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• Background Note | HBS Case Collection | 2009 (Revised from original 2005 version)

  Principles of Pricing

  Robert J. Dolan and John T. Gourville

  Presents the basic principles of pricing, including value pricing, price sensitivity, and price customization/discrimination. A rewritten version of an earlier note.

  Keywords: Price; Marketing Strategy; Value;

  Citation:

  Dolan, Robert J., and John T. Gourville. "Principles of Pricing." Harvard Business School Background Note 506-021, April 2009. (Revised from original September 2005 version.)

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• Case | HBS Case Collection | 2007 (Revised from original 1983 version)

  Milford Industries (A)

  Robert J. Dolan and Benson P. Shapiro

  The new district sales manager for a tool company must determine how to get his district "back on track." The case presents various qualitative and quantitative information on the salespeople. Teaching objectives include the specification of the tasks of a district sales manager and the sales analysis helpful to him in his job. A rewritten version of an earlier case series.

  Keywords: Managerial Roles; Salesforce Management; Resignation and Termination; Performance Evaluation;

  Citation:

  Dolan, Robert J., and Benson P. Shapiro. "Milford Industries (A)." Harvard Business School Case 584-012, May 2007. (Revised from original August 1983 version.)

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• Background Note | HBS Case Collection | 2003 (Revised from original 1999 version)

  Pricing: A Value-Based Approach

  Robert J. Dolan

  Presents a framework for determining prices for products and services in concert with the value provided to customers. Discusses methodologies for estimating customer value.

  Keywords: Price; Customers;

  Citation:

  Dolan, Robert J. "Pricing: A Value-Based Approach." Harvard Business School Background Note 500-071, November 2003. (Revised from original December 1999 version.)

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