search query: @indexterm CONJOINT ANALYSIS / total: 133
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| Author: | Simon, H. |
| Title: | Pricing opportunities - and how to exploit them. |
| Journal: | Sloan Management Review
1992 : WINTER, VOL. 33:2, p. 55-65 |
| Index terms: | PRICE POLICY CONJOINT ANALYSIS PRICE CUTTING |
| Language: | eng |
| Abstract: | Managers around the world continue to make poor pricing decisions despite discussion of new pricing techniques in both the academic and popular business press. Yet market saturation, overcapacities, quality standardization, and other developments are making price a more crucial factor than ever. A number of examples are presented that should convince managers to look again at how they set prices. Some of the new techniques for setting prices appropriately and strategically are described. Finally, the dynamics that make price-setting an ongoing concern, not a none-time decision, is discussed. The classic qualitative options for a new product pricing - skimming and penetration strategies - are also considered. |
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