Competing on Customer Outcomes
The new CMO of an extreme-race company is on the hook to come up with a way to further monetize the underexploited brand while also fixing customer pain points related to the registration [...]
Pricing and Supply Chain Transparency to Conscientious Consumers
This paper studies how organizations should design a product by choosing the carbon footprint and price in a market with climate concerns. The authors first show how the cost and demand effects [...]
Price Disclosure: Should Firms Delay the Inevitable?
This paper studies how organizations should design a product by choosing the carbon footprint and price in a market with climate concerns. The authors first show how the cost and demand effects [...]
Does Cash Really Mean Trash? An Empirical Investigation Into the Effect of Retailer Price Promotions on Household Food Waste
This paper studies how organizations should design a product by choosing the carbon footprint and price in a market with climate concerns. The authors first show how the cost and demand effects [...]
Beyond the here and now: a conversation-theoretical perspective on price communication
This paper presents a novel conceptualization of the most common techniques firms use to communicate prices. First, we classify existing price communication techniques based on the type of [...]
Carbon Footprinting and Pricing Under Climate Concerns
This paper studies how organizations should design a product by choosing the carbon footprint and price in a market with climate concerns. The authors first show how the cost and demand effects [...]
Consumer Resistance
This paper shows that reference-dependent preferences trigger consumer resistance and studies how such consumer behavior impacts pricing and cost communication. We show that consumer resistance [...]
Beyond Posted Prices: The Past, Present, and Future of Participative Pricing Mechanisms
Customer Needs and Solutions
Driven by the low transaction costs and interactive nature of the internet, customer participation in the price-setting process has increased. Today, [...]Price and Quality Decisions by Self-Serving Managers
We present a theory of price and quality decisions by managers who are self-serving. Because firms seldom approach a market with equal emphasis on these product characteristics, managers are [...]
