Posts by: Anirban Sengupta
After a firm adopts value based selling it comes face to face with the next big challenge: How to manage the process of value based selling?
More You charge a higher price for a more reliable product if reliability is perceived as a benefit by the customer. But how do we to make a customer perceive reliability as a benefit?
More Why does a paper published in 1965 have customers calling looking for discounted prices? And when are these requests reasonable? Anirban Sengupta discusses.
More Innovation is a great thing: it sparks our creativity, fills needs or streamlines our lives, and fuels our economy. But even the newest-to-the-world products and services face competition. We need to be able to gauge the market outlook for any of our potential offerings, from the most evolutionary to the most revolutionary…
More We’ve explored what decoy pricing is and how to recognize it, now let’s get into how to do it profitably.
More How can counterintuitive pricing and bundling help make ear additional profit? Take a look at some successful tactical moves that accomplish just that.
More Economic policies advocated by Japan prime-minister Shinzo Abe, since his return to the helm after the 2012 general elections, are referred to as Abenomics. This article aims to provide a first-level understanding of the principles of Abenomics and its effects on the global business environment.
More In traditional sense “discrimination” is a word with a negative connotation. However, in the pricing context, by discrimination I mean that I will make some customers pay more and some customers pay less for the same product. However that is pure discrimination and by no means an art. Discrimination becomes an art only when all the subjects concerned accept the price they pay without a grudge.
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.
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