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- October 2021 (Revised June 2022)
- Case
PittaRosso: Artificial Intelligence-Driven Pricing and Promotion
By: Ayelet Israeli
PittaRosso, a traditional Italian shoe retailer, is implementing an AI system to provide pricing and promotion recommendations. The system allows them to implement changes that would affect both the top of funnel and bottom of funnel activities for the company: once... View Details
Keywords: Artificial Intelligence; Pricing; Pricing Algorithm; Pricing Decisions; Pricing Strategy; Pricing Structure; Promotion; Promotions; Online Marketing; Data-driven Decision-making; Data-driven Management; Retail; Retail Analytics; AI; Price; Advertising Campaigns; Analytics and Data Science; Analysis; Digital Marketing; Budgets and Budgeting; Marketing Strategy; Marketing; Transformation; Decision Making; AI and Machine Learning; Retail Industry; Italy
Israeli, Ayelet. "PittaRosso: Artificial Intelligence-Driven Pricing and Promotion." Harvard Business School Case 522-046, October 2021. (Revised June 2022.)
- October 2021 (Revised March 2022)
- Supplement
PittaRosso: Artificial Intelligence-Driven Pricing and Promotion
By: Ayelet Israeli and Fabrizio Fantini
PittaRosso, a traditional Italian shoe retailer, is implementing an AI system to provide pricing and promotion recommendations. The system allows them to implement changes that would affect both the top of funnel and bottom of funnel activities for the company: once... View Details
Keywords: Artificial Intelligence; Pricing; Pricing Algorithm; Pricing Decisions; Pricing Strategy; Pricing Structure; Promotion; Promotions; Online Marketing; Data-driven Decision-making; Data-driven Management; Retail; Retail Analytics; Price; Advertising Campaigns; Analytics and Data Science; Analysis; Digital Marketing; Budgets and Budgeting; Marketing Strategy; Marketing; Transformation; Decision Making; Retail Industry; Italy
- 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
Quelch, John A., and Heather Beckham. "Culinarian Cookware: Pondering Price Promotion." Harvard Business School Brief Case 094-057, September 2009.
- September 2022 (Revised November 2022)
- Teaching Note
PittaRosso: Artificial Intelligence-Driven Pricing and Promotion
By: Ayelet Israeli
Teaching Note for HBS Case No. 522-046. View Details
Keywords: Artificial Intelligence; Pricing; Pricing Algorithm; Pricing Decisions; Pricing Strategy; Pricing Structure; Promotion; Promotions; Online Marketing; Data-driven Decision-making; Data-driven Management; Retail; Retail Analytics; Price; Advertising Campaigns; Analytics and Data Science; Analysis; Digital Marketing; Budgets and Budgeting; Marketing Strategy; Transformation; Decision Making; AI and Machine Learning; Retail Industry; Italy
- Research Summary
Pricing and Promotions
Price promotions offered by product manufacturers to channel intermediaries are the subject of much current debate, as well as attempts by packaged goods manufacturers to curb, if not eliminate, their use. Samuel S. Chun's research, which includes the development of... View Details
- December 2020
- Article
Consumer Reactance to Promotional Favors
By: Marco Bertini and Aylin Aydinli
Promotional favors are an increasingly popular but seldom researched form of price promotion where the receipt of the saving by consumers depends on an action on their part that is nonmonetary in nature, such as completing a questionnaire, posting a review, or making a... View Details
Keywords: Promotional Favors; Conditional Discounts; Psychological Reactance; Price Promotions; Pricing; Marketing; Price; Consumer Behavior
Bertini, Marco, and Aylin Aydinli. "Consumer Reactance to Promotional Favors." Journal of Retailing 96, no. 4 (December 2020): 578–589.
- July 1981 (Revised June 1987)
- Case
Hartmann Luggage Co.: Price Promotion Policy
By: John A. Quelch
The president and the marketing vice president are reviewing past Hartmann price promotions in order to decide whether to run one or more promotions in 1981-82. View Details
Quelch, John A. "Hartmann Luggage Co.: Price Promotion Policy." Harvard Business School Case 581-068, July 1981. (Revised June 1987.)
- Article
Price Promotion for Emotional Impact
By: Aylin Aydinli, Marco Bertini and Anja Lambrecht
Aydinli, Aylin, Marco Bertini, and Anja Lambrecht. "Price Promotion for Emotional Impact." Journal of Marketing 78, no. 4 (July 2014): 80–96.
- March 1986 (Revised September 1987)
- Case
United Airlines: Price Promotion Policy
By: John A. Quelch
Quelch, John A. "United Airlines: Price Promotion Policy." Harvard Business School Case 586-089, March 1986. (Revised September 1987.)
- April 1996
- Article
Exclusive Dealing and Price Promotions
By: R. Lal and J. M. Villas-Boas
Keywords: Price
Lal, R., and J. M. Villas-Boas. "Exclusive Dealing and Price Promotions." Journal of Business (April 1996).
- Article
In Defense of Price Promotion
By: Paul Farris and John A. Quelch
Farris, Paul, and John A. Quelch. "In Defense of Price Promotion." MIT Sloan Management Review 29, no. 1 (Fall 1987): 63–70.
- September 2009
- Teaching Note
Culinarian Cookware: Pondering Price Promotion (Brief Case)
By: John A. Quelch and Heather Beckham
Teaching Note for 4057. View Details
- November 1990
- Article
Manufacturer Trade Deals and Retail Price Promotions
By: R. Lal
Lal, R. "Manufacturer Trade Deals and Retail Price Promotions." Journal of Marketing Research (JMR) (November 1990).
- June 2012
- Article
Pricing to Create Shared Value
By: Marco Bertini and John T. Gourville
Many companies are in competition with their customers to extract as much value as possible from every transaction. Pricing is their weapon of choice, and consumers fight back by rooting out and disseminating pricing policies that seem unfair. The problem is that... View Details
Keywords: Pricing; Marketing Strategy; Price; Customer Focus and Relationships; Customer Relationship Management; Value Creation; Fairness
Bertini, Marco, and John T. Gourville. "Pricing to Create Shared Value." Harvard Business Review 90, no. 6 (June 2012): 96–104.
- July 1998
- Article
Price Promotions and Trade Deals with Multiproduct Retailers
By: R. Lal and Miguel Villas-Boas
Lal, R., and Miguel Villas-Boas. "Price Promotions and Trade Deals with Multiproduct Retailers." Management Science 44, no. 7 (July 1998).
- May 2009 (Revised December 2009)
- Case
Reliance Baking Soda: Optimizing Promotional Spending
By: John A. Quelch and Heather Beckham
Reliance Baking Soda is Stewart Corporation's oldest and most established product. The new Domestic Brand Director needs to create a 2008 marketing budget that delivers a profit increase of 10% over 2007 levels. She must first evaluate the effectiveness of past... View Details
Keywords: Communication Strategy; Quantitative Analysis; Consumer Marketing; Marketing Planning; Product Management; Sales Promotions; Program Budgeting; Marketing Strategy; Advertising; Product Marketing; Budgets and Budgeting; Sales; Consumer Products Industry
Quelch, John A., and Heather Beckham. "Reliance Baking Soda: Optimizing Promotional Spending." Harvard Business School Brief Case 094-127, May 2009. (Revised December 2009.)
- March 1990
- Article
The Effects of Brand Loyalty on Competitive Price Promotional Strategies
By: R. Lal, J. S. Raju and V. Srinivasan
Lal, R., J. S. Raju, and V. Srinivasan. "The Effects of Brand Loyalty on Competitive Price Promotional Strategies." Management Science 36, no. 3 (March 1990). (Nominated for John D. C. Little Award Given annually to the best marketing paper published in Marketing Science or Management Science presented by INFORMS Society for Marketing Science.)
- 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.
- April 2021
- Article
A Model of Multi-Pass Search: Price Search Across Stores and Time
By: Navid Mojir and K. Sudhir
In retail settings with price promotions, consumers often search across stores and time. However, the search literature typically only models one pass search across stores, ignoring revisits to stores; the choice literature using scanner data has modeled search across... View Details
Keywords: Consumer Search; Multi-pass Search; Price Search; Store Search; Spatial Search; Temporal Search; Spatiotemporal Search; Dynamic Structural Models; MPEC; Price Promotions; Store Loyalty; Consumer Behavior; Price; Spending; Marketing; Mathematical Methods
Mojir, Navid, and K. Sudhir. "A Model of Multi-Pass Search: Price Search Across Stores and Time." Management Science 67, no. 4 (April 2021): 2126–2150.
- May 1990 (Revised July 1991)
- Case
Workbench Pricing Strategy
An abridged version of Workbench, most notably the results of two customer surveys, given in their complete form in Workbench. Focuses on the pricing decision for a small contemporary furniture retailer. Should Workbench continue its highly promotional pricing policy... View Details
Ortmeyer, Gwendolyn K. "Workbench Pricing Strategy." Harvard Business School Case 590-115, May 1990. (Revised July 1991.)