Harvard Business Review
OCTOBER 10, 2011
In their hit book Freakonomics, Steven Levitt and Stephen Dubner posit that real estate agents don't have the incentive to push for the highest sales price for homeowners. of the selling price ($4,500). Prior to sharing the yellow card, Mustang sales were so slow that the production line was shut down one week per month.
Harvard Business Review
DECEMBER 28, 2010
Levitt and Dubner, they of Freakonomics, offer a slightly more sophomoric example when they point out that the "average" adult in a global sample has one breast and one testicle. Still, companies often make the mistake of developing products and features to appeal to the mean. We're not saying you need perfect sub-segmentation.
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Strategy Driven
MARCH 30, 2011
Our understanding of pricing has come a long way since 1890 when Alfred Marshall published his treatise on the economic scissors of supply and demand. Pricing is no longer a purely economic challenge to be addressed through studies of market elasticity. Rather, pricing today must be focused on value exchange. Smith, PhD.
Harvard Business Review
JUNE 1, 2011
The story has a happy ending, though, at least for readers: Dickens went on to keep writing at an alarmingly productive rate, leaving us with some of the most compelling stories of the nineteenth century.). Instead, publishers experimented with differentiated pricing and saw their readership (which is to say customer base) grow.
Harvard Business Review
SEPTEMBER 24, 2013
The “jobs-to-be-done” theory articulates the gap between how producers view and market a product and how customers actually use it. Every time a customer buys a product, they are trying to do a job that brings some value to them – and not necessarily what the product says on the label.
Harvard Business Review
OCTOBER 15, 2015
A gold-plated product or service. A typical product or service comparison in most industries would show that incumbents usually have the best products in a given market, which reflects their obsession with high-margin customers. ” The concept of a product’s job-to-be-done is not new.
Harvard Business Review
AUGUST 20, 2014
But, he says, the hard work is often worth it, especially in a work environment where productivity and performance are at stake. This isn’t productive. Rachel Levitt* had an ongoing conflict with her coworker, Pia*. Pia regularly increased the prices that Rachel was pitching and as a result, Rachel lost potential sales.
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