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Strategic Movements October 2019

October 2019 Pricing

Market Share? Meh. Customer Satisfaction and Brand Equity? YES, Please! Managers care a lot about market share, but should they? Meta-research by Alexander Edeling and Alexander Himme in the Journal of Marketing entitled “When Does Market Share Matter” shows that market share does, on average, have a small positive impact on company value, but that […]

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Strategic Movements September 2019

September 2019 Pricing

J.M. Smucker Co Passed Input Savings onto Price Cuts. Profits? They fell of course. Q2 2019 found that net sales (revenue) decreased 6%, and profits suffered more.  From a pricing perspective, this is completely to be expected.  Why would an executive do something proven to harm profits?  CEO Mark Smucker spoke about the dramatic decrease […]

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Organizing for Pricing Excellence

September 2019 Pricing

What organizational factors make for pricing excellence in a company? Moorman and Day discussed the academic research on the development of excellence in marketing organizations.  We find truths in their work that translate well to the specific field of pricing, one of the four elements of the marketing mix. One could describe pricing excellence as […]

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Strategic Movements August 2019

August 2019 Pricing

Online Grocer Pricing Thrive Market requires a $60 annual fee and offers free shipping for orders over $49. Public Goods requires a $59 annual fee and offers free shipping for orders over $45. Brandless requires a NO annual fee and offers free shipping for orders over $48. All three of these companies focus on house […]

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Can Money Buy Your Morals?

July 2019 Pricing

Classical economics assumes that our rational self-interest will guide our decision making. The first part of that assumption, the “rational” part, was proven to be a premise needing clarification by the work of Kahneman and Tversky in their 1979 paper on Prospect Theory. This seminal work led to an entirely new branch of economics, best […]

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Strategic Movements July 2019

July 2019 Pricing

Household Insecticide Pricing Raid, a household insecticide by S.C. Johnson & Son Inc. with roughly 50% U.S. market share, sells for $4.27 per 20 oz can canister ($0.21 per oz).  Procter & Gamble Co. has recently launched Zevo, a competing household insecticide, for $6.97 per 10 oz can canister ($0.70 per oz). Does Zevo warrant […]

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Pricing Dashboard Design

June 2019 Pricing

Executive dashboards are valuable coordination tools. They help pricing teams communicate facts and identify areas deserving executive attention. This is demonstrably clear. Yet, what facts specifically should be on a pricing dashboard? What are the issues that pricing should bring to the attention of their CEOs? To address this question, I asked ten different pricing […]

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Strategic Movements June 2019

June 2019 Pricing, Selling

Honey Demand Up, Supply Constant.  Prices? Demand for honey has increased as people perceive it as a healthy alternative to sucrose and fructose from sugar cane, sugar beets, and corn.  Global supplies of honey have been relatively stable according to Apimondia, an international federation of beekeepers.  (Beehive colony collapse challenges ae widespread in many countries, […]

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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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