“I know he’s a good general, but is he lucky?” Napoleon Bonaparte Failures happen. The question is will you learn the right lessons from them and get back in the game? So, when is price discrimination effective? It is effective whenever it works in practice. Shape the future for your best outcome or evaluate the…

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Despite abundance of available and accessible literature, value-based pricing (VBP) as a concept remains mystified. The key reason is the difficulty of implementation. This article’s aim is to provide the reader a concise review of the ‘do’s and ‘don’t’s of VBP.

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“You can’t ‘manage’ a crowd – or a community – through transactional exchanges or economic incentives. You need something stronger: shared purpose.” Nilofer Merchant, “When TED Lost Control of Its Crowd”, HBR, April 2013, p 82. Game-changing entrepreneurs co-create a future with that mutually benefits the co-creators. Game-changing entrepreneurs set goals based upon the means…

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When selling things that go together, should the company offer discounts on the individual parts or the whole shebang? Sourav Ray, Charles A. Wood, and Paul R. Messinger examined these questions across 650,000 daily price listings and through customer and manager surveys in a recent Journal of Marketing article. Their results have broad price-management implications.

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Which of the following is most critical for a successful entrepreneur to have? An Idea Money Employees Customers Which one? Customers, you goof. Who do you serve? What do they need? Why are you the best person to serve them? How will they learn this? “The difference between an idea and a profit-making business is…

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