PRICING: USING DATA TO
IMPROVE PRICING PERFORMANCE

Drive revenue growth and maximize profitability through effective pricing strategies

Duration

6 weeks, excluding
orientation

Effort

6–8 hours per week,
entirely online

Learning Format

Weekly modules,
flexible learning

Other Detail

Earn an MIT Sloan
certificate

YOU’LL WALK AWAY WITH:

1

A pricing strategy, developed with guidance of faculty from MIT Sloan School of Management, that helps you understand the value customers place on your product.

2

An analytical toolkit for successful product pricing based on an understanding of price elasticity, survey techniques, and the limitations of historical data.

3

A framework to collect and use data effectively to have a large effect on your company’s pricing and profitability.

4

The decision-making skills for pricing products across a range of industries, taking into account the multiple variables in a complex pricing market.

COURSE CURRICULUM

Over the duration of this online program, you’ll work your way through the following modules:

Module 1: Value-Based Pricing: Determining Prices Based on Economic Value to the Customer
Use the Economic Value to the Customer tool to determine the pricing of a product or service.

Module 2: Survey Design: Measuring Customer Perception of Product Value
Use monadic surveys and conjoint analysis to determine a product or service's pricing.

Module 3: The Role of Price Elasticity in Improving Pricing
Understand the effect of price elasticity on sales and profit.

Module 4: Analyzing the Right Data to Drive Better Pricing Decisions
Examine why using historical data to price effectively can be misleading.

Module 5: Implications of Customer Segmentation and Product Differentiation for Pricing
Learn about how consumer market segmentation will impact a product’s pricing.

Module 6: Creating a Pricing Strategy: Consolidating Various Pricing Techniques
Use the toolkits provided to develop effective pricing strategies across a range of products.

YOUR FACULTY DIRECTOR

Catherine Tucker

Sloan Distinguished Professor of Management and Professor of Marketing, MIT Sloan

Tucker is the chair of the MIT Sloan PhD program. Her research interests lie in how technology allows firms to use digital data to improve their operations and marketing, and in the challenges this poses for regulations designed to promote innovation. She has particular expertise in online advertising, digital health, social media, and electronic privacy. Generally, most of her research lies in the interface between marketing, economics, and law.

She has received an NSF CAREER Award for her work on digital privacy, the Erin Anderson Award for Emerging Marketing Scholar and Mentor, the Paul E. Green Award for contributions to the practice of marketing research, and a Garfield Award for her work on electronic medical records. Tucker is associate editor at Management Science and a research associate at the National Bureau of Economic Research. She teaches MIT Sloan's course on pricing and the EMBA course Marketing Management for the Senior Executive. She has received the Jamieson Prize for Excellence in Teaching as well as being voted Teacher of the Year at MIT Sloan. Tucker holds a PhD in economics from Stanford University, and a BA from the University of Oxford.

AN ONLINE EDUCATION THAT SETS YOU APART

This MIT Sloan online program is delivered in collaboration with online education provider GetSmarter. Join a growing community of global professionals who have already benefited from the opportunity to:

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Develop new competencies and earn valuable recognition from an international selection of universities, entirely online and on your own time frame

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Enjoy a personalized, people-mediated online learning experience that supports you every step of the way

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Experience a flexible but structured approach to online education as you plan your learning around your life to meet weekly milestones

VIEW COURSE BROCHURE

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