Leadership Skills
The False Choice Between Business and Ethics
Should there be a moral imperative to consider what’s fair when making a business transaction?
Pricing
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Big Data
Using Data Science to Avoid Global Pricing Chaos
Five steps to make sure your data and analytics efforts pay off in the long term.
Andrea Marron
Analytics & Performance
Master the Challenges of Multichannel Pricing
Retailers have new challenges in getting customers to accept different prices on different channels.
Walter Baker, Gadi BenMark, Manish Chopra, and Sajal Kohli
Analytics & Performance
The New Frontier of Price Optimization
Identifying the optimal prices for products was once a time-consuming process. That’s changing.
David Simchi-Levi
Developing Strategy
What You Need to Know Before Starting a Platform Business
There’s probably never been a better time for platform businesses. But they aren’t easy to launch.
Richard Schmalensee and David S. Evans, interviewed by Martha E. Mangelsdorf
Analytics & Strategy
Complexity’s Competitive Edge
IHG is obtaining a competitive advantage from applying advanced analytics to pricing and marketing.
Larry Seligman, Angela Galeziowski, and Dev Koushik (IHG), interviewed by Sam Ransbotham
Analytics & Strategy
A New Vision for Personal Transportation
Smart data and mass customization have the potential to radically change the way trips are planned.
Wolfgang Gruel and Frank Piller
Pricing & Promotion
How to Win a Price War
It’s possible for a company to win a price war by leveraging a specific set of strategic capabilities.
Patrick Reinmoeller
Pricing & Promotion
Setting Prices Based on Customer Value
A look at three pricing strategies: cost-based pricing, competition-based pricing and customer value-based pricing.
Leslie Brokaw
Pricing & Promotion
Is It Time to Rethink Your Pricing Strategy?
Almost any business can improve its pricing performance, if it broaches pricing in a structured way.
Andreas Hinterhuber and Stephan Liozu
Digital Marketing
The Perils of Social Coupon Campaigns
To gain from social coupons, businesses should craft deals carefully — without giving too much away.
V. Kumar and Bharath Rajan
Pricing & Promotion
Should More Stores Charge Admission?
Warehouse stores like Sam’s Club and Costco charge customers a fee to shop there. Should more companies borrow the idea?
Leslie Brokaw
Global Strategy
Is It Time to Rethink Your Manufacturing Strategy?
For a decade, China was automatically the answer to many manufacturing questions. That’s changing.
David Simchi-Levi, James Paul Peruvankal, Narendra Mulani, Bill Read and John Ferreira
Pricing & Promotion
The Big Difference a Penny Makes
Should you price a consumer product at a price that ends in 99 cents — or price it at a round dollar amount?
Martha E. Mangelsdorf
Pricing & Promotion
When Should You Nickel-and-Dime Your Customers?
What’s smarter: To charge separately for extras — or to combine all charges into one total price?
Rebecca W. Hamilton, Joydeep Srivastava and Ajay Thomas Abraham
Digital Business
What the GDP Gets Wrong (Why Managers Should Care)
The irony: We know less about the sources of value in the economy than we did 25 years ago.
Erik Brynjolfsson and Adam Saunders
Supply Chains & Logistics
Supply Risk in Fragile Contracts
Spot markets can be used to limit exposure.
Çağrı Haksöz and Ashay Kadam
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