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Learn about our consulting philosophy and the resources we bring to help you with your strategy and pricing issues

Services
Find out more about the services we provide to help your improve your strategy and pricing decisions

Resources
Links to marketing and pricing organizations and recent strategy and pricing related articles, research notes and presentations

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Resources

Marketing and Pricing Organizations

Articles

  • "How to Fight a Price War" by Akshay Rao, Mark Bergen, and Scott Davis, from The Harvard Business Review
  • "Using the Anticipation of Competitive Actions to Make SMART Pricing Decisions," by Scott Davis, John Cripps, and Steve Kutner, from the Journal of Professional Pricing.
  • Introducing Reactor™ by Scott Davis

Notes

  • Segmentation
    Customer segmentation is a key to developing a successful strategy and pricing policy in a competitive environment. Several different potential crieteria for segmentation are summarized.
  • Approaches to Segmentation
    Both qualitative and quantitative methods can be used to segment a customer market. Methods reviewed include: qualitative approaches, cross tabular analysis, interaction detection techniques such as CHAID, and cluster analysis.
  • Monetary Value to the Customer Analysis
    A Monetary Value to the Customer Analysis (MVCA) estimates the customer's value of a good or service by evaluating its financial implications for the purchaser.

Presentations

  • "Developing an Effective Pricing Strategy for a Troubled Economy"
  • "Know Thy Customer: Predicting How Preference Translates into Choice"


Check back regularly for new references!