Pricing and Promotions
Why Digital Goods Are Valued Less Than Physical GoodsJun 14, 2019
Carey Morewedge, Boston University
Many digital goods such as souvenir photographs, books, and films are substantive innovations relative to their physical counterparts. Despite this, consumers may ascribe less value to digital than to physical versions of the same good.
Poster: Organizational Buying and Innovation Adoption Under Share of Wallet ContractsApr 15, 2019 Navid Mojir, Harvard University
Navid Mojir explores the impact of “share of wallet” contracts on purchasing decisions and how they can potentially speed up diffusion of innovation in the context of a medical device market.
Pricing Power: Measures, Trends and Influences on Firm ValueMar 4, 2019 Yang Pan, Thomas S. Gruca, and Lopo Rego, 2019, 19-112-03
This study identifies two new value-relevant metrics for managers: the ability to charge prices above marginal cost and the ability to raise prices without losing business.
The Impact of Coupons on the Search-to-Purchase Funnel: Theory and Empirical EvidenceFeb 1, 2019 Arun Gopalakrishnan and Young-Hoon Park, 2019, 19-106-01
When should you target your best customers for promotions? Evidence on coupon effects in the search-to-purchase funnel changes the decision calculus for designing targeted promotions.
Feeling Poor and the Allure of the Extraordinary: The Case of SuperheroesNov 16, 2018 Stephanie Tully, University of Southern California
Financial well-being is fundamental to people's lives and key to their overall well-being. Stephanie Tully will present work that examines how “feeling poor” directs consumers' marketplace decisions.
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