Federated Case Write Up

Class Discussion Topics

Harvard Business School Publishing

Go to www.hbsp.harvard.edu

1. Go to the course link I sent to you in my Welcome to MKTG8014 email.

2. Register as a student, or log in if you have previously registered at HBSP.

3. Purchase the course.

Canvas

Go to https://www.bc.edu/lms

1. Login using your BC username and password.

2. Click on MKTG8014.01 Fall 2016 Pricing Policy/Strategy [Smith], then click on Modules.

3. Click on the folder for the date and module to access the module’s readings.

4. For Harvard Business School readings click on the cross link provided ending in “HBS coursepack” and login to hbsp.org.

BC University Library

Business Source Complete Database

Example – for Cooper and Kaplan, “Measure Costs Right”:

Go to www.bc.edu/libraries.

In the DATABASES search field type “business source complete” and hit enter.

You may be taken directly to login; if so ignore the next 2 lines:

See “Business source complete” in search list. Below Ipswich, MA click “Available Online”

See “Resource available at” and click on “Business source complete”

Login using your BC username and password.

In top left search field type “measure costs right” and select a field “TI Title”; in next lower search field type “cooper” and select a field “AU Author”; in next lower search field type “kaplan” and select a field “AU Author”, then click “Search”.

Your article will appear. Click on PDF Full Text, then click “Download”.

Print or save your article.

Strategic Management of Pricing

Shapiro, “Precision Pricing for Profit”

Smith and Nimer, “The Founding Principles and Strategies of Pricing”

Costing for Pricing Decisions

Kaplan and Anderson, “Transforming Unprofitable Customers: A Time-Driven ABC Approach”

Destin Brass Products Case,

Destin Brass Spreadsheet Supplement

Forbes,  “The Benefits of Cost Transparency”

Cooper and Kaplan, “Measure Costs Right”

Kaplan and Anderson, “Time-Driven Activity Based Costing”

Financial Analysis of Pricing Decisions

HBSP, Pricing Marginal Math Tool,  https://cb.hbsp.harvard.edu/cbmp/resources/marketing/multimedia/flashtools/pricing/index.html

Smith, “Leveraging Profitability in Low-Margin Markets”

Healthy Springs Water Company

Calibrated Mfg II

A Graphic Illustration of Calibrated Mfg (handed out in class)

Smith and Nagle, “Financial Analysis for Profit-Driven Pricing”

For this article only follow this access procedure:

Go to www.bc.edu/libraries.

In the DATABASES search field type “business source complete” and hit enter.

You may be taken directly to login; if so ignore the next 2 lines:

See “Business source complete” in search list. Below Ipswich, MA click “Available Online”

See “Resource available at” and click on “Business source complete”

Login using your BC username and password.

In top left search field type “financial analysis for profit driven pricing” and select a field “TI Title”; in next lower search field type “smith” and select a field “AU Author”; in next lower search field type “nagle” and select a field “AU Author”, then click “Search”.

Your search list will appear with "Financial Analysis for Profit Driven Pricing" as the first item.

Click "Find it @ BC." A new window will open.

Click on the link Chadwyck PAO Collection 1

Under Browse specific issues, click on 1990-1999

Click on 1994, then click on Spring 1994 Vol. 35 (3)

Scroll down to article #9, FINANCIAL ANALYSIS FOR PROFIT DRIVEN PRICING, and Click on Full Text – PDF.

Your article will appear.

Print or save your article.

Value Creation and Estimation

Medi-Cult Case

Gupta, “Creating Customer Value”

Smith and Nagle, “Pricing the Differential”

Nagle and Smith, “A Question of Value”

Smith “Segmenting B2B Markets with Economic Value Analysis”

VBlock Anti-Nausea Drug

Anderson and Narus, “Business Marketing:  Understand What Customers Value”

Begin work on Financial Analysis Spreadsheet Modeling Assignment – Beauregard Textile Company (teams of 2)

Beauregard Textile Company Case

Beauregard Assignment

Value Communication, Price Sensitivity, Psychology of Price

Gourville, “Note on Behavioral Pricing”

Marketing Antidepressants Case: Prozac and Paxil

Marshall, “B2B Customer Value: Building Fluency for Conversations in the Customer’s Language”

Anderson and Simester, “Mind Your Pricing Cues”

Gourville, Pricing and the Psychology of Consumption

Pricing Strategy, New Product Pricing, Pricing over the Life Cycle

Atlantic Computer Case

Dolan and Gourville, “Pricing Strategy”

Marn, et. al., “Pricing New Products”

Nagle and Cressman “Don’t Just Set Prices, Manage Them”

Smith, “Emergent Pricing Strategy”

Managing Price Competition

Smith, “Euphoric Competitive Pricing and the Irrational Rush”

Nagle, “Managing Price Competition”

The Mobile Price War of 2014

Brandenburger & Nalebuff, “The Right Game: Use Game Theory to Shape Strategy”

Rao, Bergen, Davis “How to Fight a Price War”

Price Structure, Segmented Pricing, Yield Management

Bertini and Gourville, “Pricing to Create Shared Value”

Arrow Electronics, Inc. Case

Arrow Electronics Spreadsheet Supplement

Harris and Peacock, “Hold My Place, Please”

NY Times, “Ticket Pricing Puts ‘Lion King’ Atop Broadway’s Circle of Life” access at http://nyti.ms/1ddf9T2

Simon and Dolan, “Price Customization”

Pricing at GENVET Pharmaceuticals

Price Policy, Negotiated Pricing (SOVNOP), Price Management Tools

Marn, Roegner, Zawada “The Power of Pricing”

Nagle, “How to Pull It Off”

Nagle, “Evening the Odds in Price Negotiation”

Givaudan Flavors Case Study (read for in-class discussion)

Reinartz and Kumar, “The Mismanagement of Customer Loyalty”

Marn and Rosiello, “Managing Price, Gaining Profit”

Price and Value in Distribution Channels

Pro-Audio Sales Agent Program

Bright, et. al., “Pricing in a Proliferating World”

Bundschuh, et. al., “How to Make After-Sales Services Pay Off”

Is Chicken a Good Loss Leader (prepare for in-class discussion)

Smith, Chain Prices and Margins Formulas

Smith, Channel Margin Pricing Exercises

Pricing in the Organization, The Pricing Capability

Kiewell and Roegner, “The CFO Guide to Better Pricing”

Nagle and Thompson, “Integrating Marketing and Operational Choices for Profit Growth”

Smith, “Managerial Pricing Orientation.”

Homburg et. al, “How to Organize Pricing.”

McKinsey, “Building Organizational Capabilities”

Competitive Advantage and Transfer Pricing

Federated Industries Case

Legal and Ethical Issues in Pricing

Zelek, “Legal Tools That Support Value Pricing”