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Upcoming Price Events
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October 5 - New York, NY
Profitable Growth Summit
Topic: Doubling Organic Growth Rates through Marketing & Pricing Excellence
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October 17 - Santa Clara, CA
2006 SoftSummit Conference
Topic: Are Your Pricing Metrics an Untapped Opportunity for Profitable Growth? Why Pricing more Profitably Doesn't Mean Having to Raise Prices.
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October 26 - Cambridge, MA
Pricing Strategy Briefing
Topic: How to Use Pricing Strategy to Drive Top- and Bottom-line Performance
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November 8 - Chicago, IL
Profitable Growth Summit
Topic: Doubling Organic Growth Rates through Marketing & Pricing Excellence
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December 4 - 8 - Chicago, IL
University of Chicago's Executive Education Program
Topic: Pricing - Strategy and Tactics
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January 30 - Prague, CZ
2007 Global Pricing and Reimbursement Congress
Topic: Developing an Effective Pricing and Reimbursement Strategy - It's So Much More Than Just Setting the Price
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| For further information about these events, please contact Alex Labbate at alexsandro_labbate@monitor.com
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IN THIS ISSUE
by John Hogan, PhD, Group Leader
In this issue of SPG Insights, we’re getting a little technical and examining two very important and highly specialized aspects of pricing strategy:
What are the legal aspects of pricing and price discrimination?
How can advanced market research techniques (e.g. conjoint analysis) be used to shape pricing strategy?
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PRICE DISCRIMINATION AND THE LAW
by John Hogan, PhD, Group Leader and Thomas Nagle, PhD, Group Leader
When making pricing decisions, the successful strategist must consider not only what is profitable, but what is lawful. Unfortunately, good advice on this issue is all too often misleading. Attorneys who do not specialize in antitrust law tend to be overly conservative—advising against activities that are only sometimes illegal or that could trigger an investigation.
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THE USE OF CONJOINT ANALYSIS TO SUPPLEMENT PRICING DECISIONS
by John Hogan, PhD, Group Leader and Thomas Nagle, PhD, Group Leader
Estimates of customer price sensitivity and willingness-to-pay can sometimes substantially improve both price setting and segmentation. In some situations, research can provide very specific estimates of the impact of prices on sales volume. Other times estimates provide only a rough indication of a customer’s willingness-to-pay given a set of circumstances.
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