The Pricing Conundrum

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How Managers Made Pricing Decisions in 1939
We take a deep dive into the classic Hall and Hitch (1939) paper, "Price Theory and Business Behaviour" to explore how pricing decisions were made in…
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Utpal Dholakia
B2B Case Study: Cepheid's Tuberculosis Test Pricing Dilemma
A coordinated global effort led by Médecins Sans Frontières to lower the price of a core Cepheid product creates a significant challenge. What should…
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Utpal Dholakia
Pricing Case Study: The Moonswatch Success Story (plus a Typology of Collabs)
With the growing popularity of asymmetric brand collabs, we explore the logic, economics & business strategy behind the Moonswatch collab.
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Utpal Dholakia
Pricing Case Study: The Dark Side of Costco's Pricing Strategy
A combination of self-imposed low margin and an outsized reliance on membership dues can lead to heavy-handedness and detract from the experience of…
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Utpal Dholakia
"Did We Make a Good Pricing Decision?"
Managers & entrepreneurs often ask this question but use the wrong framework and criteria to answer it.
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Utpal Dholakia
August 2023
How Will American Consumers React to Moderating Inflation?
Recent data from various sources indicates that inflation is moderating or even reversing from its high levels of 2022. It also appears this downtrend…
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Utpal Dholakia
Pricing Case Study: Burger King's "Tomato Vacation" Approach to Raising Prices
When should the seller publicize the fact they've degraded their product effectively raising prices?
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Utpal Dholakia
Algorithmic Transparency & Consumer Disclosure
This is an edited version of Chapter 6. Algorithmic Transparency and Consumer Disclosure from my book Transparency in Business: An Integrative View…
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Utpal Dholakia
When High Prices Attract Consumers and Low Prices Repel Them
Price has informational value that equates high price with high quality.
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Utpal Dholakia
July 2023
Business Operations Transparency
This is an edited version of Chapter 2. Business Operations Transparency from my book Transparency in Business: An Integrative View (2023), Palgrave…
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Utpal Dholakia
Digital Pricing
This is an edited version of Chapter 5. The price from my book Advanced Introduction to Digital Marketing (2022), UK: Edward Elgar. It reviews and…
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Utpal Dholakia
Pricing Case Study: How Do You Price a Taxidermied 19th Century Horsehair-Stuffed Whale Penis?
Valuing an item for pricing can sometimes become a herculean task. The standard methods don't apply.
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Utpal Dholakia
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