How to Build a Dynamic-Pricing Strategy That Works

Listen to this episode from HBR On Strategy on Spotify. More and more companies are turning to pricing algorithms to maximize profits. But many are unaware of a big downside. Marco Bertini, a marketing professor at Esade Business School in Barcelona, says constant price shifts can actually hurt the perception of your brand and its products. He warns that employing AI and machine learning without considering human psychology can damage your relationship with customers. In this episode, he outlines the steps you can take to avoid these pitfalls, including some basic guardrails, overrides, and communication tactics. He also shares real-world examples of companies that are using dynamic pricing to smooth demand and provide better customer experiences.