NBA 6935

Managerial Decision Making: Pricing and Incentives

Course Description

Course information provided by the 2026-2027 Catalog.

Pricing and pay are where managers most often lose money by misjudging how customers, competitors, and employees will respond. This course teaches you to catch those mistakes before they happen: to tell when a discount or price cut will backfire, to spot bonus and commission plans that invite gaming, and to design pay that actually changes behavior. These skills apply directly in consulting, product management, private equity, HR, and entrepreneurship. Drawing on behavioral economics, the course focuses on decisions where success requires predicting how other people will respond, and on the errors that arise when those responses are assumed rather than examined. You will practice recognizing when an intuition is an artifact of framing, noticing what your picture of other people leaves out, and anticipating their predictable errors. The course uses lectures, simulations, cases, and a consulting-style group project in which you diagnose and redesign a real company’s pricing or incentive strategy. No prior coursework in decision-making is assumed, and the course can be taken in addition to Managerial Decision Making, which it extends to different applications.

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