Featured Article
Trump initiated tariffs with major U.S. trading partners on 1 February, then retracted them on 3 February. Executives across the North American continent expressed uncertainty regarding their preparedness for the possible supply chain and economic shocks. For executives at manufacturing and distribution companies with supply chains that stretch across borders, pricing decisions must be made at a highly accelerated pace to manage the economic shocks associated with new tariffs. Today, more than…
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“Discrimination” is a charged and highly sensitive word in the English language, but is it really that bad when it comes to pricing?
Read 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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“You can’t ‘manage’ a crowd – or a community – through transactional exchanges or economic incentives. You need something stronger: shared purpose.”…
Read 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.
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