advanced search

  • Visitor Edition

Home » Marketing » Pricing

Recent Thinking

Featured Marketing, Pricing Article, Latin American retailing
Price promotions in Latin American retailing

April 2007

They don't seem to work.

Abstract

Featured Marketing, Pricing Article, price management
Premium Content
Pricing in a proliferating world

August 2006

Juggling thousands or even millions of price points calls for common systems, greater transparency in performance, and an organizational balance between centralization and decentralization.

Abstract

Featured Marketing, Pricing Article, proliferation
Profiting from Proliferation

June 2006

An explosion of new customer segments, sales and service channels, media, and brands is challenging marketers to reinvent themselves so they can simultaneously prioritize opportunities in a more sophisticated way and increase the consistency and coordination of their marketing execution.

Abstract

The Archive

2003
How to make after-sales services pay off Premium Content

November 2003

For manufacturers, service plans can be a valuable second string, but only if they are properly designed and priced.

Abstract

Pricing new products

August 2003

Companies habitually charge less than they could for new offerings. It’s a terrible habit.

Abstract

Rechanneling sales

August 2003

A decade of change has upset the industrial producers’ traditional approach to selling. The time has come for many of them to change their sales channels.

Abstract

Riding out the storm

February 2003

In uncertain economic times, companies should focus on the fundamentals: pricing, marketing, and product development.

Abstract

The power of pricing Premium Content

February 2003

Transaction pricing is the key to surviving the current downturn—and to flourishing when conditions improve.

Abstract

2002
Fighting for your price Premium Content

November 2002

A new kind of professional purchaser bent on getting rock-bottom costs threatens suppliers of basic materials. But these companies can save themselves by taking up the purchasers’ weapons.

Abstract

Power by the minute

February 2002

US electricity utilities risk another California-style crisis unless regulators link prices in the wholesale and retail markets.

Abstract

2001
Putting a price on solutions Premium Content

August 2001

Remember: the whole is worth more than the sum of its parts.

Abstract

Getting prices right on the Web Premium Content

June 2001

Two widely disparate approaches to pricing have dominated the sale of goods and services on the Internet.

Abstract

2000
Shedding the commodity mind-set

November 2000

No product really has to be a commodity. The trick is to know what services your customers want—and to charge more.

Abstract

The hidden value in postmerger pricing Premium Content

November 2000

Postmerger pricing can contribute as much as 30 percent of the value of all synergies realized by merger deals. Why is it usually neglected?

Abstract

Virtual pricing Premium Content

November 2000

E-business practitioners accept discouraging assumptions about the nature of pricing on the Internet. Yet the Net could be a pricer’s paradise.

Abstract

Bringing discipline to pricing

February 2000

Different local market environments create quite different opportunities for pricing. You must understand these environments to set prices optimally.

Abstract

1999
The euro: How to keep your prices up and your competitors down Premium Content

May 1999

The euro’s introduction is likely to accelerate the equalization of prices from one European country to another, and average price levels will fall. But if suppliers do not manage their pricing correctly, the euro’s financial implications could be disastrous for them.

Abstract

1998
Why your price band is wider than it should be Premium Content

August 1998

Too many ad hoc pricing decisions. Key determinants: consumption expandability and brand equity. Consider competitors and channels last.

Abstract

1997
Setting value, not price Premium Content

February 1997

The first task is to map benefits versus price—as the customer sees them. Bear in mind that equal value doesn’t mean equal market share. The key decision: do you stay on the line of value equivalence, or get off?

Abstract

1995
Pricing commodities: What you see is not what you get Premium Content

August 1995

Say goodbye to the tonnage mentality. The difference in profitability between similar orders can be 20 percent. Get the true cost of every order to both manufacturing and sales. Two case examples in steel and pulp and paper.

Abstract

1993
Taking the mystery out of tomorrow’s prices Premium Content

November 1993

With price forecasts, getting close is often close enough.

Abstract

Price wars Premium Content

August 1993

No-nonsense advice on how to avoid the death spiral of permanently lost profit, declining value, and heightened price sensitivity.

Abstract

Member Log in

forgot password?