In free markets, competition is the norm, not the exception, and that competition will limit your latitude for pricing. When competitors lower prices or new competition enters at a lower price, many a novice manager’s gut reaction is to lower prices—but the cost of price concessions may be higher than the cost of customer losses. Experience will temper these beginner instincts over time, but there must be easier and less costly ways to identify the proper reaction to competitive price moves… Enter the Strategic Pricing Reaction Matrix.Read more...
From the Archives
Pricing Tactics» June 2014
Decoy Pricing Part 2: Profitable Implementation» October 2013
Redbox Experiments with Price Promotions. Shareholders Recoil from Outerwall.» September 2013
Discount the Parts or the Whole?
Organizational Improvement» February 2013
Apple Takes a Beating — What Did You Expect?» December 2010
AT&T and Verizon Mobile Data: A Product Category Maturing» May 2012
Renault Got It. GM Didn’t. Business Philosophy Matters.
Strategy» January 2014
Kenichi Ohmae and Pricing Strategy» December 2013
Equifinality and Organizational Design for Improving Pricing Decisions» February 2013
Is Your Board of Directors Considering the Right CEO Strategic Business Priorities?
Communication» November 2009
LinkedIn and Personal Branding» August 2012
Doing Good May Yield Bad Results» December 2011
The Merits of Underdog Positioning
NEW: Influencing Price Acceptance
Learn the behavioral, psychological, and cognitive influences to customer price acceptance decisions. Register here.
Quantitative Methods in Discount Management
Learn the techniques to discount management. Register here.
Decisions in Add-on and Versioning Price Structures
Learn the tradeoffs between add-on and versioning price structures to improve your profits. Register here.
Bundling's Impact on Pricing
Learn how price bundling can improve profits, and when it won’t. Register here.