Publications

March 1994
Article

Alternative Models of Price Behavior in Dyadic Negotiations: Market Prices, Reservation Prices and Negotiator Aspirations

By: S. B. White, K. L. McGinn, M. H. Bazerman and M. A. Neale

Keywords: Price; Behavior; Negotiation; Markets

Find at Harvard

17 Dec 2014
Research & Ideas

How Our Brain Determines if the Product is Worth the Price

Think of the last time you went shopping. By the time you decided to buy a product, you knew both what you were buying and how much it cost. But was your decision affected by whether you saw the price or the product first? That's the... View Details

Keywords: by Carmen Nobel; Retail

2011
Working Paper

Price Competition under Multinomial Logit Demand Functions with Random Coefficients

In this paper, we postulate a general class of price competition models with Mixed Multinomial Logit demand functions under affine cost functions. We first characterize the equilibrium behavior of this class of models in the case where each product in the market is... View Details

Keywords: Customers; Income Characteristics; Price; Product Marketing; Mathematical Methods; Competition; Segmentation

February 2025
Teaching Note

Pricing an IPO at Allbirds, Inc.

By: Joseph Pacelli and Yuan Zou

Teaching Note for HBS Case No. 124-100. View Details

November 2019
Case

Pricing in a Digital World (2019)

By: John T. Gourville

Educators

June 2014
Article

The Price of Wall Street's Power

By: Gautam Mukunda

Over and over again, executives make decisions that aren't in their companies' best interests, in response to pressure from Wall Street. Though many believe this happens because firms have a "fiduciary duty" to maximize shareholder returns, U.S. executives do not, as a... View Details

2013
Working Paper

Full-cost Transfer Pricing and Cost Management

By: J. Bouwens and B. Steens

Article

The Price of a CEO's Rolodex

By: Christopher Parsons, J. Engelberg and P. Gao

CEOs with large networks earn more than those with small networks. An additional connection to an executive or director outside the firm increases compensation by about $17,000 on average, more so for "important" members, such as CEOs of big firms. Pay-for-connectivity... View Details

Keywords: Networks; Executive Compensation

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January 2001
Teaching Note

Priceline.com: Name Your Own Price TN

By: Robert J. Dolan

Teaching Note for (9-500-070). View Details

2006
Working Paper

The Framing Effect of Price Format

By: Marco Bertini and Luc Wathieu

25 Feb 2020
News

Pricing Policies That Protect Your Brand

12 Mar 2018
Working Paper Summaries

Using Online Prices for Measuring Real Consumption Across Countries

Keywords: by Alberto Cavallo, W. Erwin Diewert, Robert C. Feenstra, Robert Inklaar, and Marcel P. Timmer

2016
Working Paper

Pros vs Joes: Agent Pricing Behavior in the Sharing Economy

By: Jun Li, Antonio Moreno and Dennis J. Zhang

One of the major differences between markets that follow a “sharing economy” paradigm and traditional two-sided markets is that the supply side in the sharing economy often includes individual nonprofessional decision makers, in addition to firms and professional... View Details

Keywords: Two-sided Market; Sharing Economy; Behavioral Economics; Revenue Management; Hospitality; Two-Sided Platforms; Price; Behavior; Experience and Expertise

SSRN

January 2017
Case

T. Rowe Price and the Dell Inc. MBO (A)

By: Lena G. Goldberg

T. Rowe Price’s mutual funds, separate accounts, institutional investors, and retirement accounts were, in the aggregate, Dell Inc.’s third largest shareholder in 2013 when Dell announced a management-led buyout, or MBO, structured as a merger. In considering whether... View Details

Keywords: Fiduciary Duties; Management Buy-out; Mergers and Acquisitions; Valuation; Business and Shareholder Relations; Financial Services Industry; Computer Industry; Delaware

Educators

June 2005 (Revised October 2007)
Teaching Note

The Law of One Price (TN)

By: Joshua D. Coval and Erik Stafford

Teaching Note to (2-205-079). View Details

Keywords: Price

February 2000 (Revised December 2000)
Case

Coca-Cola's New Vending Machine (A): Pricing To Capture Value, or Not?

By: Charles King III and Das Narayandas

Chairman and CEO M. Douglas Ivester stumbles when he tells a Brazilian newsmagazine about a new Coke vending machine that can automatically raise prices in hot weather. Reaction around the world is swift and negative. View Details

Keywords: Price; Strategy; Brands and Branding; Marketing Strategy; Product Development; Global Range; Public Opinion; Value Creation

Educators