Strategy and Tactics of Pricing

Catalog description

Pricing is one of the most powerful levers that a firm can use to maximize profits. However, this opportunity to impact profits often remains untapped as many managers do not know how to improve upon historical pricing practices within their companies and industries. This course prepares students to address both strategic and tactical pricing issues and to identify profit-boosting changes in pricing practices across a range of professional contexts - as management consultants, product managers, entrepreneurs, business-unit managers and M&A advisors. The course is structured around three modules: Pricing Analysis, Price Structures and Metrics, and Price Management. The course uses a mix of lectures, case discussions, mini-cases, analytical exercises, and covers pricing across a broad spectrum of industries involving both B2C and B2B and from both economic and psychological perspectives. (MHA-EL)