Pricing - Publications - Faculty & Research - Harvard Business School

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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

Article

Pricing and Commitment by Two-Sided Platforms

By: Andrei Hagiu

Keywords: Price; Two-Sided Platforms

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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

June 2024 (Revised February 2025)
Case

Pricing an IPO at Allbirds, Inc.

By: Joseph Pacelli, Yuan Zou and Andre Luk

November 2012 (Revised March 2015)
Case

Pricing and Partnership at Zillow, Inc.

By: Peter Coles and Benjamin Edelman

As Zillow's real estate search service gains user adoption, some real estate professionals question Zillow's policies, fees, and power. Dissatisfied real estate professionals could remove listings from Zillow, reducing the service's value to users. Should Zillow... View Details

Keywords: Business Strategy; Multi-Sided Platforms; Property; United States

December 1979 (Revised February 1981)
Case

AT&T Long Lines: WATS Pricing Study

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Lazy Prices - Follow the Filings

Using the complete history of regular quarterly and annual filings by U.S. corporations from 1995-2014, Professor Lauren Cohen shows that when firms make an active change in their reporting practices, this conveys an important signal about future firm operations. View Details

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

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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

October 2012
Article

The Effect of Reference Point Prices on Mergers and Acquisitions

By: Malcolm Baker, Xin Pan and Jeffrey Wurgler

Prior stock price peaks of targets affect several aspects of merger and acquisition activity. Offer prices are biased toward recent peak prices although they are economically unremarkable. An offer's probability of acceptance jumps discontinuously when it exceeds a... View Details

Keywords: Mergers and Acquisitions; Stocks; Price; Valuation; Negotiation

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01 Jun 2018
News

The Evolution of Modern Pricing Models

image by John Ritter From Uber’s surge pricing to dynamic ticket pricing, it seems there’s been more awareness of pricing models and pricing strategy in recent years. What’s... View Details

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

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

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

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