OnDemand WTP Pricing Research

Tag: McKinsey & Company

Perception Beats Reality in Pricing | Bain & Company

Perception Beats Reality in Pricing | Bain & Company

A traditional grocer that caters mainly to higher-income customers, for instance, needs to have the whole assortment of grocery items and strong perceived quality. It would focus on very targeted moves, including key value items, promotions and signage, rather than on tactics that would significantly change the proposition, such as out-of-store advertising, price matching or […]

How retailers can improve price perception–profitably | McKinsey & Company

How retailers can improve price perception–profitably | McKinsey & Company

New methodologies, powered by big data and advanced analytics, can help retailers attract value-conscious consumers without sacrificing margins. As retail executives know all too well, most pricing decisions require a trade-off between margin and price perception. To avoid a “race to the bottom”—the self-defeating exercise of trying to beat every competitor’s price on every item—retailers […]

Pricing News Daily > 6/19/14

Pricing News Daily > 6/19/14

Pricing News Daily is a digest of top pricing strategy in the news, strategy expert and technology leader’s thought leadership, industry news and events, and resources for pricing professionals. Today’s Headlines Is Your Price High Enough? | The Sales Hunter Far too many companies are afraid of what might happen if they raise their prices. The […]

Art of negotiation in the Big Data world of pricing | McKinsey on Marketing & Sales

Art of negotiation in the Big Data world of pricing | McKinsey on Marketing & Sales

A new culture of pricing Roger: There were three main changes to the way we did business after we implemented our pricing approach based on value. (1) We used to do mass pricing, but now it’s more smart pricing, which is about communicating value. There is no one-size-fits-all anymore. (2) We used to do pricing […]

Pricing News Daily > 3/3/14

Pricing News Daily > 3/3/14

Top Headlines This Week in Pricing – March 1, 2014 | Pricing News 5th Secret to Selling at Full Price: Don’t Offer Discounts. Period. | The Sales Hunter Uber admits to encouraging surge pricing, withholding drivers in San Diego | HeyStartup.com Competing on Price II – The Wife-Approved Pricing Strategy | The One Hour Startup […]