Archives tagged: Amazon

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Lessons from Fortune’s “The 12 Greatest Entrepreneurs of Our Time”

By James T. Berger May 4, 2012

What secrets can we gain from Bezos, Jobs, Zuckerberg, Mackey, Kelleher, and Walton? Examine Fortune’s 12 greatest entrepreneurs of our time.

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Celebrating 10 Years, 500 Articles, and 250,000 Readers

By Tim J. Smith, PhD May 4, 2012

10 years ago, the first Wiglaf Journal published. What have we accomplished and where are we going?

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SPIN Selling and Value-Based Pricing – Friends or Foes?

By Tim J. Smith, PhD April 1, 2012

Is pricing out of touch with the market? Are salespeople frittering away profits? Are these two groups really at war with each other? Or, are they aiming for the same goal but language differences are preventing proper teamwork? Let’s review SPIN Selling from a pricing perspective.

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Pricing Strategy Defined in Three Questions

By Tim J. Smith, PhD March 1, 2012

There are three key questions that must be asked for every pricing problem. Each must be asked from the customer’s perspective, not your own. Number 1: What is the alternative? Number 2: Are you better or worse? And Number 3: Why should I expletive care?

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Business Selling: Choosing the Right Methodology

By Tim J. Smith, PhD February 1, 2012

How should salespeople sell? Yes, they need to be well groomed (presentable), have a good people skills and a tough skin, and have an orientation towards action and winning. But assuming they have these basic skills, what specifically should they do?

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Twitter — Show Me the Money

By James T. Berger January 4, 2012

Starting with the dot.com bubble of a few years ago, marketers have been intrigued by the new Internet technologies and their profit-making potential. Huge amounts of investment capital have flowed into these ventures and most quickly collapsed victimizing both employees and investors. Now, we find ourselves in the midst of another round of promising schemes based on the “social networking” movement. One of stars of this movement is “Twitter.” The problem is how is this concept going to make money?

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A Price Segmentation Tale: The Amazon Book Market

By Curry W. Hilton June 19, 2011

As a customer of the Amazon online marketplace and self proclaimed elastic demander of new books in all forms and genres, I find myself intrigued by the pricing segmentation strategies employed. Forcing the consumer to self-identify their willingness to pay using tactical segmentation hedges circumvents the blind online interface between the customer and firm. The consumer’s marginal benefit is indirectly discovered by the time of purchase and method of delivery. Essentially, Amazon has captured a significant array of customers at different pricing points for the same desired good, resulting in revenue outcomes more consistent with quasi-complete price segmentation.

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Infographic: How Netflix is Destroying Blockbuster

By Tim J. Smith, PhD March 2, 2011

 

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Borders and Blockbuster: Throwing Money Down a Rat Hole

By James T. Berger February 3, 2011

It now appears that Border’s and Blockbuster will get their life-saving transfusions of cash and will live to fight another day. As P.T. Barnum once said: “There’s a sucker born every minute.” Neither of these companies deserves to survive.

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Pricing Strategy: Pricking the Veil of Value Exchange

By Tim J. Smith, PhD January 3, 2011

Our understanding of pricing has come a long way since the 1890 when Alfred Marshall published his treatise on the economic scissors of supply and demand, and it is time for practice to catch-up. To go beyond the price to value mantra and create clarity in the actions and decisions executives should make, we can draw from the marketing orientation of the firm and an economic understanding of value exchange. In this article, we provide an outline of the path to better pricing.

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