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Tag: Stefan Michel

Willingness To Pay – A Lesson From Baseball | Strategic Pricing Solutions

Willingness To Pay – A Lesson From Baseball | Strategic Pricing Solutions

I am a lifelong fan of the San Francisco Giants.  I waited a long time before they finally won a World Series in 2010, and then again in 2012 and 2014.  Of course, now that they have won it a few times, I want them to do it more often; and I pay close attention […]

LET YOUR CUSTOMERS SEGMENT THEMSELVES BY WHAT THEY’RE WILLING TO PAY | IMD

LET YOUR CUSTOMERS SEGMENT THEMSELVES BY WHAT THEY’RE WILLING TO PAY | IMD

If you’re out to capture more value, one surefire tactic is to figure out a way to charge different prices to customers with different willingness-to-pay (WTP). Economists sometimes call this “price discrimination,” which sounds bad since discriminating against people is generally illegal, not to mention immoral. However, most of us encounter forms of price discrimination […]

Pricing News Daily > 3/13/15

Pricing News Daily > 3/13/15

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, business owners, creative professionals, and independent contractors. This Edition is brought to you by: Value Innoruption Advisors Founded by Dr. Stephan Liozu, Value Innoruption Advisors provides training […]

Let Your Customers Segment Themselves by What They’re Willing to Pay | HBR

Let Your Customers Segment Themselves by What They’re Willing to Pay | HBR

The late Sir Colin Marshall, when he was CEO and chairman at British Airways (BA), knew that success in his business came down to superior value capture. In a 1995 interview with HBR, he summed up the opportunity brilliantly: “You’re always going to be faced with the fact that the great majority of people will […]

Pricing News Daily > 3/3/15

Pricing News Daily > 3/3/15

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. This Edition is brought to you by: Asia Pricing Professionals Asia Pricing Professionals (APP) is a not-for-profit community of pricing management practitioners. Our key objective is to […]

The pain and gain of selling expensive products | The Jakarta Post

The pain and gain of selling expensive products | The Jakarta Post

Can we conclude that Swiss companies are great marketers? Personally, I am deeply convinced. Where is the proof? Many large and medium-sized Swiss companies are successful despite their high costs. Investing in training and education is very important for companies. But in the end, it’s the ability to co-create more value with customers, to communicate […]

Pricing News Daily > 9/15/14

Pricing News Daily > 9/15/14

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. This Edition is Sponsored by: Strategic Pricing Associates SPA is the leading provider of pricing analytics to 100′s of complex companies of all types: manufacturing, distribution, equipment, […]

Capture More Value | Harvard Business Review

Capture More Value | Harvard Business Review

Even managers who know they should worry about value capture often reduce the subject to pricing. Pricing is important, of course, and there is a rich literature devoted to managing it well. But changing a tag from $9.50 to $9.99 or running a “buy one, get one free” promotion does not constitute innovation. Value capture […]