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  • Research Summary

The Impact of ABC on Managerial Decisions

In this type of research, Ratna Sarkar seeks to determine whether, in fact, new cost systems such as ABC (Activity Based Costing) have a measurable effect on managerial decisions regarding product and customer mix.

The theory of ABC is now academically established,... View Details

  • May 2024
  • Case

Naked Wines: The Profit vs. Growth Decision

By: Benjamin C. Esty and Edward A. Meyer
Nick Devlin faced a difficult strategic decision in October 2022. As the CEO of a UK-based subscription business connecting wine drinkers in the US, UK, and Australia with winemakers from around the world (which one journalist called the “Netflix of Wine”), he had to... View Details
Keywords: Profit Vs. Growth; Platform Business; Economies Of Scale; Subscription Business; Wine; Scaling; Racing; Value Creation; Network Effects; Business Startups; Small Business; Financial Management; Financial Strategy; Growth Management; Business Strategy; Competitive Advantage; Expansion; Profit; E-commerce; Growth and Development Strategy; Agriculture and Agribusiness Industry; Food and Beverage Industry; United States; Australia; United Kingdom
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  • September 2012 (Revised January 2013)
  • Case

J.C. Penney's 'Fair and Square' Pricing Strategy

By: Elie Ofek and Jill Avery
As a he gets ready to release 2nd quarter 2012 results, Ron Johnson, the new CEO of department store J.C. Penney, is reconsidering the dramatic changes he initiated for the business model and brand image of his company. A new pricing scheme he put in place in February,... View Details
Keywords: Change Management; Consumer Behavior; Management Teams; Business Model; Marketing Strategy; Price; Brands and Branding; Decision Making; Retail Industry; United States
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  • Research Summary

Overview

Professor Santana studies consumer judgment and decision making within the domain of behavioral pricing and the subjective value of money. With respect to behavioral pricing, her current projects are focused on how consumers think, feel, and behave in response to... View Details
Keywords: Judgment And Decision Making; Behavioral Pricing; Consumer Behavior
  • 1998
  • Journal Article

Ford's Model-T: Pricing over the Product Life Cycle

By: Ramon Casadesus-Masanell
The pricing decisions monopolistic firms make over time are determined to a large extent by the complex interplay of two distinct sets of elements: demand- and supply-based considerations. Demand factors include the possibilities of (a) exercising dynamic price... View Details
Keywords: Experience and Expertise; Decisions; Forecasting and Prediction; Cost; Price; Information; Demand and Consumers; Monopoly; Product; Sales; Complexity; Auto Industry
Related
  • 01 Mar 2016
  • News

Faculty Q&A: Price Check

  • 20 May 2014
  • News

The Price of Wall Street’s Power

  • July 2010
  • Supplement

Marketing Analysis Toolkit: Pricing and Profitability Analysis (CW)

By: Thomas J. Steenburgh and Jill Avery
Pricing is one of the most difficult decisions marketers make and the one with the most direct and immediate impact on the firm's financial position. This toolkit will introduce the fundamental terminology and calculations associated with pricing and profitability... View Details
Keywords: Management Analysis, Tools, and Techniques; Marketing Strategy; Decisions; Strategic Planning; Price; Partners and Partnerships; Cost; Demand and Consumers; Revenue; Profit; Mathematical Methods; Measurement and Metrics
Related

    Naked Wines: The Profit vs. Growth Decision

    Nick Devlin faced a difficult strategic decision in October 2022. As the CEO of a UK-based subscription business connecting wine drinkers in the US, UK, and Australia with winemakers from around the world (which one journalist called the “Netflix of Wine”), he had... View Details

    • 08 Jul 2019
    • News

    What the U.S. can learn from Germany on drug prices

    • August 2018 (Revised September 2018)
    • Case

    National Storage Affiliates: The REIT IPO Decision

    By: Charles F. Wu, Max de la Bruyére and Gregory D. Himmel
    In 2015, two years after founding National Storage Affiliates (NSA), Arlen Nordhagen and Tamara Fischer had an important decision to make. Should they proceed with NSA’s IPO? Although they had targeted to receive $15–17 a share, it was now apparent that the figure was... View Details
    Keywords: Initial Public Offering; Problems and Challenges; Decision Making; Real Estate Industry
    Related
    • 2025
    • Working Paper

    Cash Flow Volatility, Return Predictability and Stock Price Decompositions: Why You Should Scale Prices by Trend Cash Flows

    By: Sebastian Hillenbrand and Odhrain McCarthy
    We address two inconvenient facts in asset pricing: (i) valuation ratios are often more related to future cash flows than to returns, and (ii) they mostly fail to predict returns. We show that these issues arise because stock prices are scaled by cash flows that... View Details
    Keywords: Cash Flow; Volatility; Investment Return; Asset Pricing; Forecasting and Prediction; Valuation; Stocks
    Related
    • 01 Apr 2024
    • In Practice

    Navigating the Mood of Customers Weary of Price Hikes

    volume) would fall in response to a price increase. Understanding broad trends in elasticities and underlying demand is critical for making companywide decisions about whether to change prices, or where on... View Details
    Keywords: by Rachel Layne; Retail; Consumer Products
    • Winter 2016
    • Article

    Analytics for an Online Retailer: Demand Forecasting and Price Optimization

    By: Kris J. Ferreira, Bin Hong Alex Lee and David Simchi-Levi
    We present our work with an online retailer, Rue La La, as an example of how a retailer can use its wealth of data to optimize pricing decisions on a daily basis. Rue La La is in the online fashion sample sales industry, where they offer extremely limited-time... View Details
    Keywords: Internet and the Web; Price; Forecasting and Prediction; Revenue; Sales; Retail Industry
    Related
    • 30 May 2018
    • Research & Ideas

    Should Retailers Match Their Own Prices Online and in Stores?

    they were in their decision to purchase a product. “Pricing is a big decision,” Ofek observes. If the retailer decides to offer every consumer the same price, the result can drag down the store price and... View Details
    Keywords: by Dina Gerdeman; Retail
    • 01 Nov 2010
    • Research & Ideas

    How IT Shapes Top-Down and Bottom-Up Decision Making

    What determines whether decisions happen on the bottom, middle, or top rung of the corporate ladder? New research offers a surprising conclusion: The answer often lies in the technology that a company uses. Information-based systems, such... View Details
    Keywords: by Carmen Nobel
    • 09 Mar 2020
    • Research & Ideas

    Warring Algorithms Could Be Driving Up Consumer Prices

    antitrust authorities, who fear they could ultimately harm consumers by raising prices above typical competitive levels. It doesn’t seem too long ago when a price change was a major strategic View Details
    Keywords: by Kristen Senz; Retail
    • 26 Jul 2010
    • Research & Ideas

    Yes, You Can Raise Prices in a Downturn

    higher prices," says Frank V. Cespedes, a senior lecturer at Harvard Business School, who spent 12 years running a professional services firm. That's right. Higher prices, not lower. “Competing on price is ultimately a bet on your... View Details
    Keywords: by Sean Silverthorne; Retail; Consumer Products
    • October 2015 (Revised August 2018)
    • Case

    Ozark Feed and Ag Corporation: The ERP Decision

    By: Jan Hammond, Paul Kalmbach and Eric Bernstein
    This case describes a medium-sized business that manufactures animal feed for commercial and companion animals. The company has been growing rapidly and is considering whether or not to implement an enterprise resource planning (ERP) system. Ozark currently uses an IT... View Details
    Keywords: ERP Systems; Information Technology; Supply Chain Management; Growth Management; Performance Improvement; Animal-Based Agribusiness; Decision Choices and Conditions; Agriculture and Agribusiness Industry; Information Technology Industry; Missouri; Oklahoma; Texas; Arkansas
    Related
    • 11 Sep 2019
    • Research & Ideas

    Germany May Have the Answer for Reducing Drug Prices

    American lawmakers attempting to stem spiraling drug costs might find inspiration in Germany, where the government’s regulatory model has been curbing price growth without thwarting innovation or access, says research from Harvard... View Details
    Keywords: by Danielle Kost; Health