Spring 2012 MBA Course

B9601-037: Pricing Strategies

W - Full Term, 09:00AM to 12:15PM

Location: URI 333

Instructor: Brett Gordon

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Pricing presents managers with one of their most powerful levers for maximizing profits and shareholder value. The objective of this course is to prepare students for addressing strategic and tactical pricing issues and identifying profit-boosting changes in pricing practices across a range of professional contexts. The course establishes a foundation for effective pricing decisions by teaching key economic, analytical and behavioral concepts associated with costs, customer behavior and competition; introduces students to advanced pricing techniques that aim to create additional value, including dynamic pricing, segmented pricing, pricing structures and promotions; and highlights practical applications of these approaches within specific industry contexts.


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Brett Gordon

Class of 1967 Associate Professor of BusinessProfessor Gordon's research focuses on competitive pricing, dynamic oligopoly, product innovation and replacement, new product development and design, and market structure. More generally, he is interested in empirical industrial organization and the application of structural econometric models. His dissertation received the Alden G. Clayton Dissertation Award from the Marketing Science Institute. Professor Gordon teaches Pricing Strategy in the MBA and Executive MBA programs.

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