Innovative Pricing Strategies: A Primer

31 Pages Posted: 15 Aug 2014

See all articles by Hershey H. Friedman

Hershey H. Friedman

Brooklyn College of the City University of New York

Miriam Gerstein

Brooklyn College

Date Written: August 13, 2014


This article demonstrates how various concepts derived from marketing and behavioral economics can be useful to accountants and others whose advice is sought on the setting of prices. In particular, it shows that a one-price policy may not always be ideal. Using price as a strategic tool can increase both profit and customer satisfaction. Pricing strategies discussed include segmented (tier) pricing, pay-what-you-want pricing, pricing digital products, and peak-user pricing. The ethical implications of pricing decisions are also discussed.

Keywords: Pricing strategies, behavioral economics, anchoring, framing, segmented pricing, peak-user pricing, pay-what-you-want pricing, ethics of pricing, tragedy of the commons

JEL Classification: A22, A23, D81, G18, G21, I20, L20, L21, M14, M19, M31, Q20, Q38

Suggested Citation

Friedman, Hershey H. and Gerstein, Miriam, Innovative Pricing Strategies: A Primer (August 13, 2014). Available at SSRN: or

Hershey H. Friedman (Contact Author)

Brooklyn College of the City University of New York ( email )

Miriam Gerstein

Brooklyn College ( email )

New York, NY
United States

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