MIT Sloan Management Review

If they wish to achieve profitable, sustainable growth, suppliers seeking a larger share of their customers” wallets need a fine-grained, disciplined approach to getting, leveraging and documenting knowledge about those customers.

Everyday low prices vie with aggressive promotional pricing in an increasingly competitive retail environment.

Firms gain competitive advantage by improving the performance of suppliers and by sidestepping the snares common to such efforts.

How a paper mill used price-based concepts as part of a strategy to reduce cost and regain profitability.

Trade promotions permit manufacturers to influence retail price, retail sales, and total channel profit by rewarding resellers for lower prices and subsidizing their selling effort.

To shift toward high-quality service strategies, managers must adopt training and recruiting policies that compensate for institutional barriers to human resource investment.

The pricing of services in the United States is a mess. Consider these examples:In 1992, Congress enacted the Cable Act to rein in prices in the cable television industry.

Gray market goods — brand name products sold through unauthorized channels — are an increasing threat to multinational companies. The authors present a framework to help select the right approach to coordinating price-setting decisions on the basis of a subsidiary’s local resources and the complexity of a product’s market. Examples of price coordination methods are provided.