Publications
Publications
- January 1990 (Revised February 1993)
- HBS Case Collection
Selling Durable Goods
Abstract
Examines the pricing policy for a firm that is a monopoly supplier of a durable good. Lowering price over time in an attempt to increase market penetration seems desirable. But doing so may also cause some buyers to postpone their purchases. Describes these considerations in the context of a specific example that can be analyzed numerically.
Keywords
Citation
Brandenburger, Adam M., and Vijay Krishna. "Selling Durable Goods." Harvard Business School Case 190-110, January 1990. (Revised February 1993.)