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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. -
Class—or Mass?
Operations strategy Magazine ArticleStuck with excess inventory, Neptune Gourmet Seafood is toying with the idea of launching a second, inexpensive product line. But if Neptune stoops to conquer, rivals might retaliate with price cuts, and the new line might end up cannibalizing the old. -
Case of the Pricing Predicament (HBR Case Study)
Sales & Marketing Magazine ArticleScott Palmer's most important account, Occidental Aerospace, is pushing for a discount, but Standard Machine Corp., Scott's company, has a long-standing... -
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, […] -
Retailers' Holiday Strategy Doesn't Have to Be "Discount Everything"
Sales & Marketing Digital ArticleFour tactics to bypass price-to-price competition. -
The Surprising Economics of a “People Business”
Financial analysis Magazine ArticlePeople-intensive companies and business units ought to be managed and measured in ways that reflect their unique economics. Some standard practices can lead you dangerously astray. -
How to Convince Your Sales Team to Adopt a Subscription Model
Pricing strategy Digital ArticleNearly 90% of subscription businesses are stable or growing right now. -
Consumers Don't Understand the Relationship Between Time and Speed
Finance & Accounting Digital ArticleAnd companies take advantage of it. -
Pricing to Create Shared Value
Sales & Marketing Magazine ArticleMany companies are in competition with their customers to extract as much value as possible from every transaction. Pricing is their weapon of choice,... -
How Prices, Ad Expenditures, and Profits Are Linked
Sales & Marketing Magazine ArticleCoordination between advertising and price strategies may lead to higher profits. Analyses of data from 227 businesses show the price-advertising relationship.... -
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 […] -
The Benefits of Bargaining with Your Customers
Pricing strategy Digital ArticleWhy fixed prices are inefficient. -
How to Teach People About Health Care Pricing
Business education Digital ArticleStart by supplying the right kind of information. -
How Restaurants Can Survive Right Now
Pricing strategy Digital ArticleIt’s simple: Lower prices. -
Strategies for Staying Cost Competitive
Finance & Accounting Magazine ArticleRaising prices to cover rising costs and defend profit margins is a strategy that ceases to work in a recession, for that is when other companies start... -
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 […] -
Hamilton's $849 Tickets Are Priced Too Low
Sales & Marketing Digital ArticleIf consumers accept market prices, so should sellers. -
Case of the Pricing Predicament (Commentary for HBR Case Study)
Sales & Marketing Magazine ArticleScott Palmer's most important account, Occidental Aerospace, is pushing for a discount, but Standard Machine Corp., Scott's company, has a long-standing...
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Electronic Arts Introduces The Sims Online
Sales & Marketing Case Study11.95View Details Electronic Arts (EA), the world's largest independent game publisher, is preparing to launch an online, subscription-based version of the most popular... -
AIDS in Brazil
Leadership & Managing People Case Study11.95View Details Abbott Labs has reached an impasse with the Brazilian government in negotiations over the pricing of a new anti-AIDS drug, Kaletra. The Brazilian government... -
Phelps Dodge Corp.
Finance & Accounting Case Study11.95View Details A prolonged decline in copper prices prompts Phelps Dodge, one of the world's largest independent copper companies, to consider corporate diversification... -
Fleet Sales Pricing at Fjord Motor
Sales & Marketing Case Study11.95View Details While Fjord Motor Company (a fictitious company) has been successful in fleet sales, winning almost 70 of its 4,000 bids each year, the company has become... -
Thuuz Sports
Strategy & Execution Case Study11.95View Details Disappointed by how poorly his two favorite football teams were playing against each other on a Thursday night in November 2009, Warren Packard considered... -
Kreative Kasuals Inc.
Finance & Accounting Case Study11.95View Details The owner of a small Ontario-based textiles manufacturer must decide whether to bid on two government tenders and, if so, at what prices. The owner must... -
DAAG Europe (A), Introductory Note
Strategy & Execution Case Study5.00View Details Supplements the case. -
Owens & Minor, Inc. (A)
Finance & Accounting Case Study11.95View Details A forward-thinking manager at Owens & Minor (O&M), a large national medical and surgical distribution company, enlisted the help of both logistics and... -
Cigarette Wars (A)
Strategy & Execution Case Study11.95View Details Canada's tobacco manufacturers all faced similar marketing challenges: a decrease in the proportion of the population who smokes, a growing list of government... -
TALLY Solutions Pvt. Ltd.: Building the Platform
Strategy & Execution Case Study11.95View Details This case on Tally Solutions Pvt. Ltd. traces the evolution of the firm and highlights how the product has evolved from a ubiquitous accounting software... -
Lambeth Custom Cabinets (A)
Finance & Accounting Case Study11.95View Details This case provides an opportunity to explore very simple job-order costing. It also provides a chance to discuss contribution analysis in the context... -
RJR Nabisco Holdings Capital Corp.--1991
Finance & Accounting Case Study11.95View Details An investment manager notices a large apparent discrepancy in the prices of two nearly-identical bonds issued in conjunction with a major leveraged buyout.... -
Blue Sky Ranch: Sustainable Meat
Sales & Marketing Case Study11.95View Details In 2018, the owner of Blue Sky Ranch, a heritage pig farm in British Columbia, Canada, was reviewing her business options. She had been producing premium-priced,... -
Apple Inc.: Price Strategy in India
Management Case Study11.95View Details In 2021, Apple Inc. (Apple), the global manufacturer and seller of consumer electronics, computer software, and online services based in California, was... -
The Springfield Nor'easters: Maximizing Revenues in the Minor Leagues
Sales & Marketing Case Study8.95View Details The marketing director of a new minor-league baseball team must design, conduct, and then interpret survey research to determine optimal ticket pricing... -
Ready-to-Eat Breakfast Cereal Industry: Philip Morris
Strategy & Execution Case Study5.00View Details Supplements Ready-to-Eat Breakfast Cereal Industry in 1994 (A). -
NICE or Nasty? Access and Reimbursement of Multiple Sclerosis Medicines in the UK
Sales & Marketing Case Study11.95View Details NICE (National Institute for Health and Clinical Excellence) reviews the cost effectiveness of medicines for the treatment of multiple sclerosis (annual... -
TheLadders
Strategy & Execution Case Study11.95View Details Despite strong appeal among job seekers and outside recruiters, TheLadders' corporate job listings seem to lag. Could raising prices help solve the problem?... -
Project Maji: Pricing Water in Sub-Saharan Africa
Sales & Marketing Case Study11.95View Details In July 2021, Sunil Lalvani, founder and CEO of Project Maji, a non-profit social enterprise headquartered in Dubai that had already provided sustainable,... -
Eyeblaster: Enabling the Next Generation of Online Advertising
Sales & Marketing Case Study11.95View Details Eyeblaster management has to decide on the best course of action to sustain its momentum from enabling online rich media advertising. Pressure from competitors...
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Electronic Arts Introduces The Sims Online
Sales & Marketing Case Study11.95View Details Electronic Arts (EA), the world's largest independent game publisher, is preparing to launch an online, subscription-based version of the most popular... -
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. -
AIDS in Brazil
Leadership & Managing People Case Study11.95View Details Abbott Labs has reached an impasse with the Brazilian government in negotiations over the pricing of a new anti-AIDS drug, Kaletra. The Brazilian government... -
Phelps Dodge Corp.
Finance & Accounting Case Study11.95View Details A prolonged decline in copper prices prompts Phelps Dodge, one of the world's largest independent copper companies, to consider corporate diversification... -
Fleet Sales Pricing at Fjord Motor
Sales & Marketing Case Study11.95View Details While Fjord Motor Company (a fictitious company) has been successful in fleet sales, winning almost 70 of its 4,000 bids each year, the company has become... -
Class—or Mass?
Operations strategy Magazine ArticleStuck with excess inventory, Neptune Gourmet Seafood is toying with the idea of launching a second, inexpensive product line. But if Neptune stoops to conquer, rivals might retaliate with price cuts, and the new line might end up cannibalizing the old. -
Thuuz Sports
Strategy & Execution Case Study11.95View Details Disappointed by how poorly his two favorite football teams were playing against each other on a Thursday night in November 2009, Warren Packard considered... -
Case of the Pricing Predicament (HBR Case Study)
Sales & Marketing Magazine ArticleScott Palmer's most important account, Occidental Aerospace, is pushing for a discount, but Standard Machine Corp., Scott's company, has a long-standing...