‘Industry leader’ is one of the financial press’ favorite phrases, yet how often do they define the term?  What makes one company, above all others, the industry leader?  More importantly, why should you care? Read the rest of this entry »

Behavioralists tell us that if you want to know the true nature of a person, observe them in stressful situations.  How can we tell when buyers are stressed?  More importantly, how can we use that information to our advantage? Read the rest of this entry »

When JCPenney announced its new pricing strategy, I was one of the few who applauded the move.  After seeing their ads, I’m not so sure I was right in doing so. Read the rest of this entry »

Pricing goes well beyond merely establishing a price.  Indeed, there are some industries in which there’s little, if any, ability to adjust price.  The health care industry is one of them.  Many of their prices are dictated by Medicare and Medicaid.  That doesn’t preclude them from creating greater demand for their offerings.  How? Read the rest of this entry »

Sony’s CEO, Phil Molyneux, announced a move to common pricing beginning April 1, 2012.  What is common pricing?  More importantly, what is the impetus for this move? Read the rest of this entry »