Papers by Jean-Manuel izaret
Liver International, 2022
In the past three years, more than twothirds of revenue growth—and an even bigger share of profit... more In the past three years, more than twothirds of revenue growth—and an even bigger share of profit growth—among the top 50 global fast-moving consumer goods (FMCG) companies has come from pricing and mix rather than from volume increases. FMCG companies are operating in an increasingly challenging retail environment: they face slowing top-line growth in many developed and developing markets, and smaller brands are gaining share against more established rivals. Retail consolidation, e-commerce, and continuing incursions by discounters result in everfiercer price competition. In many developing markets, the organized trade is replacing the traditional trade, shifting sales to a channel with lower prices and profits. Companies must deal with rising promotion intensity, and, typically, the growth of trade discounts is outpacing sales growth. As a result, FMCG companies are finding it difficult to increase revenues and expand margins at the speed investors expect.
Daily banking has always been the glue that cements a customer’s relationship with his or her ban... more Daily banking has always been the glue that cements a customer’s relationship with his or her bank. But a combination of regulatory changes, rising customer expectations, new competition, and technological advancements is weakening that glue and threatening banks’ profitability. We estimate that a retail bank puts 15% to 25% of its revenue at risk if the institution fails to enhance its daily banking proposition by adding innovative new features, improving customer experiences, making better use of data, and commanding higher prices that reflect the added value enabled by the Payments Service Directive 2 (PSD2), also known as open banking.
Pricing goods and services is the language of business, a fundamental go-to-market role that make... more Pricing goods and services is the language of business, a fundamental go-to-market role that makes strong pricing capabilities exceptionally valuable-across all industries and around the world. Upgraded capabilities can boost annual revenues by 2 to 8 percent, nearly all profit. Still, relative to the benefits, most companies underinvest in pricing enablement.
Journal of Business Ethics, 2020
The article Progressive Pricing: The Ethical Case for Price Personalization, written by Jerod Cok... more The article Progressive Pricing: The Ethical Case for Price Personalization, written by Jerod Coker and Jean-Manuel Izaret, was originally published electronically on the publisher’s internet portal on 4 June 2020 without open access. With the author(s)’ decision to opt for Open Choice the copyright of the article changed on 15 July 2020 to © The Author(s) 2020 and the article is forthwith distributed under a Creative Commons Attribution 4.0 International License (https://creativecommons.org/licenses/by/4.0/), which permits use, sharing, adaptation, distribution and reproduction in any medium or format, as long as you give appropriate credit to the original author(s) and the source, provide a link to the Creative Commons licence, and indicate if changes were made.
Http Www Theses Fr, 1997
Ce travail s'interesse a la difference qui peut exister entre deux definitions de la qualite ... more Ce travail s'interesse a la difference qui peut exister entre deux definitions de la qualite : la qualite percue par les consommateurs par essence subjective et la qualite mesuree par une entreprise qui vise a l'objectivite. La perception des clients est influencee la qualite mesuree mais peut l'etre egalement par des actions de communication de l'entreprise. L'objectif est donc de construire une methode permettant de determiner quand une communication peut avoir plus d'effet sur la qualite percue qu'une action visant a modifier une mesure de la qualite. Cette determination est d'autant plus pertinente qu'elle peut s'appliquer aux attributs et non seulement a la qualite globale de l'offre. Les notions utilisees dans le cas des produits, comme l'accessibilite des attributs apparaissent difficilement applicables dans le cas des services qui sont essentiellement intangibles. La notion d'ambiguite est proposee pour expliquer l'effet de la communication. Elle est operationnalisee dans le cas des reseaux de distribution des services a travers les notions de distinctive et de perceptibilite qui sont construite a partir d'une analyse fonctionnelle de la qualite percue sur les differents sites du reseau. Une analyse experimentale sur un reseau de stations-services permet de demontrer la liaison entre ambiguite et effet publicitaire. Des analyses experimentales complementaires sur un reseau de cliniques et sur un reseau de garages automobiles permettent de demontrer que l'ambiguite apporte entre 70 et 80% d'information supplementaire par rapport aux analyses classiques de la qualite percue. La mise en perspective manageriale de ces resultats permet de construire des outils operationnels d'arbitrage entre communication par les enseignes et action au niveau des sites. Les implications au niveau des normes diffusees par les enseignes sont egalement proposees.
50 Ways to Win from the Boston Consulting Group, 2015
Journal of Business Ethics, 2020
Price discrimination is widely considered unethical/unfair by consumers, as has been borne out by... more Price discrimination is widely considered unethical/unfair by consumers, as has been borne out by decades of psychological research and mainstream press reporting. However, little academic work has been done to investigate the ethics of price discrimination. The work that has been done to date concludes that while price discrimination is not unethical, despite widespread lay perceptions, it is at best morally neutral. We argue price discrimination is more ethical than unitary pricing, when done ‘progressively,’ meaning firms charge customers as a function of their willingness-to-pay. We introduce this specific kind of price discrimination as ‘Progressive Pricing’ and demonstrate it ethically outperforms a ‘Unitary Pricing’ scheme (where everyone pays the same price, regardless of their willingness-to-pay), at least within a broadly consequentialist framework. We do this by comparing a Unitary Pricing scheme to a Progressive one, analyzing them through the lenses of four different co...
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Papers by Jean-Manuel izaret