The Pricing Conundrum
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A Balanced Assessment of Cost-based Pricing
Cost-based pricing has substantial pros and cons. To use it effectively, entrepreneurs & managers need a complete, balanced understanding of this…
Utpal Dholakia
Jul 28, 2021
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A Balanced Assessment of Cost-based Pricing
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Pricing Strategy: Retail Shoppers Can Negotiate the Price of Almost Anything --- What This Means for Managers
As posted prices decline and haggling becomes common, every retailer should consider adopting participative pricing mechanisms and train frontline…
Utpal Dholakia
May 26, 2021
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Pricing Strategy: Retail Shoppers Can Negotiate the Price of Almost Anything --- What This Means for Managers
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Pricing Case Study: How One Iconic Price Promotion Forged a Retail Brand For Over 3 Decades
Bed Bath & Beyond's "20% off any single item" coupon became its core association & differentiator in a crowded market.
Utpal Dholakia
Jan 21, 2021
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Pricing Case Study: How One Iconic Price Promotion Forged a Retail Brand For Over 3 Decades
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Pricing Tool: The List Price Map
The list price map provides a graphical way to view your brand's good-better-best pricing strategy.
Utpal Dholakia
Mar 14, 2021
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Pricing Tool: The List Price Map
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Pricing Case Study: The Power of Seller-Supplied Thresholds
Price thresholds drive what customers consider to be acceptable and preferred prices. Marketers can establish these thresholds to influence buyer…
Utpal Dholakia
Jun 23, 2021
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Pricing Case Study: The Power of Seller-Supplied Thresholds
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Availability-Based Price Transparency
Transparency refers to the availability of prices or the disclosure of costs or margins. Understanding these differences is essential to develop an…
Utpal Dholakia
Aug 25, 2021
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Availability-Based Price Transparency
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Why Customers Hate Participating in Surveys
They want to give feedback but feel companies don’t care about their opinion. The trust & empathy gaps have created a vicious cycle, devaluing…
Utpal Dholakia
Jun 2, 2021
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Why Customers Hate Participating in Surveys
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Pricing Tool: The Value Pricing Framework
The Value Pricing Framework provides managers & entrepreneurs with a comprehensive and versatile approach to approach pricing strategy.
Utpal Dholakia
Aug 11, 2021
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Pricing Tool: The Value Pricing Framework
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Disclosure-Based Price Transparency
Disclosing costs and margins seems admirably principled if risky, but is it more than virtue signaling or misguided activism that simply fizzles out?
Utpal Dholakia
Sep 8, 2021
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Disclosure-Based Price Transparency
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Pricing Concept: The Value-Based Pricing Method in Six Steps
This post provides a detailed & practical explanation of how to apply the value-based pricing method in a B2B setting.
Utpal Dholakia
Aug 18, 2021
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Pricing Concept: The Value-Based Pricing Method in Six Steps
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Pricing Concept: The Eight Psychological Affordances of Price
The price has the ability to produce a range of specific effects on the customer. They are predictable, influential, and actionable.
Utpal Dholakia
Jun 30, 2021
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Pricing Concept: The Eight Psychological Affordances of Price
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Pricing Strategy: Communicating Savings from Virtuous Customer Behavior
Quantify the virtuous behavior of customers in dollars and cents, & communicate it to them after the purchase. Calculate savings accurately. Avoid…
Utpal Dholakia
Jun 9, 2021
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Pricing Strategy: Communicating Savings from Virtuous Customer Behavior
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