Smart Pricing

Q&A: Wharton professor John Zhang on Smart Pricing

The internet has ushered in a lot of innovations, but many businesses are still having trouble answering an age old question: How much should their products cost?

As prices get ever lower online, this question becomes even more fraught. But Jagmohan Raju and Z.
John Zhang
have a few theories. The Wharton business school professors have a new book out called Smart Pricing: How Google,
Priceline, and Leading Businesses Use Pricing Innovation for

The book draws on both high tech and low tech examples to prove how innovative pricing strategies can help
companies create and capture both value and customers.

Zhang took a moment out of his trip to India this week to explain to me some common mistakes that companies make when pricing products and how retailers can combat the ongoing “tyranny of free.”