New pricing strategies -London Business School


New pricing strategies: e-commerce versus classic wholesale/retail

Professor Oded Koenigsberg – 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.

The objective of this meeting is to help the audience 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) and to recognize the necessary data needed to make superior pricing decisions.


Professor Oded Koenigsberg

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 Senior Editor of the Journal of Production and Operations Management and an Associate Editor of the International Journal of Research in Marketing.
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).


Other days

12/05/2017 - Master Class - Consumer decisions to search and purchase products online, by Professor Paulo Albuquerque - Professor of Marketing at INSEAD

19/05/2017 - Master Class - Negotiation techniques, by Professor Tim Cullen – Director of the OXFORD NEGOCIATION SCHOOL


A unique opportunity for Marketing Managers and Marketing Directors to come in contact with captivating experts, renown in the world.

Limited number of participants. 

Participants are awarded a certificate, signed by each of the professors for the session they attended.


Special combi price for 3 days

Non members : € 2.850 (excl.VAT)

Members STIMA, IAB & BDMA: € 2.570 (excl.VAT)



GLOBAL is a unique collaboration regarding a free publication with the world’s best business schools. www.globalbusmag.com


  • Day 1 - New pricing strategies - 21/04/2017
  • Day 2 - Consumer decisions to search and purchase products online - 12/05/2017
  • Day 3 - Advanced negotiation techniques - 19/05/2017

21-04-2017 09:00 tot 21-04-2017 17:30

Hotel Pullman Brussels
Victor Hortaplein 1
1060 - Bruxelles (Belgique)
Pascale Cambie
Directeur STIMA Education pascale.cambie@stima.be 02-234 54 03
€ 1.165,00 + BTW 21% (Members STIMA, IAB & BDMA)
€ 1.290,00 + BTW 21% (Non members)