Good-Better-Best Feature Article in Sept/Oct Harvard Business Review Magazine

I’m delighted to share that I have a feature article in the September/October Harvard Business Review Magazine which just hit the newsstands.

Of all of the close to 50 pricing strategies that I advocate, Good-Better-Best is the most popular and powerful in my arsenal. I think you’ll love the article – it details the multiple reasons why Good-Better-Best should be employed and provides a framework on how to implement the strategy.

The article can be accessed for free by clicking here. But my suggestion is to pick up the Harvard Business Review Magazine at your local newsstand or order the PDF. The HBR did a fantastic job of laying out the article and using creative graphics.

Thank you for reading!

Posted on September 4th, 2018 (0 Comments)

Is Price Profiling the Future of Web Retail?

This is one of the most interesting articles that I’ve written…

How many of you have ever felt a little suspicious that web prices are changing on you. Well, that’s exactly what happened to me recently when I was looking at air/hotel packages to New York City on the Orbitz app on my iPhone. The web price was $117 higher!

Please check out my latest article for the Harvard Business Review where I discuss price profiling, whether “electronic haggling” will be routine on the web, and the ethics of personalized pricing.

Posted on October 20th, 2017 (0 Comments)

The Psychology Behind the iPhone X’s $999 Price

As the media and most everyone who is interested in buying Apple’s new iPhone X noticed, its price (ranging from $999 - $1149) is a bit startling. Crossing the $1000 threshold is a big step – especially since the also newly released iPhone 8 is priced at $699 (note: Apple skipped releasing a "9" model).

So why the big jump? I argue that the steep price is more than just capturing value – Apple is using price to convey an expectation of awesomeness. For more details, please check out my latest piece for the Harvard Business Review. In addition, I also call out Apple for not having the confidence to set the price at $1,000 and compare Apple’s strategy to what the rock band the Eagles employed in setting ticket prices for their reunion tour.

As always, thank you for reading my articles!

Posted on September 21st, 2017 (0 Comments)