Pricing & Promotion

Showing 21-37 of 37

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07-Marketing-500

Smart Pricing

The linkage between pricing and operations is increasingly being scrutinized by academics and managers alike. This article provides a review of recent and seminal work linking pricing decisions with operational insights.

09-Marketing-500

In Praise of Honest Pricing

Companies should spend less time trying to fool customers with hidden charges and devote more effort to competing on differences that really matter, say the authors. Imaginative managers may want to consider how a move toward honest pricing in their industry — such as unit pricing at supermarkets and the U.S. government”s Energy Star program — could help sell more and better products to a loyal customer base.

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013-big-data-and-analytics-500

Pricing as a Strategic Capability

The ability to set the right price at the right time, any time — the very definition of a pricing capability — is becoming increasingly important. Based on their work with dozens of companies, the authors explain how investments in human capital, systems capital and social capital come together to form a pricing capability that competitors will have a hard time imitating.

015-Marketing-500

Changing the Channel: A Better Way To Do Trade Promotions

The authors examine the theoretical and practical problems associated with trade promotions, and they explain how the right kind of deal can be created — a transparent system that generates mutual trust and provides benefits to both manufacturers and retailers. The key is proper implementation of what is thus far a little understood tool: the pay-for-performance trade promotion, in which retailers get rewarded according to how much they sell, not how much they buy.

013-big-data-and-analytics-500

Prepare Your Company for Global Pricing

As adapting to globalization becomes increasingly necessary, business customers are pressuring suppliers to accept global-pricing contracts. By exploring why customers want GPCs, under what circumstances the contracts are likely to profit suppliers, and how to successfully implement contracts, the authors identify preparation as the key to success.

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04-Marketing-500

How to Address the Gray Market Threat Using Price Coordination

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.

Showing 21-37 of 37