{"id":"https://openalex.org/W91244381","doi":null,"title":"Bringing Discipline to Pricing","display_name":"Bringing Discipline to Pricing","publication_year":2000,"publication_date":"2000-01-01","ids":{"openalex":"https://openalex.org/W91244381","mag":"91244381"},"language":"en","primary_location":{"id":"mag:91244381","doi":null,"is_oa":false,"landing_page_url":"https://www.questia.com/library/journal/1G1-60014742/bringing-discipline-to-pricing","pdf_url":null,"source":{"id":"https://openalex.org/S4306532559","display_name":"The McKinsey Quarterly","issn_l":null,"issn":null,"is_oa":false,"is_in_doaj":false,"is_core":false,"listed_in":[],"host_organization":null,"host_organization_name":null,"host_organization_lineage":[],"host_organization_lineage_names":[],"type":"journal"},"license":null,"license_id":null,"version":null,"is_accepted":false,"is_published":false,"raw_source_name":"The McKinsey Quarterly","raw_type":null},"volume":null,"type":"article","is_traditional":true,"indexed_in":[],"open_access":{"is_oa":false,"oa_status":"closed","oa_url":null,"any_repository_has_fulltext":false},"authorships":[{"author_position":"first","author":{"id":"https://openalex.org/A5076052617","display_name":"Cristopher C. Eugster","orcid":null,"observed_orcids":[]},"institutions":[],"countries":[],"is_corresponding":false,"raw_author_name":"Cristopher C. Eugster","raw_affiliation_strings":[],"raw_orcid":null,"affiliations":[]},{"author_position":"middle","author":{"id":"https://openalex.org/A5026569919","display_name":"Jatin N. Kakkar","orcid":null,"observed_orcids":[]},"institutions":[],"countries":[],"is_corresponding":false,"raw_author_name":"Jatin N. Kakkar","raw_affiliation_strings":[],"raw_orcid":null,"affiliations":[]},{"author_position":"last","author":{"id":"https://openalex.org/A5077073058","display_name":"Eric V. Roegner","orcid":null,"observed_orcids":[]},"institutions":[],"countries":[],"is_corresponding":false,"raw_author_name":"Eric V. Roegner","raw_affiliation_strings":[],"raw_orcid":null,"affiliations":[]}],"institutions":[],"countries_distinct_count":0,"institutions_distinct_count":0,"corresponding_author_ids":[],"corresponding_institution_ids":[],"apc_list":null,"apc_paid":null,"fwci":0.9194,"has_fulltext":false,"cited_by_count":18,"citation_normalized_percentile":{"value":0.84069401,"is_in_top_1_percent":false,"is_in_top_10_percent":false},"cited_by_percentile_year":{"min":88,"max":95},"biblio":{"volume":null,"issue":null,"first_page":"133","last_page":null},"is_retracted":false,"is_paratext":false,"is_xpac":false,"primary_topic":{"id":"https://openalex.org/T11161","display_name":"Consumer Market Behavior and Pricing","score":0.9818999767303467,"subfield":{"id":"https://openalex.org/subfields/1406","display_name":"Marketing"},"field":{"id":"https://openalex.org/fields/14","display_name":"Business, Management and Accounting"},"domain":{"id":"https://openalex.org/domains/2","display_name":"Social Sciences"}},"topics":[{"id":"https://openalex.org/T11161","display_name":"Consumer Market Behavior and Pricing","score":0.9818999767303467,"subfield":{"id":"https://openalex.org/subfields/1406","display_name":"Marketing"},"field":{"id":"https://openalex.org/fields/14","display_name":"Business, Management and Accounting"},"domain":{"id":"https://openalex.org/domains/2","display_name":"Social Sciences"}},{"id":"https://openalex.org/T10328","display_name":"Supply Chain and Inventory Management","score":0.012400000356137753,"subfield":{"id":"https://openalex.org/subfields/1803","display_name":"Management Science and Operations Research"},"field":{"id":"https://openalex.org/fields/18","display_name":"Decision Sciences"},"domain":{"id":"https://openalex.org/domains/2","display_name":"Social Sciences"}},{"id":"https://openalex.org/T13151","display_name":"Business Strategies and Innovation","score":0.0019000000320374966,"subfield":{"id":"https://openalex.org/subfields/1408","display_name":"Strategy and Management"},"field":{"id":"https://openalex.org/fields/14","display_name":"Business, Management and Accounting"},"domain":{"id":"https://openalex.org/domains/2","display_name":"Social Sciences"}}],"keywords":[{"id":"https://openalex.org/keywords/supply-and-demand-analysis","display_name":"supply and demand analysis","score":0.6449999809265137},{"id":"https://openalex.org/keywords/demand-forecasting","display_name":"demand forecasting","score":0.824999988079071},{"id":"https://openalex.org/keywords/installed-base","display_name":"installed base","score":0.6140000224113464},{"id":"https://openalex.org/keywords/market-segmentation","display_name":"market segmentation","score":0.5120000243186951},{"id":"https://openalex.org/keywords/pricing-optimization","display_name":"price optimization","score":0.421999990940094},{"id":"https://openalex.org/keywords/operating-income","display_name":"operating profit","score":0.6159999966621399},{"id":"https://openalex.org/keywords/sales-force-management","display_name":"sales force management","score":0.4399999976158142}],"concepts":[{"id":"https://openalex.org/C2777276756","wikidata":"https://www.wikidata.org/wiki/Q5196446","display_name":"Customer base","level":2,"score":0.5671201944351196},{"id":"https://openalex.org/C181622380","wikidata":"https://www.wikidata.org/wiki/Q26911","display_name":"Profit (economics)","level":2,"score":0.5131295323371887},{"id":"https://openalex.org/C144133560","wikidata":"https://www.wikidata.org/wiki/Q4830453","display_name":"Business","level":0,"score":0.46329817175865173},{"id":"https://openalex.org/C90673727","wikidata":"https://www.wikidata.org/wiki/Q901718","display_name":"Product (mathematics)","level":2,"score":0.45636293292045593},{"id":"https://openalex.org/C2780193402","wikidata":"https://www.wikidata.org/wiki/Q3394670","display_name":"Pricing strategies","level":2,"score":0.45142096281051636},{"id":"https://openalex.org/C40700","wikidata":"https://www.wikidata.org/wiki/Q1411783","display_name":"Industrial organization","level":1,"score":0.4469253420829773},{"id":"https://openalex.org/C42866809","wikidata":"https://www.wikidata.org/wiki/Q466764","display_name":"Fixed cost","level":2,"score":0.43216097354888916},{"id":"https://openalex.org/C2779530757","wikidata":"https://www.wikidata.org/wiki/Q1207505","display_name":"Quality (philosophy)","level":2,"score":0.43061143159866333},{"id":"https://openalex.org/C162853370","wikidata":"https://www.wikidata.org/wiki/Q39809","display_name":"Marketing","level":1,"score":0.4172608256340027},{"id":"https://openalex.org/C120330832","wikidata":"https://www.wikidata.org/wiki/Q166656","display_name":"Supply and demand","level":2,"score":0.41195499897003174},{"id":"https://openalex.org/C2908647359","wikidata":"https://www.wikidata.org/wiki/Q2625603","display_name":"Population","level":2,"score":0.41145333647727966},{"id":"https://openalex.org/C162324750","wikidata":"https://www.wikidata.org/wiki/Q8134","display_name":"Economics","level":0,"score":0.39393067359924316},{"id":"https://openalex.org/C175444787","wikidata":"https://www.wikidata.org/wiki/Q39072","display_name":"Microeconomics","level":1,"score":0.3811214864253998},{"id":"https://openalex.org/C2524010","wikidata":"https://www.wikidata.org/wiki/Q8087","display_name":"Geometry","level":1,"score":0.0},{"id":"https://openalex.org/C138885662","wikidata":"https://www.wikidata.org/wiki/Q5891","display_name":"Philosophy","level":0,"score":0.0},{"id":"https://openalex.org/C144024400","wikidata":"https://www.wikidata.org/wiki/Q21201","display_name":"Sociology","level":0,"score":0.0},{"id":"https://openalex.org/C111472728","wikidata":"https://www.wikidata.org/wiki/Q9471","display_name":"Epistemology","level":1,"score":0.0},{"id":"https://openalex.org/C33923547","wikidata":"https://www.wikidata.org/wiki/Q395","display_name":"Mathematics","level":0,"score":0.0},{"id":"https://openalex.org/C149923435","wikidata":"https://www.wikidata.org/wiki/Q37732","display_name":"Demography","level":1,"score":0.0}],"mesh":[],"locations_count":1,"locations":[{"id":"mag:91244381","doi":null,"is_oa":false,"landing_page_url":"https://www.questia.com/library/journal/1G1-60014742/bringing-discipline-to-pricing","pdf_url":null,"source":{"id":"https://openalex.org/S4306532559","display_name":"The McKinsey Quarterly","issn_l":null,"issn":null,"is_oa":false,"is_in_doaj":false,"is_core":false,"listed_in":[],"host_organization":null,"host_organization_name":null,"host_organization_lineage":[],"host_organization_lineage_names":[],"type":"journal"},"license":null,"license_id":null,"version":null,"is_accepted":false,"is_published":false,"raw_source_name":"The McKinsey Quarterly","raw_type":null}],"best_oa_location":null,"sustainable_development_goals":[],"study_designs":[],"awards":[],"funders":[],"has_content":{"grobid_xml":false,"pdf":false},"content_urls":null,"referenced_works_count":0,"referenced_works":[],"related_works":["https://openalex.org/W4249497474","https://openalex.org/W588418839","https://openalex.org/W4383552130","https://openalex.org/W4253832331","https://openalex.org/W2768317415","https://openalex.org/W18657109","https://openalex.org/W3157138105","https://openalex.org/W644750239","https://openalex.org/W2131813613","https://openalex.org/W166564353"],"abstract_inverted_index":{"Different":[0],"local":[1,88],"market":[2,191,218,275],"environments":[3,14],"create":[4],"quite":[5],"different":[6],"opportunities":[7],"for":[8,63,219],"pricing.":[9,28],"You":[10],"must":[11],"understand":[12],"these":[13],"to":[15,73,121,146,178,227,264],"set":[16],"prices":[17,234],"optimally.":[18,127],"Many":[19],"otherwise":[20],"rigorously":[21],"run":[22],"companies":[23,224],"are":[24,92],"disconcertingly":[25],"lax":[26],"about":[27,208],"Although":[29],"a":[30,43,108,111,144,180,189,252],"1":[31],"percent":[32,54],"improvement":[33,45],"in":[34,39,46,60,78,107,139,172,230,273],"price":[35,122],"yields":[36],"bigger":[37],"gains":[38],"operating":[40],"profit":[41],"than":[42],"similar":[44,140,274,279],"variable":[47],"costs,":[48,50],"fixed":[49],"or":[51,86,192,229,244,255],"volumes--almost":[52],"8":[53],"on":[55,233],"average":[56],"across":[57],"the":[58,74,114,119,132,148,162,173,185,209,214,217,246],"SP":[59],"some":[61,197],"cases,":[62],"instance,":[64],"corporate":[65],"pricing":[66,100,134,154,165,175],"policies":[67],"might":[68,225],"have":[69,82,226,265,278],"been":[70],"poorly":[71],"communicated":[72],"branch":[75],"sales":[76,95,104,137],"force;":[77],"others,":[79],"branches":[80,105,138],"may":[81],"logistics,":[83],"service":[84],"delivery,":[85],"even":[87],"product-quality":[89],"problems":[90],"that":[91,277],"not":[93],"within":[94,156],"management's":[96],"control.":[97],"A":[98],"new":[99,163,174,263],"process":[101,176],"By":[102],"grouping":[103],"together":[106],"meaningful":[109],"way,":[110],"company":[112],"takes":[113],"first":[115,170],"step":[116,171],"toward":[117],"developing":[118],"ability":[120],"its":[123],"goods":[124],"and":[125,152,160,212,257],"services":[126],"It":[128],"can":[129,201,267],"then":[130],"plot":[131],"historical":[133],"transactions":[135],"of":[136,158,188,194,216,235,249,251],"competitive":[141],"environments,":[142],"develop":[143,179],"way":[145],"reduce":[147],"variations":[149],"between":[150],"high":[151],"low":[153],"performers":[155],"each":[157],"them,":[159],"launch":[161],"organization-wide":[164],"discipline":[166],"(Exhibit":[167],"1).":[168],"The":[169],"is":[177],"supply-and-demand":[181,186],"framework":[182],"by":[183,241],"understanding":[184],"characteristics":[187],"specific":[190],"line":[193],"business.":[195],"For":[196,221],"products,":[198,223,272],"forecasting":[199],"demand":[200],"be":[202,268],"as":[203,205,238],"simple":[204],"collecting":[206],"information":[207],"installed":[210],"base":[211],"projecting":[213],"size":[215,254],"add-ons.":[220],"other":[222],"weigh--singly":[228],"combination--the":[231],"influence":[232],"such":[236],"factors":[237],"population":[239],"growth":[240,247],"age":[242],"category":[243],"preferences,":[245],"rate":[248],"businesses":[250],"certain":[253],"type,":[256],"product-to-product":[258],"migration":[259],"patterns.":[260],"Products":[261],"too":[262],"histories":[266],"compared":[269],"with":[270],"existing":[271],"segments,":[276],"characteristics.":[280],"\u2026":[281]},"counts_by_year":[{"year":2024,"cited_by_count":2},{"year":2023,"cited_by_count":1},{"year":2021,"cited_by_count":2},{"year":2018,"cited_by_count":1},{"year":2016,"cited_by_count":1},{"year":2015,"cited_by_count":2},{"year":2014,"cited_by_count":2},{"year":2012,"cited_by_count":1}],"updated_date":"2026-10-16T09:59:22.235173","created_date":"2016-06-24T00:00:00"}