Pricing
Why We Are Triggered by Dynamic Pricing
Consumers can’t help but take it personally when “flexible” prices seem unfair
When Analytics Gets Personal
How to reap the benefits, and mitigate the risks, of prescriptive analytics
Why Do Companies Collude?
From asphalt cartels to bread-price fixing, the temptation to work together to pad profits is surprisingly strong
When Is Free Shipping a Losing Strategy?
People love free delivery. But here’s why firms should find more profitable ways to juice sales
Who’s Afraid of the Strategic Consumer?
When overhauling their loyalty programs, firms can find a way to leave no customer behind and still make money
Markdowns: Decoding the Nuances of Consumer Behaviour
A new model that accounts for how consumers view wait-or-buy decisions shows retailers how to harvest higher revenue from deeper discounts
When Disgruntled Consumers Hold Their Tongue
Why doesn’t negative word of mouth happen more often? Because we often feel we’re part of the problem
Jumping the Market Fences
Retail sales may send consumers to their happy places yet they are increasingly wise to the marketer’s ways
When Shopping Gets Personal
Paying more than others for the same product or service can have a big impact on how consumers view not only sellers but themselves. How can firms ease the blow?
Creating Value and Satisfying Customers
The latest insights from consumer psychology
Ethical Consumption: When Firms Go Green, They May Not See Extra Green
If you plan on pricing your do-gooder product at a premium, you better have a good story
Name-Your-Own-Price Sales Channels: Revenge of the Hive
The Pricelines and Hotwires of the world are vulnerable to online consumers gaming the system by banding together. Fortunately for the companies, consumers are loners