Nature and Purpose of the Course

The goal of this course is to ensure that students can navigate the complex issues surrounding setting the most profitable long term price for a good or service.

Ultimately, upon completion of this course, students will

  • Master a state-of-the-art framework for analyzing pricing issues
  • Be familiar with essential techniques for making profitable pricing decisions

Evaluation of Work - Approximate Weightings

Class Participation 24%
Three Group Case Reports 36%
Two Individual Exercises 40%

Organization of Course

Each week we have a theory class followed by a case discussion. The case is designed to reinforce that week's lecture, but will also build on the insights of previous lectures.


All students should have had 15.010 / 15.011 or an equivalent course in microeconomics and should be comfortable with analytical material.


An important concern in any discipline is the ethics of its practitioners. This is certainly true in marketing and advertising. Ethical issues will arise in the case discussions. Indeed, some managers in the cases act in ways you might not consider ethical. These actions are left in the case specifically to raise ethical issues. We encourage you to address these issues in class discussion.