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Will PlayStation VR Succeed?

November 2016 Product, Selling

Not that I can or am stating that everything Sony did was perfect. And I am definitely not stating that everyone will find Sony’s design tradeoffs to result in a good offering. But they did define their target market and product design requirements in such a manner broadly appearing to be compatible with a highly successful product, launch.

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Pricing Done Right

August 2016 Pricing, Selling

Pricing Done Right provides a roadmap for improving pricing practices within any market-oriented firm. It provides a framework for managing pricing decisions in any organization. It clarifies the best practices for defining the organizational culture, architectural hierarchy, and routines for getting pricing done right.

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Will Culling Low Margin Items Actually Destroy Profits? An Exploration into Economies of Scope

July 2016 Pricing, Product

Firms often sell low margin items because customers seek the low margin items and, when buying, buy higher margin items as well. These low margin items can make sense through their enablement of the firm to profit from economies of scope. Killing low margin items can make sense in some cases, but other cases doing so will kill the firm.

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Creative Destruction Strikes Again

May 2016 Marketing, Selling

To embrace creative destruction is a choice. We can either lament that we fell on the destruction side of market forces, or we can throw ourselves into the creative side of market forces. When market forces destroy your industry, embrace it as the opportunity to create a new path — don’t wait for some third party to have pity on you and fix it for you. Fix it yourself.

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About the author

Tim J. Smith, PhD is the Managing Principal of Wiglaf Pricing, and an Adjunct Professor at DePaul University of Marketing and Economics. His most recent book is Pricing Strategy: Setting Price Levels, Managing Price Discounts, & Establishing Price Structures.

Tim J. Smith, PhD
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