Publications

January 2004
Article

Managing Price Expectations through Product Overlap

By: John T. Gourville and Youngme Moon

Keywords: Management; Price; Product

Read Now

Article

The Pitfalls of Pricing Algorithms: Be Mindful of How They Can Hurt Your Brand

By: Marco Bertini and Oded Koenigsberg

More and more companies are relying on pricing algorithms to maximize profits. The use of artificial intelligence and machine learning enables real-time price adjustments based on supply and demand, competitors’ activities, delivery schedules, and so forth. But... View Details

Keywords: Algorithmic Pricing; Dynamic Pricing; Price; Change; Information Technology; Brands and Branding; Perception; Consumer Behavior

January 2017
Supplement

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

By: Lena G. Goldberg

After deciding to oppose the Dell MBO, T. Rowe Price, together with other dissident Dell shareholders, sought appraisal of their shares in the Delaware courts. The appraisal process resulted in a significant increase in the price to be paid to dissenting shareholders... View Details

Keywords: Fiduciary Duties; Management Buy-out; Ethics; Valuation; Courts and Trials; Business and Shareholder Relations; Restructuring; Financial Services Industry; Computer Industry; Delaware

March 2024 (Revised July 2024)
Case

AMC: The Zero Revenue Case

By: C. Fritz Foley and Donal O'Cofaigh

The onset of the Covid-19 pandemic put theatre company AMC’s already perilous financial situation under even further strain. The company’s high levels of debt resulted in a monthly cash-burn which left it facing an imminent Chapter-11 filing in the absence of... View Details

Keywords: Ethics; Insolvency and Bankruptcy; Public Equity; Stock Shares; Health Pandemics; Entertainment and Recreation Industry

2015
Working Paper

Match Your Own Price? Self-Matching as a Retailer's Multichannel Pricing Strategy

By: Pavel Kireyev, Vineet Kumar and Elie Ofek

Multichannel retailing has created several new strategic choices for firms. With respect to pricing, an important decision is whether to offer a "self-matching policy." Self-matching allows a multichannel retailer to offer the lowest of its online and in-store prices... View Details

Keywords: Price Self-matching; Multichannel Retailing; Pricing Strategy; Marketing Strategy; Price; Distribution Channels; Supply and Industry; Retail Industry

Read Now

November 2000 (Revised April 2002)
Case

Blaine and Mason, LLP: Gross Versus Net Revenue Reporting (A)

By: David F. Hawkins

The managing partners of a public accounting firm must resolve a number of staff requests for assistance in deciding how audit clients should report their revenues. Each example explores whether revenues should be reported on a gross or net basis. View Details

Keywords: Financial Statements; Accounting Audits; Business Earnings; Budgets and Budgeting; Financial Reporting; Revenue; Accounting Industry

September 2024
Supplement

Revenue Solutions, LLC (A)

By: Richard S. Ruback and Royce Yudkoff

Pre-Abstract: Instructors should consider the timing of making videos available to students, as they may reveal key case details.

Abstract: Ari Wasserman and Nick esayian were both dissatisfied with their future prospects in their current careers. Wasserman,... View Details

Keywords: Personal Development and Career; Partners and Partnerships; Ownership

September 2024
Supplement

Revenue Solutions, LLC (B)

By: Richard S. Ruback and Royce Yudkoff

Pre-abstract: Instructors should consider the timing of making videos available to students, as they may reveal key case details.

Abstract: This (B) case supplement is designed for use by faculty only to support classroom instruction in conjunction with... View Details

Keywords: Financial Strategy; Financial Management; Joint Ventures; Brands and Branding; Partners and Partnerships; Small Business; Ownership; Personal Development and Career; Consumer Products Industry; United States; California

05 Jul 2006
Working Paper Summaries

Float Manipulation and Stock Prices

Keywords: by Robin Greenwood; Financial Services

November–December 2017
Article

Match Your Own Price? Self-Matching as a Retailer's Multichannel Pricing Strategy

By: Pavel Kireyev, Vineet Kumar and Elie Ofek

Multichannel retailing has created several new strategic choices for retailers. With respect to pricing, an important decision is whether to offer a “self-matching policy,” which allows a multichannel retailer to offer the lowest of its online and store prices to... View Details

Keywords: Price Self-matching; Multichannel Retailing; Pricing Strategy; Online Shopping; Omnichannel; Price Discrimination; Price; Strategy; Competitive Strategy

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

July–August 2020
Article

Price Bargaining and Competition in Online Platforms: An Empirical Analysis of the Daily Deal Market

By: Lingling Zhang and Doug J. Chung

The prevalence of online platforms opens new doors to traditional businesses for customer reach and revenue growth. This research investigates platform choice in a setting where prices are determined by negotiations between platforms and businesses. We compile a unique... View Details

Keywords: Business-to-business Marketing; Platform Competition; Two-Sided Markets; Price Bargaining; Daily Deals; Structural Model; Digital Platforms; Competition; Price; Negotiation

Read Now

March–April 2023
Article

Case Study: Should a Dollar Store Raise Prices to Keep Up with Inflation?

By: Jill Avery and Marco Bertini

How should a dollar store maintain its brand and price position in the marketplace in the face of rising inflation? Is holding a $1.00 price point still viable in today's marketplace? In this fictional case, managers face inflationary pressures and must decide whether... View Details

Keywords: Pricing; Pricing Strategy; Retailing; Discount Retailing; Discount Store; Marketing; Marketing Strategy; Brands and Branding; Inflation and Deflation; Retail Industry; United States

Register to Read

September 2005 (Revised January 2006)
Supplement

Restating Revenues and Earnings at INVESTools, Inc. (B)

By: Michael D. Kimbrough and F. Warren McFarlan

Keywords: Earnings Management; Revenue; Financial Services Industry

September 2005 (Revised January 2006)
Supplement

Restating Revenues and Earnings at INVESTools, Inc. (D)

By: Michael D. Kimbrough and F. Warren McFarlan

Keywords: Earnings Management; Revenue; Financial Services Industry

September 2009
Case

Culinarian Cookware: Pondering Price Promotion

By: John A. Quelch and Heather Beckham

In November of 2006, senior executives at Culinarian Cookware were debating the merits of price promotions for the company's premium cookware products. The VP of Marketing, Donald Janus, and Senior Sales Manager, Victoria Brown, had different views. Janus felt price... View Details

Keywords: Profitability Analysis; Consumer Marketing; Brand Equity; Pricing Policies; Sales Promotions; Small ＆ Medium-sized Enterprises; Decisions; Goals and Objectives; Price; Marketing Strategy; Consumer Behavior; Management Teams; Sales; Brands and Branding; Consumer Products Industry

October 2022 (Revised May 2023)
Case

Ginkgo Bioworks vs. Scorpion Capital: The Debate Over Related-Party Revenues

By: Aiyesha Dey, Jonas Heese, Suraj Srinivasan and Annelena Lobb

Ginkgo Bioworks, a synthetic biology company based in Boston, Massachusetts, faced divergent views on its revenue possibilities and accounting practices. After a report emerged accusing it of fraudulent accounting and lack of innovation, its share price plunged. But... View Details

Keywords: Fraud Allegations; Revenue; Reports; Accounting Audits; Innovation and Management; Investment; Biotechnology Industry; Boston