
Why the Net Promoter Score alone does not work
When the Net Promoter Score drops, it is often understood as a warning signal. Here you can find out why
When the Net Promoter Score drops, it is often understood as a warning signal. Here you can find out why
The question of the right pricing model is a topic of heated and controversial debate in the pricing community. There
Often, pricing strategies waste potential because they price products purely based on value. This article explains why this strategy falls
Rising inflation, exploding commodity prices as well as the worsening energy situation make it necessary for many suppliers to increase
Here is how Amazon became the biggest player in the subscription economy and what you can learn from Amazon Prime
What happens if you cannot charge extra for expensive product innovations? Was it all for nothing then? Would there still
In many sales organizations, variable compensation makes up a large proportion of its staff costs. It is essential that incentive
Arbitrary discounts, as commonly offered on Black Friday, can have fatal consequences. Learn how discounts can be offered without harming
An offer does not only influence whether customers buy or not but fundamentally affects how they decide. Read here, how
Case study portfolio optimization of the Oberbayerische Volksblatt (OVB) Rosenheim: from a confusing showcase of possibilities to a subscription store
Industrial electronics case study: why behavioral economics can be applied to B2B selling, and how to use it to achieve
There often is a big gap between a wish and the actual implementation. Read here to learn about the 5
A powerful pricing strategy can only be created if you understand the decision-making behavior of your customers and implement this
Customer engagement – more satisfied, loyal, and profitable customers – is one of the central challenges we face at all
Why the product with the lowest turnover in your portfolio may be the most important one, and why objective improvements
For many companies promotions and ridiculous discounts are easy actions to attract more customers and increase sales – it almost
The rise of unlimited data plans significantly challenges the business model of the telco industry. Read here how you, as
Dynamic pricing is considered the gold standard of e-commerce pricing. Some rules, however, should be observed when incorporating dynamic pricing
Behavioral pricing and selling focus on the role of the price in the decision-making process. But what does behavioral pricing
Case study public transport —
how to improve your subscription rate through smart portfolio management and thus increase your user
Today online stores and apps are not only critical instruments for managing customer relations but are increasingly becoming relevant sales
Read here why the concept of willingness to pay is misleading, and why you should instead speak of price acceptance
Anything-as-a-Service (XaaS) offers enormous opportunities as a business model. Not only, but especially during a crisis.
The crisis challenges the way we (can) do selling. Read here, from a behavioral economics perspective and our own observations,
Market simulations are among the most powerful, but also most demanding tools in pricing. Read here why conjoint analyses are
On their way to customer-centricity, many companies start developing so-called personas: prototypical users. Although we should welcome this change of
IKEA rules the pricing and selling game. One of the reasons they are so successful is because they understand and
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