Background Note | HBS Case Collection | December 1999 (Revised November 2003)

Pricing: A Value-Based Approach

by 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;


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