Archives posted in: Pricing

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2005: The Pricing Year in Review

By Tim J. Smith, PhD December 5, 2005

As the New Year approaches, and “slow news days” become more common, it is customary for journalists and broadcasters to do their…

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Profiting with Yield Pricing

By James T. Berger December 5, 2005

Increasing numbers of companies are taking elements of “yield pricing” or “yield management,” a pricing strategy originally developed for perishable service sector…

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Differential Pricing Needs More Than Differentiated Functionality

By Tim J. Smith, PhD December 5, 2005

Why does the price of pen vary so much? Functionally, they are all simply writing instruments for applying ink to paper. We…

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The Peril of Price Cuts

By James T. Berger December 5, 2005

When I first started teaching marketing to DePaul University undergraduates, I used a textbook that had short one-page cases. In solving the…

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Pricing Opacity

By Tim J. Smith, PhD September 29, 2004

In consumer markets, prices are transparent. Anyone wanting to know the price of a good or service, competitors and prospective customers alike,…

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Framing the Price: Practice

By Tim J. Smith, PhD July 21, 2004

Lincoln Mercury proudly announced their one and only clearance sale on the 2004 Lincoln Navigator. Corporate executives took out a full page…

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4+1 Pricing Mechanism

By Tim J. Smith, PhD June 23, 2004

When businesses charge different customers different prices, what are the determinant factors? Is this pure value-perception pricing or are underlying factors used…

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Legality of Price Discrimination

By Tim J. Smith, PhD June 23, 2004

Are pricing mechanisms that charge different prices to different customers in business markets legal? More than any other issue, concerns of the…

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Pricing Electricity: More Questions than Answers

By Tim J. Smith, PhD May 26, 2004

How are prices set at the industry level? In a competitive market, Adam Smith’s invisible hand drives prices to a dynamic equilibrium…

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Are “Best Practices” Yielding “Worst Results” in Pricing?

By Tim J. Smith, PhD April 28, 2004

Executives favor using “Best Practices” when managing business activities. For the most part, these “Best Practices” enable businesses to deliver the optimal…

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