Course Catalog

Fall 2007

B9601-037: Pricing Strategies

T Full Term, 05:45PM to 09:00PM

Instructor: hitendra wadhwa

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Pricing presents managers with one of their most powerful levers for maximizing profits and shareholder value. The objective of this course is to prepare students for addressing strategic and tactical pricing issues and identifying profit-boosting changes in pricing practices across a range of professional contexts. The course establishes a foundation for effective pricing decisions by teaching key economic, analytical and behavioral concepts associated with costs, customer behavior and competition; introduces students to advanced pricing techniques that aim to create additional value, including dynamic pricing, segmented pricing, pricing structures and promotions; and highlights practical applications of these approaches within specific industry contexts.

Hitendra Wadhwa

Hitendra Wadhwa

Associate Professor of Professional Practice

Professor Wadhwa has thirteen years of professional experience in strategy consulting, quantitative marketing and technology entrepreneurship.

Professor Wadhwa teaches elective MBA and executive-MBA courses on Strategy Consulting Skills, Personal Leadership, Pricing Strategies, Customer Centricity and Marketing Channels. He also consults to corporations and teaches executive seminars on these topics.

Professor Wadhwa is the recipient of the 2007 Lear Award for distinguished service to students and the 2007 Most Engaging and Dynamic Professor Award by the Marketing Association of Columbia.

Prior to Columbia, Professor Wadhwa was a consultant at McKinsey & Company, where he counseled senior executives on a range of strategy issues. He also founded and led Paramark, a technology company backed by $10 million in venture capital that developed the first real-time optimization platform for online marketing and was selected as a Top 100 Internet Technology company by Technologic Partners/Venture Wire in 2000 and 2001.

Professor Wadhwa received his MBA and Ph.D. from the Sloan School of Management at MIT, and his B.A. (Honors in Mathematics) from St. Stephen’s College, Delhi.

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