MASTERCLASS
PRICING
New pricing strategies: e-commerce versus classic wholesale/retail
by Prof. Oded Koeningsberg from London Business School
21/04/2017 – 9:00 am – 5:15 pm
PRICING
PROF. ODED
KOENINGSBERG
FROM LONDON
BUSINESS
SCHOOL
Pricing is an area of business that seasoned executives and budding entrepreneurs alike
seldom talk about with enthusiasm.
In fact, although most businesspeople understand that pricing decisions can truly make or
break a company’s bottom line, they tend to tackle today’s demanding markets without the aid
of a carefully crafted strategy.
As a result, pricing policies are little more than collections of tactics held together by
questionable assumptions and crude heuristics that, in many circumstances, put financial and
brand health in jeopardy.
Pricing as strategy should be pragmatic, action-oriented study of the different and at times surprising
roles that it plays in capturing, communicating, and even increasing a firm’s competitive advantage.
Audience
A unique opportunity for Marketing Managers, Marketing Directors and C-level Managers to come in contact
with a captivating expert of world renown.
• You like to get inspired by news ways of approaching.
• To stay up-to-date in your domain and to run a successful business.
Objectives of this masterclass
• How to address strategic and tactical pricing issues
Including e-commerce versus classic wholesale/retail, the introduction of prices when consumer valuations are
uncertain or self-serving behaviour in price-quality competition).
• To recognize the necessary data needed to make superior pricing decisions.
• High quality events with a well-balanced small group to network with.
• Share and exchange competences with other C-suite professionals.
About Professor Oded Koeningsberg
• London Business School Term Associate Professor of Marketing Dr Oded Koenigsberg focuses his
research on incorporating logistical constraints into firms’ marketing decisions (like pricing, product
design, distribution channels, product line and marketing of durable goods). He develops models that
attempt to incorporate the cross-functional aspects of firms’ marketing management decisions and
teaches the Pricing Strategy and Tactics elective on the MBA programme.
• Dr Koenigsberg is on the editorial boards of leading journals in his field, including: Marketing Science,
the Journal of Production and Operations Management, the International Journal of Research in
Marketing and the Journal of Retailing.
• He is also a consultant on pricing, distribution channel (supply chain) and incentives. Before
becoming an Associate Professor of Marketing at London Business School, he was the Barbara and
Meyer Feldberg Associate Professor of Business at Columbia University (2002-2012).
Concept
STIMA organizes, in partnership with Global, a series of 3 Masterclasses with
top experts from no less than 3 leading European business schools, each with a
different topic within marketing.
• Venue
The 3 professors will each provide a special program for you with interactive
sessions followed by a practical workshop so you can submerge yourself a whole
day in the topic of your choice.
• Subscription
The following masterclasses are planned:
1
MASTERCLASS 1 - 21/04/2017
2
MASTERCLASS 2 - 12/05/2017
New pricing strategies e-commerce versus classic
wholesale/retail
Consumer decisions to search
and purchase products and
services online
by Prof. Oded Koenigsberg
from London Business School
by Prof. Paulo Albuquerque
from Insead
3
MASTERCLASS 3 - 19/05/2017
Advanced negotiation techniques
by Prof. Tim Cullen
from Oxford Negotiation School
About Global
Global is a unique collaboration regarding a free publication with the world’s best
business schools. Check out the marketing issue at www.globalbusinesmag.com.
Global organises high level seminars with word authorities from Europe’s leading
business schools – See www.globalmagevents.com.
Hotel Pullman Brussels,
Victor Hortaplein 1, 1060 Brussel
Inscription fee including lunch
€ 1.290 (excl. BTW) non members€
1.165 (excl. BTW) members STIMA,
IAB of BDMA
Participants are awarded a certifi
cate, signed by the professor.
• Special combi price for 3 days
€ 2.850 (excl. BTW) non members€
2.570 (excl. BTW) members STIMA,
IAB of BDMA
• Registration
www.stima.be
Limited number of participants
• Questions or more info?
Pascale Cambie | STIMA
[email protected]
or 02/234 54 02
Pierre Heyndrickx | Global
[email protected]