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An End-of-Year Post Thanking Pricing Conundrum Readers & Supporters
Includes a list of the best eleven posts from 2023
Dec 28, 2023
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Utpal Dholakia
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An End-of-Year Post Thanking Pricing Conundrum Readers & Supporters
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What Elizabeth Anderson’s Pluralist Theory of Value Tells Us About Economic Valuation
Anderson's theory generates sharp insights into what economic valuation means, how buyers value and evaluate, & why willingness-to-pay responses should…
Dec 15, 2023
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Utpal Dholakia
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What Elizabeth Anderson’s Pluralist Theory of Value Tells Us About Economic Valuation
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Experience Curves, Declining Cost Incrementality & Extreme-Value Pricing Strategies
Incremental costs that are typically lower than average costs will decline even further with unit sales, increasing the potency of extreme-value pricing…
Dec 1, 2023
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Utpal Dholakia
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Experience Curves, Declining Cost Incrementality & Extreme-Value Pricing Strategies
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November 2023
Why Shrinkflation Works So Well (and When it Doesn’t)
A framework of consumer response to shrinkflation based on Indifference, Inattention, Ignorance, and Inertia explains the effectiveness of shrinkflation…
Nov 17, 2023
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Utpal Dholakia
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Why Shrinkflation Works So Well (and When it Doesn’t)
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If a Junk Fee is Disclosed, Does it Become Less Junky?
A case study of how hotels are dealing with highly profitable but extremely unpopular and politically targeted resort fees astutely raises the question…
Nov 3, 2023
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Utpal Dholakia
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If a Junk Fee is Disclosed, Does it Become Less Junky?
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October 2023
Understanding the many nuances of transparency in business
An exploration of the vast, disjoint, and academic research on business transparency across various disciplines reveals its many nuances…
Oct 27, 2023
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Utpal Dholakia
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Understanding the many nuances of transparency in business
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An Integrative Perspective on Business Transparency
This is an edited version of Chapter 7. An Integrative Perspective on Business Transparency from my book Transparency in Business: An Integrative View…
Oct 23, 2023
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Utpal Dholakia
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An Integrative Perspective on Business Transparency
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Tracing the history of left-digit bias research to its origins: Lessons from Ginzberg’s (1936) “Customary Prices”
Two recent field studies have strongly endorsed the use of just-below prices. But Ginzberg's (1936) classic communication reached a very different…
Oct 20, 2023
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Utpal Dholakia
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Tracing the history of left-digit bias research to its origins: Lessons from Ginzberg’s (1936) “Customary Prices”
thepricingconundrum.substack.com
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Every Price Tells a Story: The Case of Movies-On-Demand Platform Pricing
Like brands, prices can convey subtle information, leverage customers' tacit knowledge, boost the product's image, and facilitate purchase decisions.
Oct 13, 2023
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Utpal Dholakia
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Every Price Tells a Story: The Case of Movies-On-Demand Platform Pricing
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On the Usefulness of Distinguishing Purchases from Investments
Conflating the two concepts causes confusion about the nature of value derived from products and experiences and leads to unreasonable expectations and…
Oct 6, 2023
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Utpal Dholakia
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On the Usefulness of Distinguishing Purchases from Investments
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September 2023
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…
Sep 29, 2023
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Utpal Dholakia
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How Managers Made Pricing Decisions in 1939
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B2B Pricing 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…
Sep 20, 2023
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Utpal Dholakia
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B2B Pricing Case Study: Cepheid's Tuberculosis Test Pricing Dilemma
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