Archive - The Pricing Conundrum

What Hertz’s recent AI-Scanner Fiasco Tells Us About Value-Based Pricing

Just because you can extract economic value from the individual customer using AI doesn’t mean it’s a smart or sustainable idea.

Jul 13 •

June 2025

Pricing Case Study: A Balanced Look at Dishoom’s Matka Promotion

At first glance, the promo appears to be a big win for the customer and an avoidable loss for the restaurant. It's a bit more complicated than that.

Jun 13 •

Ironwood Resources Teaching Note

IR is a case study on developing effective price structures & managing price execution at an independent oil and gas producer for use in graduate and…

Jun 7 •

Ironwood Resources

A case study on developing effective price structures & managing price execution for an independent oil and gas producer for use in graduate and…

Jun 3 •

May 2025

How to Benefit from a Planned Price Increase: Lessons from a 1963 Case Study

As the 1963 case "How to promote a price increase" shows, communicating a price increase can be an opportunity to promote the product and strengthen…

May 24 •

Streamline Energy Partners: Teaching Note & Financial Analysis

SEM is a case study on managing pipeline capacity using incremental cost analysis for use in graduate and executive education. This is its teaching…

May 4 •

Streamline Energy Partners

A case study on managing pipeline capacity using incremental cost analysis for use in graduate and executive education.

May 3 •

April 2025

How the financialization of everyday life affects valuation

With greater financialization, the varied sources of non-economic worth gain prominence, but in different ways for buyers and sellers.

Apr 18 •

March 2025

Three Theories About Target, Kohl's & Home Depot's Black Friday Pricing Woes

Is it idiosyncratic sloppy pricing, an outdated understanding of pricing cues & shopper price knowledge, or a systematic ploy to influence shoppers…

Mar 27 •

Understanding the Four Data Types for AI-Based Personalization in Customer Experience Management

Why do different companies value the same types of data so differently?

Mar 14 •

Maverick Drilling Technologies: Teaching Note

Maverick Drilling Technologies is a case study on pricing a directional drilling system in the oilfield services industry for use in graduate and…

Mar 2 •

February 2025

Maverick Drilling Technologies

A case study on pricing a directional drilling system in the oilfield services industry for use in graduate and executive education.

Feb 23 •

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