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Pricing for boom or bust: smart moves for maximum flexibility

Rob Docters (Robert G. Docters is a Partner with i2 Partners, LLP, of New York and can be reached at rob@i2partners.com)
Mike Reopel (Mike Reopel is a Partner and head of the Cambridge office of A.T. Kearney and can be reached at mike.reopel@atkearney.com)
Jeanne‐Mey Sun (Jeanne‐Mey Sun is a manager at A.T. Kearney in Chicago and can be reached at jeanne‐mey.sun@atkearney.com)
Steve Tanny (Steve Tanny is an economist and a Professor of Mathematics at the University of Toronto and can be reached at tanny@math.utoronto.ca)

Journal of Business Strategy

ISSN: 0275-6668

Article publication date: 1 February 2004

1653

Abstract

While the US economy seems to be in an upswing, there is still plenty of downside for some companies. But a downturn need not be seen as a giant sucking sound, eliminating all of a company’s pricing power. Through astute use of strategies such as the ones discussed in this article, many companies can continue to raise prices. The authors discuss such pricing strategies as working around budgets, using tools other than list price to cut price, bundling and tiering goods and services, and locking in your best customers.

Keywords

Citation

Docters, R., Reopel, M., Sun, J. and Tanny, S. (2004), "Pricing for boom or bust: smart moves for maximum flexibility", Journal of Business Strategy, Vol. 25 No. 1, pp. 39-44. https://doi.org/10.1108/02756660410516001

Publisher

:

Emerald Group Publishing Limited

Copyright © 2004, Emerald Group Publishing Limited

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