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- 13 Jan 2003
- Research & Ideas
The Subconscious Mind of the Consumer (And How To Reach It)
customers themselves are not aware? Zaltman: There are several helpful approaches. One is to double check stated beliefs with actual behavior. For example, many consumers report handling competing brands and comparing View Details
Keywords: by Manda Mahoney
- August 2015
- Article
Cost Conscious? The Neural and Behavioral Impact of Price Primacy on Decision-Making
By: Uma R. Karmarkar, Baba Shiv and Brian Knutson
Price is a key factor in most purchases, but it can be presented at different stages of decision making prior to a purchase. We examine the sequence-dependent effects of price and product information on the decision-making process at both neural and behavioral levels.... View Details
Keywords: fMRI; Retail Promotion; Purchase Decisions; Price; Value; Decision Choices and Conditions; Consumer Behavior; Product Marketing; Retail Industry
Karmarkar, Uma R., Baba Shiv, and Brian Knutson. "Cost Conscious? The Neural and Behavioral Impact of Price Primacy on Decision-Making." Journal of Marketing Research (JMR) 52, no. 4 (August 2015): 467–481.
- 10 Jan 2024
- Research & Ideas
Technology and COVID Upended Tipping Norms. Will Consumers Keep Paying?
as under-tipping or be perceived as cheap. It makes us feel guilty if we go in at the bottom of the range, particularly if we believe everyone else is tipping higher than us.” But Avery says that with rising inflation and higher prices... View Details
Keywords: by Anna Lamb, Harvard Gazette
- August 2018 (Revised February 2019)
- Case
Shindigz
By: Frank Cespedes
Shindigz provides party and celebratory items for various occasions and events through its branded online channel, through third-party retail and wholesale channels, and external online marketplaces. The case focuses on pricing challenges facing a venture with an... View Details
Keywords: Ecommerce; Pricing; Price; Strategy; Decision Making; Brands and Branding; Distribution Channels; E-commerce; Consumer Products Industry
Cespedes, Frank. "Shindigz." Harvard Business School Case 819-010, August 2018. (Revised February 2019.)
- 22 May 2019
- Research & Ideas
Forgiving Student Loan Debt Leads to Better Jobs, Stronger Consumers
largest consumer debt in the US, trailing only mortgage loans—and surpassing car loans, credit card debt, and home equity lines of credit. Source: New York Fed Consumer Credit Panel/Equifax Many people who... View Details
Keywords: by Dina Gerdeman
- June 2024
- Article
Inflation with COVID Consumption Baskets
By: Alberto Cavallo
The Covid-19 pandemic led to changes in expenditure patterns that introduced significant bias in the measurement of Consumer Price Index (CPI) inflation. Using publicly-available data on card transactions, I updated the official CPI weights and re-calculated inflation... View Details
Keywords: COVID; Consumer Expenditures; CPI; Inflation; Consumer Behavior; Inflation and Deflation; Health Pandemics
Cavallo, Alberto. "Inflation with COVID Consumption Baskets." Special Issue on The Global Economy: Looking Back, Moving Forward, Part II. IMF Economic Review 72, no. 2 (June 2024): 902–917.
- 24 Apr 2019
- Research & Ideas
The 'Amazon Effect' Is Changing Online Price Competition—and the Fed Needs to Pay Attention
unusual to find stores from the same chain selling a product for different prices in different regions or online. Cavallo attributes this to the transparency afforded by the internet and customers’ concerns about fairness. “The web allows... View Details
- 29 Jan 2014
- Working Paper Summaries
The Rising Cost of Consumer Attention: Why You Should Care, and What You Can Do about It
Keywords: by Thales S. Teixeira
- April 2024
- Article
Pay-As-You-Go Insurance: Experimental Evidence on Consumer Demand and Behavior
By: Raymond Kluender
Pay-as-you-go contracts reduce minimum purchase requirements which may increase market participation. We randomize the introduction and price(s) of a novel pay-as-you-go contract to the California auto insurance market where 17 percent of drivers are uninsured. The... View Details
Kluender, Raymond. "Pay-As-You-Go Insurance: Experimental Evidence on Consumer Demand and Behavior." Review of Financial Studies 37, no. 4 (April 2024): 1118–1148.
- 2023
- Working Paper
Algorithm Failures and Consumers' Response: Evidence from Zillow
By: Isamar Troncoso, Runshan Fu, Nikhil Malik and Davide Proserpio
In November 2021, Zillow announced the closure of its iBuyer business. Popular media largely attributed this to a failure of its proprietary forecasting algorithm. We study the response of consumers to Zillow’s iBuyer business closure. We show that after the iBuyer... View Details
Keywords: Algorithmic Pricing; Price; Forecasting and Prediction; Consumer Behavior; Real Estate Industry
Troncoso, Isamar, Runshan Fu, Nikhil Malik, and Davide Proserpio. "Algorithm Failures and Consumers' Response: Evidence from Zillow." Working Paper, July 2023.
- July 2008 (Revised May 2009)
- Teaching Note
The Springfield Nor'easters: Maximizing Revenues in the Minor Leagues (Brief Case)
By: Frank V. Cespedes, Christopher H. Lovelock and Laura Winig
Teaching Note for 2510 View Details
- 18 Jun 2024
- Research & Ideas
Central Banks Missed Inflation Red Flags. This Pricing Model Could Help.
their toolkit.” The work reveals new clues about an issue that has been challenging economists, businesses, and consumers for several years: runaway inflation that’s slowed but persisted stubbornly even in the face of interest-rate hikes.... View Details
- Research Summary
Utilizing Display, Feature and Price Promotions: Getting the Biggest Bang for the Buck
Firms are continuously looking for more efficient ways to influence consumers to purchase their brand. Professor Lemon is conducting research to understand what motivates consumers' purchases of products and services. Her research suggests new strategies for category... View Details
- 30 Sep 2002
- Research & Ideas
Use the Psychology of Pricing To Keep Customers Returning
Dilip Soman, we look at how different pricing strategies affect the consumption of a product. We find that people are more likely to consume a product when they feel "out of pocket." When the View Details
Keywords: by Manda Mahoney
- February 2021
- Case
Rolex SA
By: Doug J. Chung
Rolex SA was one of the most successful watchmakers in the world. In recent years, the global demand for Rolex watches, especially the stainless-steel sports models, had dramatically increased, resulting in a supply shortage worldwide. The shortage in supply further... View Details
Chung, Doug J. "Rolex SA." Harvard Business School Case 521-034, February 2021.
- 09 Mar 2022
- Research & Ideas
War in Ukraine: Soaring Gas Prices and the Return of Stagflation?
the United States will create a price effect for Americans and for the world. Forman: Where is this going from an economic and geopolitical perspective? Abdelal: They’re connected in two ways. We should expect much larger View Details
- June 2022 (Revised August 2022)
- Case
Dollar Tree: Breaking the Buck
By: Jill Avery and Marco Bertini
For thirty-five years, Dollar Tree, a discount retail chain selling general merchandise, had held its fixed price point steady, pricing all of its household items, food, stationery, books, seasonal items, gifts, toys, and clothing that made up its diverse and... View Details
Keywords: Retailing; Pricing; Pricing Strategy; Discount Retailing; Discount Store; Marketing; Brands and Branding; Marketing Strategy; Price; Inflation and Deflation; Consumer Behavior; Retail Industry; United States
Avery, Jill, and Marco Bertini. "Dollar Tree: Breaking the Buck." Harvard Business School Case 522-091, June 2022. (Revised August 2022.)
- January 1984
- Article
A Simulation Analysis of Alternative Pricing Strategies for Dynamic Environments
By: Robert J. Dolan
Researchers of the strategic implications of the well-known demand (e.g., adoption and diffusion) and supply (e.g., experience effects) dynamics have typically sought analytical solutions. Their success in this has been achieved partly by limiting the richness of the... View Details
Dolan, Robert J. "A Simulation Analysis of Alternative Pricing Strategies for Dynamic Environments." Journal of Business 57, no. 1 (January 1984).
- 24 Aug 2016
- Research & Ideas
Behavioral Economists Can Make You a Healthier Consumer and Smarter Marketer
behavioral science, specifically, behavioral economics, tries to understand consumers as they actually behave and promote changes in their decision making around those biases. Harvard Business School Associate Professor Leslie John... View Details
Keywords: by Amelia Kunhardt