MBA-758 : Strategic Pricing for Marketing, Sales, And Financial Management

Academic Level:
Graduate
Department:
Business Management
Subject:
Business Administration
Prerequisites:
None
Corequisites:
None
Credits:
3
Introduces definitions, concepts, dimensions of the pricing construct, and the role of the pricing function in strategic, innovative, marketing, sales and financial management. Different models of pricing will be examined, with a particular focus on value-based theories such as economic value of equity (EVE). Behavioral and psychological drivers of customer decision making are considered with respect to pricing strategies both within the firm and in the marketplace. Ethical and legal challenged in pricing decisions will also be examined. The student will develop both theoretical and pragmatic competencies in pricing through case discussions and experiential learning. 3 credits