Tupelo Medical: Managing Price Erosion

Kellogg School of Management Cases

ISSN: 2474-6568

Publication date: 20 January 2017


  • To illustrate how one can build a data-driven pricing model to study the tradeoff between margin and probability of winning a sale in a B2B market

  • To quantify the value from implementing a price floor with a B2B sales force

  • To demonstrate the incremental value of implementing a price floor that varies by customer segment.



Anderson, E., Daniel, A., Anderson, E. and Santaella, G. (2017), "Tupelo Medical: Managing Price Erosion", Kellogg School of Management Cases. https://doi.org/10.1108/case.kellogg.2016.000383

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