Publications

February 2008
Case

Campbell Soup Company: Selling Channel Innovation to Customers

Campbell Soup, like most food manufacturers, faced grocery chain and wholesale demand for its goods driven by Campbell's own promotional pricing structure rather than retail consumer demand. Former policies to encourage overstock created huge swings in production and... View Details

Keywords: Information Technology; Distribution Channels; Order Taking and Fulfillment; Manufacturing Industry; Food and Beverage Industry

06 Jul 2020
Research & Ideas

The Right Way to Manage Customer Churn for Maximum Profit

unhappy with customer service, or your prices went up, or a competitor offered a better deal. But if a company lets too many customers show themselves the door, then they’ll... View Details

Keywords: by Michael Blanding; Retail; Service; Financial Services

01 Sep 2008
News

Stanford Lets Students Customize

Analytical Thinking. Students also get one-on-one advice from senior faculty who help them customize a plan of study. Customization is a cornerstone of the new program, which permits students to tailor their... View Details

Keywords: Colleges, Universities, and Professional Schools; Educational Services

01 Mar 2016
News

Faculty Q&A: Price Check

application in an industry with the most room for improvement. Online retail, particularly online fashion, definitely fit the bill. Why is fashion a good place to focus? The industry faces several challenges that many other retailers don’t. There is quite a bit of... View Details

Keywords: Julia Hanna; Nonstore Retailers; Retail Trade

25 Feb 2020
News

Pricing Policies That Protect Your Brand

16 May 2011
Research & Ideas

What Loyalty? High-End Customers are First to Flee

threat of increased service competition," says Campbell. Differences Across Markets Customers and companies trade off between price and service. "Every customer has... View Details

Keywords: by Julia Hanna

16 Jun 2008
Research & Ideas

Seven Tips for Managing Price Increases

SUV for a hybrid, an example of how price inflation on one product can cause demand shifts in a second, related, category. More customers than usual will be looking out for View Details

Keywords: by John Quelch

August 2016 (Revised August 2017)
Case

AnswerDash (Abridged)

By: Elie Ofek and Jeffrey D. Shulman

It is 2014 and AnswerDash, a startup backed by venture capital, has not seen the widespread adoption of their online self-service customer support solution that they were expecting based on early success in helping clients save and generate substantial amounts of... View Details

Keywords: Pricing; Economic Value Estimation; Price Metrics; Organizational Selling; Innovation Adoption; Business To Business; Marketing; Customer Lifetime Value; Venture Capital; Customer Relationship Management; Price; Marketing Strategy; Entrepreneurship; Technology Adoption; Business Startups; Sales; Innovation and Invention; Product Marketing; Financial Services Industry

June 2016 (Revised August 2017)
Case

AnswerDash

By: Elie Ofek and Jeffrey D. Shulman

It is 2014, and AnswerDash, a startup backed by venture capital, has not seen the widespread adoption of their online self-service customer support solution that they were expecting based on early success in helping clients save and generate substantial amounts of... View Details

Keywords: Pricing; Economic Value Estimation; Price Metrics; Organizational Selling; Innovation Adoption; Business To Business; Marketing; Customer Lifetime Value; Venture Capital; Customer Relationship Management; Price; Marketing Strategy; Entrepreneurship; Technology Adoption; Business Startups; Sales; Innovation and Invention; Product Marketing; Financial Services Industry

30 May 2018
Research & Ideas

Should Retailers Match Their Own Prices Online and in Stores?

brick-and-mortars, including Best Buy, Target, Staples, and Sears, will gladly match their online prices in-store if a customer asks for them. However, others, like Home Depot, Bloomingdale’s, and Macy’s,... View Details

Keywords: by Dina Gerdeman; Retail

30 Apr 2013
News

Price Matching Criticized From Wal-Mart to Toys ‘R’ Us

13 Mar 2017
Research & Ideas

Hiding Products From Customers May Ultimately Boost Sales

sushi restaurant where customers order from a fixed menu.” Next steps The mathematical model in the paper assumes a situation in which a retailer would sell all styles of a product at the same price (e.g.,... View Details

Keywords: by Carmen Nobel; Retail; Fashion

December 2007
Article

Consumers' Price Sensitivities Across Complementary Categories

By: Sri Devi Duvvuri, Asim Ansari and Sunil Gupta

Keywords: Price; Customers