Pricing Decisions - Publications - Faculty & Research - Harvard Business School

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August 2016 (Revised June 2017)
Case

Oversight Systems

By: Frank V. Cespedes and Amram Migdal

The case, set in May 2016, discusses sales strategy and managing sales and service at Oversight Systems, an Atlanta, Georgia–based software firm that developed analytics for organizations to monitor their data for errors, fraud, and operational inefficiencies. Included... View Details

Keywords: Sales; Sales Strategy; Entrepreneurial Sales; Entrepreneurial Sales And Marketing; Software Sales; Marketing; Marketing Management; Pricing; Salesforce Management; Distribution Channels; Marketing Strategy; Technology Industry; North America; United States; Atlanta; Georgia (state, US)

November–December 1994
Article

A Framework for Risk Management

By: K. Froot, David S. Scharfstein and J. Stein

Keywords: Catastrophe Risk; Cost Of Capital; Banking And Insurance; Hedging; Banking; Decision Choice And Uncertainty; Framework; Risk Management; Corporate Finance; Asset Pricing; Financial Markets; Insurance; Policy; Natural Disasters; Insurance Industry

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1999
Book

The Financing of Catastrophe Risk

By: Kenneth A. Froot

Keywords: Catastrophe Risk; Corporate Finance; Banking And Insurance; Hedging; Banking; Decision Choice And Uncertainty; Financial Markets; Insurance; Policy; Risk Management; Natural Disasters; Cost of Capital; Asset Pricing; Insurance Industry

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September 2018 (Revised August 2019)
Case

The Progressive Corporation, 2018

By: John R. Wells and Benjamin Weinstock

In early 2019, The Progressive Corporation (Progressive), the USA’s third-largest auto insurance writer, reported earned premiums were up 20% in 2018 compared to the previous year, and net income was up 64%. Direct sales of personal auto policies rose 21%, while agent... View Details

May 2017 (Revised August 2021)
Case

Mavi: Fashioning a Path to Brand Growth

By: Jill Avery and Gamze Yucaoglu

This case examines the strategic choices and business model with regards to branding at Mavi, a leading Turkish apparel retailer. The case is presented from the perspective of the company CEO and its global brand director who is also part owner. In 2015, Mavi had sales... View Details

June 2023
Simulation

Artea Dashboard and Targeting Policy Evaluation

By: Ayelet Israeli and Eva Ascarza

Companies deploy A/B experiments to gain valuable insights about their customers in order to answer strategic business problems. In marketing, A/B tests are often used to evaluate marketing interventions intended to generate incremental outcomes for the firm. The Artea... View Details

January 2005 (Revised December 2006)
Background Note

Midway's Entry into Milwaukee: An Interactive Game

By: Dennis A. Yao

Provides background and instructions to the Airline Pricing Game courseware (9-705-802), an interactive simulation of a new entry by a lower cost airline. The courseware allows students to make round-by-round competitive pricing decisions and react to changing market... View Details

Keywords: Competitive Strategy; Wisconsin

February 2010 (Revised June 2022)
Case

Dollarama Inc.

By: Andre F. Perold

Dollarama is the leading operator of dollar stores in Canada. The firm performed extraordinarily well after a leveraged buyout in 2004 and recently executed a highly successful IPO. The company sources its goods primarily from Asia. It has strong brand recognition and... View Details

Keywords: Price; Growth and Development Strategy; Product Positioning; Supply Chain; Competitive Advantage; Valuation; Consumer Products Industry; Retail Industry; Canada

August 2007 (Revised January 2008)
Case

Dollar General Going Private

Intended to improve students' understanding and encourage their use of financial statement analysis. The context is Dollar General Corporation's acquisition by private equity sponsor KKR, which took the company private in 2007. Although the proposed merger generated a... View Details

Keywords: Financial Statements; Mergers and Acquisitions; Private Equity; Price; Privatization; Valuation; Retail Industry

February 2018 (Revised January 2020)
Case

SoulCycle: The Road Ahead

By: Ashish Nanda, Eric Van den Steen and Jeffrey Boyar

Julie Rice and Elizabeth Cutler founded SoulCycle, an indoor cycling studio chain, in 2006 as more than a health club; they wanted it to become a lifestyle brand that would “empower riders in an immersive fitness experience.” By early 2015, SoulCycle had grown to 38... View Details

Keywords: Fitness; Fitness Industry; Exercise; Cycling; Boutique Fitness; Exit Strategy; Growth; Bicycles; Retail; Pricing; Community; SoulCycle; Vision; Health; Leadership; Strategy; Marketing; Decision Making; Health Industry; United States

October 2023 (Revised January 2024)
Case

McDonald's Board of Directors (A)

By: Lynn S. Paine and Will Hurwitz

In October 2019, the McDonald’s Corporation board of directors, chaired by Enrique Hernandez, Jr., gathered to learn the results of their outside counsel’s investigation into the conduct of the CEO. On the surface, the iconic fast-food chain was thriving as growing... View Details

January 1980 (Revised August 1985)
Case

Cumberland Metal Industries: Engineered Products Division--1980

By: Benson P. Shapiro

Cumberland Metal Industries has developed a new product to help contractors drive piles faster. They are trying to decide how to price it. Provides substantial information on the industry, competition, etc. Students must decide what factors are relevant in making an... View Details

Keywords: Price; Information; Marketing Channels; Distribution Channels; Product Development; Consumer Products Industry

October 1971 (Revised June 1985)
Case

Fisher-Price Toys, Inc.

Reviews new product introduction and pricing decisions for a riding toy designed for preschool children. Designed to provide background in buyer behavior, market analysis, and corporate strategy. View Details

Keywords: Corporate Strategy; Consumer Behavior; Product Launch; Consumer Products Industry

November 2003 (Revised April 2004)
Case

Internal Governance and Control at Goldman Sachs: Block Trading

By: Malcolm S. Salter and Ratna Sarkar

Although the explicit problem presented in the case concerns pricing a block trade, the real issue involves the decision-making and oversight processes used to arrive at a price that is appropriate for both the client and Goldman Sachs. Asks students in assignment... View Details

Keywords: Price; Governance Controls; Trust; Organizational Culture; Decision Making; Financial Services Industry

August 1985
Case

CML Group, Inc.: Going Public (C)

By: William A. Sahlman

Contains a description of some issues confronting management of CML Group. They have decided to go public, have selected an underwriting team, and must make final decisions about the size, composition and pricing of the issue. Because stock prices have fallen since the... View Details

Keywords: Initial Public Offering; Going Public; Problems and Challenges; Consumer Products Industry; Retail Industry

February 1993 (Revised December 1994)
Exercise

Corporate Financial Management: Options Exercises

By: Timothy A. Luehrman

This case presents four exercises designed to introduce students to applications of option pricing and decision-tree analysis to real corporate investment problems. Two of the four problems involve decision trees and two involve option pricing. Students should be... View Details

Keywords: Financial Management; Investment; Projects; Corporate Finance

November 1990 (Revised June 1993)
Background Note

Price-Quantity Determination

Examines the important economic considerations affecting a firm's price-quantity decision for a product. Begins with a discussion of the appropriate decision criterion. Next, it motivates the concept of a demand curve for a product and defines demand elasticity.... View Details

Keywords: Price; Accounting

2024
Working Paper

Consumer Inertia and Market Power

By: Alexander MacKay and Marc Remer

We study the pricing decisions of firms in the presence of consumer inertia. Inertia, which can arise from habit formation, brand loyalty, and switching costs, generates dynamic pricing incentives. These incentives mediate the impact of competition on market power in... View Details

Keywords: Consumer Inertia; Market Power; Dynamic Competition; Demand Estimation; Consumer Behavior; Markets; Performance; Competition; Price

March 2008
Course Overview Note

Dynamic Markets

By: Joshua D. Coval and Erik Stafford

The Dynamic Markets course at Harvard Business School is organized around the hands-on application of financial decision making in a wide variety of capital market settings. The course relies heavily on in-class simulations of a range of market settings where students... View Details

Keywords: Value Creation; Decision Making; Capital Markets; Competitive Strategy; Profit; Applications and Software; Information; Strategy; Price; Outcome or Result; Curriculum and Courses; Theory

January 2008
Background Note

Valuing Risky Debt

By: Joshua Coval and Erik Stafford

This lesson develops the classical structural approach to pricing and hedging credit risk: Merton's (1974) contingent claims model of debt and equity claims. This model is used to make investment and risk management decisions in an over-the-counter (OTC) market for... View Details

Keywords: Borrowing and Debt; Credit; Investment; Price; Risk Management; Mathematical Methods; Valuation

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