2850. This case supplements the A case (UVA-M-0452) by describing events in the disposable-diaper market from June 1994 to October... -
Nissan Motor Co., Ltd. (A): The Hakone Pilot
Sales & Marketing Case Study11.95View 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"... -
Netflix in 2011
Strategy & Execution Case Study11.95View Details Reed Hastings founded Netflix to provide a home movie service that would do a better job satisfying customers than the traditional retail rental model.... -
Brand Extension through Innovation: Sound Agriculture Grows the Greens
Management Case Study11.95View Details "This case follows the decision-making process of Erik Wolfe, senior product marketing manager at Sound Agriculture, an agriculture technology company,... -
Burroughs Wellcome and AZT (C)
Global Business Case Study5.00View Details Describes key developments relating to Burroughs Wellcome, AZT and other AIDS drugs, and the AIDS issue in general from late 1989 through 1992. Includes... -
Redesigning Tea Auctions in India
Sales & Marketing Case Study11.95View Details The production of tea increased by 10% and the Indian economy experienced an inflation of 5.24% in 2018; the average auction price for tea had been stagnant... -
American Airlines' Value Pricing (A)
Sales & Marketing Case Study11.95View Details In April 1992, American Airlines launched "Value Pricing" -- a radical simplification of the complex pricing structure that had evolved over more than... -
PittaRosso (B): Human and Machine Learning
Sales & Marketing Case Study5.00View Details This case supplements the "PittaRosso: Artificial Intelligence-Driven Pricing and Promotion" case, and provides major highlights on what happened at the... -
Steel String: To Bottle or Not to Bottle
Innovation & Entrepreneurship Case Study11.95View Details By July of 2016, the craft brewery Steel String had established a successful pub in downtown Carrboro, North Carolina, near the University of North Carolina... -
Dakota Office Products
Finance & Accounting Case Study11.95View Details The senior management team of Dakota, an office products distributor, is concerned about the company's first loss in history. Explores the role for activity... -
Rolex SA
Sales & Marketing Case Study11.95View Details Rolex SA was one of the most successful watchmakers in the world. In recent years, the global demand for Rolex watches, especially the stainless-steel...
-
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. -
SpaceX: Starlink's Uncertain Demand Trajectory
Sales & Marketing Case Study11.95View Details Elon R. Musk, founder and chief executive officer (CEO) of Space Exploration Technologies Corp. (SpaceX), was on a mission to provide people in rural... -
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, […] -
Donaldson, Lufkin & Jenrette, 1995 Abridged V. 1.3
Finance & Accounting Case Study11.95View Details This case explains the plan of the Equitable Companies to sell a 20 percent interest in Donaldson, Lufkin & Jenrette (DLJ) via an equity carve-out in... -
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... -
The De Beers Group: Exploring the Diamond Reselling Opportunity
Strategy & Execution Case Study11.95View Details In September 2014, Tom Montgomery (SVP of strategic initiatives at the De Beers Group) and his team launched a pilot program in the United States to explore... -
Roblox: Virtual Commerce in the Metaverse
Management Case Study11.95View Details In 2022, Roblox had 58.8 million daily active users, including over half of all children and teens under the age of 16 in the United States. Roblox, a... -
InPart
Innovation & Entrepreneurship Case Study11.95View Details Stacey Lawson, HBS 1996, started a CAD parts representations database company to help designers and engineers with the design process. The company has... -
Loctite Corp.: Industrial Products Group
Sales & Marketing Case Study11.95View Details A new product introduction strategy covering all elements of the marketing mix must be planned for equipment designed to dispense industrial adhesives....