Archives
Outerwall Inc. the owner of the Redbox downgraded their performance guidance tipping off a 13% decline in market capitalization. Did investors overreact? And what caused the poor performance in the first place?
More “Discrimination” is a charged and highly sensitive word in the English language, but is it really that bad when it comes to pricing?
More 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.
More
“You can’t ‘manage’ a crowd – or a community – through transactional exchanges or economic incentives. You need something stronger: shared purpose.”…
More Who should oversee pricing decisions? Marketing? Sales? Finance? Research by Homburg, Jensen, and Hahn showed it was none of them, all of them, and it depends.
More Like many marketing professionals, I was highly skeptical when Facebook did its Initial Public Offering about a year ago. My feeling was that Facebook had no clear-cut business model that would lead to sustainable profits and earnings. How wrong one can be!
More 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.
More Which of the following is most critical for a successful entrepreneur to have? An Idea Money Employees Customers Which one? Customers, you…
More Future entrepreneurs, there are four essential questions that must be asked and answered: (1) Who is your target market? (2) What are the needs of the target market? (3) What is your distinctive competency is satisfying those needs? (4) How do you intend to communicate that distinctive competency?
More Kimberly-Clark Corp. (KMB) is “desheeting” its products to improve profitability. Weber Stephen Products LLC avoids price promotions and markdowns on their grills, and yet maintains a dominant market position. These are two rather disjointed activities but they both appear to fall afoul of the suggestions given in a recent Wall Street Journal article by Professor Ailawadi of Tuck and Professor Farris of Darden. Are Ailawad and Farris wrong, are the companies wrong, or can both pairs be right?
More