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Researching and implementing a new tiered pricing model

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Tiered pricing can help to arrest the revenue decline associated with the transition from print to online subscriptions. This case study reviews the objectives, challenges, project phases, impact, and key lessons of a project to research and implement a new tiered pricing model for a society publisher. We analysed current sales and profiled institutional subscribers to define, model, and refine appropriate price tiers. This led to the introduction of fair and transparent pricing that encourages usage, is manageable for supply chain stakeholders and minimizes the need for custom licences. We then planned and implemented a segmented communications strategy to increase current customer awareness of and support for the new pricing, and identified prospective customers and segments for potential sales growth.

Document Type: Case Report


Publication date: 2011-01-01

More about this publication?
  • Editor in Chief: Pippa Smart
    North American Editor: Judy Luther

    Learned Publishing is the journal of the Association of Learned and Professional Society Publishers, published in collaboration with the Society for Scholarly Publishing. The journal is published quarterly in January/April/July/October.

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    Learned Publishing will be moving to Wiley-Blackwell as of January 1, 2016. Please contact the publisher at for information on how to continue access to this title.
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