Posts by: Tim J. Smith, PhD

Top 6 – February 2007

By Tim J. Smith, PhD February 1, 2007

Keep the Baby, Discard the Bathwater, then Shift Dimensions Price Leadership and Followership are not ideas stuck in yesteryear. Tobacco, shipping, and…

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2006: The Pricing Year in Review

By Tim J. Smith, PhD January 1, 2007

2006 was a year where Pricing possibly became a bit more transparent. It was a great year to pick up and read…

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Can You Have the Highest Price and the Largest Market Share?

By Tim J. Smith, PhD January 1, 2007

In the coming months, both Symantec and Microsoft are scheduled to release new products aimed at improving computer security. Symantec’s Norton 360…

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Top 6 – January 2007

By Tim J. Smith, PhD January 1, 2007

Trust, Online, Trust, Selling, Trust … Trust directs purchase decisions in Risk Management Markets. 40 percent of all online queries are intended…

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Leading Today’s Sales Organization

By Tim J. Smith, PhD December 1, 2006

Constant change in today’s business environment has made running the sales organization more demanding than it has ever been. The CSO (Chief…

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GM May Be Learning Price Discipline
Growing Margins While Lowering Prices by Tilting the Price Waterfall Vector

By Tim J. Smith, PhD December 1, 2006

When a marketer wants to signify that they are selling a high quality item, they can raise the price. This tactic of…

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iPod v. Walkman
Winning Price to Quality Competition Using Customer Perceptions and Market Segmentation

By Tim J. Smith, PhD November 1, 2006

The old adage of “you get what you pay for” has long driven both customer behavior and pricing strategy. Some people are…

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Resonate or Be Irrelevant

By Tim J. Smith, PhD October 1, 2006

Effective sales and marketing messages resonate with customers like tuning forks resonate with guitar strings. Each excites the intended party while leaving…

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Business Blogging is Coming – Are You Ready?
Deeper Into R. Soble’s and S. Irael’s Naked Conversations

By Tim J. Smith, PhD September 2, 2006

Robert Scoble and Shel Israel have written a unique, research driven work of art. Naked Conversations contains excerpts of hundreds of interviews…

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Big Online Wins for B-Markets

By Tim J. Smith, PhD August 1, 2006

Ever since the internet breached the boundaries of military and academic communications, its commercial application has expanded at a pace that appears…

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About The Author

timjsmith
Tim J. Smith, PhD, is the founder and CEO of Wiglaf Pricing, an Adjunct Professor of Marketing and Economics at DePaul University, and the author of Pricing Done Right (Wiley 2016) and Pricing Strategy (Cengage 2012). At Wiglaf Pricing, Tim leads client engagements. Smith’s popular business book, Pricing Done Right: The Pricing Framework Proven Successful by the World’s Most Profitable Companies, was noted by Dennis Stone, CEO of Overhead Door Corp, as "Essential reading… While many books cover the concepts of pricing, Pricing Done Right goes the additional step of applying the concepts in the real world." Tim’s textbook, Pricing Strategy: Setting Price Levels, Managing Price Discounts, & Establishing Price Structures, has been described by independent reviewers as “the most comprehensive pricing strategy book” on the market. As well as serving as the Academic Advisor to the Professional Pricing Society’s Certified Pricing Professional program, Tim is a member of the American Marketing Association and American Physical Society. He holds a BS in Physics and Chemistry from Southern Methodist University, a BA in Mathematics from Southern Methodist University, a PhD in Physical Chemistry from the University of Chicago, and an MBA with high honors in Strategy and Marketing from the University of Chicago GSB.