10 Reasons Why Discounts and Sales Are Bad for Business

Dec 09 2014 Published by neilgains under pricing

This is the time for sales and promotions around the world, from the madness of Black Friday to the January Sales that promise to give us so much more for so much less. But are sales and discounting really in the interests of business and brands? The evidence is pretty clear – the answer is a resounding NO.

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Pricing is all about the Psychology of Value

Dec 08 2014 Published by neilgains under book review

As Rory Sutherland says on the cover, price is “the most understudied, undervalued and oversimplified subjects in business decision-making”. The Psychology of Price by Leigh Caldwell provides a clear, comprehensive and usable guide to pricing from the perspective of human behavior, and is really the only book of its kind on this topic.

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14 Principles For Pricing Everything

Apr 28 2014 Published by neilgains under behavioural economics

“They know the price of everything and the value of nothing.”  - Oscar Wilde

Priceless is a great read for anyone who wants to explore the psychology behind pricing (and currently only one of two books that really addresses this topic – I’ll be reviewing the other soon). Although it lacks an overall storyline and structure, the book is easy to read (spread across 57 chapters) and full of anecdotes and case studies. It contains extensive discussions of some of the underlying theories which can help explain some of the strange and quirky ways in which humans deal with issues of money, most notably those of behavioural economics and its chief spokesperson Daniel Kahneman. Read more »

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The Price Advantage

Nov 17 2010 Published by neilgains under business

“There is no victory at bargain basement prices.”  - Dwight D. Eisenhower Read more »

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