2017 | The Wiglaf Journal

Collaborative and Dynamic Pricing for Product Manufacturers

By Tim J. Smith, PhD | March 8, 2017

Treating pricing as a verb, not a noun, applies pressure to the management of pricing decision making. But who makes pricing decisions? When and how should the latitude for pricing decisions be constrained for individual agents? While a general answer for all companies would be rather lengthy, a specific answer for product manufacturers selling through…

Pricing in the Life Sciences

By Kyle T. Westra | March 8, 2017

What is the value a consumer may place on a new drug that softens or even eliminates an otherwise terminal condition? Nearly limitless. That isn’t to say that prices therefore can or should be limitless, but it does underline the fact that price is determined by the value to the consumer, not the cost to the producer.

Glass Cliff or Brick Wall: Can Women Really Be Successful Leaders in the Tech Industry?

By Gloria Martinez | March 8, 2017

There are a number of theories as to why a dearth of women executives in IT exists. One of the most popular is the “glass cliff” theory. It supports the idea that women have a greater opportunity than men to acquire jobs in companies that are performing poorly.

Strategic Movements: March 2017

By Tim J. Smith, PhD | March 8, 2017

Verizon engages in a price war surrounding unlimited mobile data plans. Though it hurts to lose revenue as a business, it’s great to have competition as a customer. This is all a suspected response to T-Mobile and Sprint impact on market share, and pricing approach of AT&T.

Is Pricing a CEO Level Issue?

By Tim J. Smith, PhD | February 7, 2017

CEO’s are responsible for organizing productive operations, and ultimately generating revenue. When it comes to their pricing responsibility, CEO’s manage pricing decisions by defining the culture, structure, and routines necessary for producing sound decisions that align with their strategy.

Price Isn’t Cost

By Kyle T. Westra | February 7, 2017

Once the investment is made, its cost no longer factors into the marginal cost of producing a product. Fixed costs are an important part of a go-or-no-go decision for a company at the onset of production, but should not factor into the price of a product going forward. Fixed costs are sunk costs.

Another Wiglaf Journal Brand Valuation QUIZ

By James T. Berger | February 7, 2017

Millward Brown’s brand valuation analyses provide strong evidence of the importance of branding for business leaders. Brand is about reputation. A brand generates trust for a company, for its products, and for its services. The brands mentioned in the BrandZ top 100 list are the world’s most trusted.

Strategic Movements: February 2017

By Tim J. Smith, PhD | February 7, 2017

Dismal earnings have been reported at Macy’s, JC Penney, Kohl’s, Barnes & Noble, Sears, and many other retailers—countered by increase sales at Amazon.com. Even Walmart is investing in online capabilities, begging the question will all physical retail fail? No.

Price is a Verb

By Tim J. Smith, PhD | January 3, 2017 |

So what do executives get wrong about pricing? They treat it as a noun not as a verb. Treating price as a verb drives executives to define the culture, organizational structure, and process for making pricing decisions. Leading firms do this. Failing firms don’t. Executives, you have a choice.

Pricing Cannabis Gummies

By Kyle T. Westra | January 3, 2017

Different consumers care about different things. Some will care that their THC-laced gummies have fewer other chemicals, some won’t. But the ones that do are probably willing to pay a premium for those products. We certainly see that in the organics aisle at a grocery store. Why would cannabis products be any different?