Oded Koenigsberg

Professor Oded Koenigsberg focuses his research on incorporating logistical constraints into firms’ marketing decisions (like pricing, product design, distribution channels and product line).

He develops models that attempt to incorporate the cross-functional aspects of firms’ marketing management decisions and teaches the Pricing Strategy and Tactics elective on the MBA and Executive programmes.

Professor Koenigsberg is on the editorial boards of leading journals in his field, including: Marketing Science, Journal of Production and Operations Management, International Journal of Research in Marketing and the Journal of Retailing. He is also Senior Editor of the Journal of Production and Operations Management.

Before becoming a Professor of Marketing at London Business School, he was the Barbara and Meyer Feldberg Associate Professor of Business at Columbia University (2002-2012).

Research interests

Models that attempt to incorporate the cross-functional aspects of firms marketing management decisions. Incorporating logistical constraints into firms’ marketing decisions like pricing, product design, distribution channels, product line and marketing of durable goods.

Publications

2021

• The Pitfalls of Pricing Algorithms: Be Mindful of How They Can Hurt Your Brand
  Bertini M; Koenigsberg O
  Harvard Business Review 2021 Sep/Oct Vol 99:5 p 74-83

2020

• Competing on Customer Outcomes
  Bertini M; Koenigsberg O
  MIT Sloan Management Review 2020 Fall Vol 62:1 p 78-84

• Price and quality decisions by self-serving managers
  Bertini M; Halbheer D; Koenigsberg O
  International Journal of Research in Marketing 2020 Vol 37:2 p 236-257

2018

• Beyond posted prices: the past, present, and future of participative pricing mechanisms
  Spann M; Zeithammer R; Bertini M; Haruvy E; Jap S D; Koenigsberg O; Mak V; Leszczyc P P; Skiera B; Thomas M
  Customer Needs and Solutions 2018 Vol 5:1-2 p 121-136

• Optimizing service failure and damage control
  Halbheer D; Gartner D; Gerstner E; Koenigsberg O
  International Journal of Research in Marketing 2018 Vol 35:1 p 100-115

2017

• Optimal three-part tariff plans
  Fibich G; Klein R; Koenigsberg O; Muller E
  Operations Research 2017 Vol 65:5 p 1177-1189

• Pay-as-you-wish pricing
  Chen Y; Koenigsberg O; Zhang J
  Marketing Science 2017 Vol 36:5 p 780-791

2014

• Choosing a digital content strategy: How much should be free
  Halbheer D; Stahl F; Koenigsberg O; Lehmann D
  International Journal of Research in Marketing 2014 Vol 31:2 p 192-206

• Claiming the credit
  Bertini M; Koenigsberg O; Halbheer D
  Business Strategy Review 2014 Vol 25:1 p 8

• Self-serving behaviour in price-quality competition
  Bertini M; Halbheer D; Koenigsberg O
  Business Strategy Review 2014 p 25

• The design and introduction of product lines when consumer valuations are uncertain
  Biyalogorsky E; Koenigsberg O
  Production and Operations Management 2014 September Vol 23:9 p 1539-1548

• When customers help set prices
  Bertini M; Koenigsberg O
  Sloan Management Review 2014 Summer p 57-66

2013

• Complementary goods: Creating, capturing and competing for value
  Yalcin T; Ofek E; Koenigsberg O; Biyalogorsky E
  Marketing Science 2013 October Vol 32:4 p 554-569

2012

• Price discrimination in service industries
  Lambrecht A; Seim K; Vilcassim N; Cheema A; Chen Y; Crawford G S; Hosanagar K; Iyengar R; Koenigsberg O; Lee R; Eugenio J M; Miravete E; Sahin O
  Marketing Letters 2012 Vol 23:2 p 423-438

2011

• Modeling multiple relationships in social networks
  Ansari A; Koenigsberg O; Stahl F
  Journal of Marketing Research 2011 August Vol 48:4 p 713-728

• The design of durable goods
  Koenigsberg A; Kohli R; Montoya R
  Marketing Science 2011 September Vol 30:1 p 111-122

2010

• Forward buying by retailers
  Desai P; Koenigsberg O; Purohit D
  Journal of Marketing Research 2010 February Vol 47:1 p 90-102

• Ownership coordination in a channel: Incentives, returns, and negotiations
  Biyalogorsky E; Koenigsberg O
  Quantitative Marketing and Economics 2010 December Vol 8:4 p 461-490

• Package size decisions
  Koenigsberg O; Kohli R; Montoya R
  Management Science 2010 October Vol 56:3 p 485-494

2008

• easyJet pricing strategy: Should low-fare airlines offer last-minute deals?
  Koenigsberg O; Muller E; Vilcassim N
  Quantitative Marketing and Economics 2008 September Vol 6:3 p 279-297

2007

• How should a firm manage deteriorating inventory?
  Ferguson M; Koenigsberg O
  Production and Operations Management 2007 Vol 16:3 p 306-321

• The role of production lead time and demand uncertainty in durable goods market
  Desai P; Koenigsberg O; Purohit D
  Management Science 2007 Vol 53:1 p 150-158

2004

• Strategic decentralization and channel coordination
  Desai P; Koenigsberg O; Purohit D
  Quantitative Marketing and Economics 2004 Vol 2:1 p 5-22

Working papers

2018

• Price and quality decisions by self-serving managers
  Bertini M; Halbheer D; Koenigsberg O
  Social Sciences Research Network

2001

• Coordinating channels for durable goods: the impact of competing secondary markets
  Desai P S; Koenigsberg O; Purohit D
  Social Sciences Research Network

Books and cases

2020

• Pricing at Netflix
  Ofek E; Bertini M; Koenigsberg O; Klopfenstein A

• The Ends Game: How Smart Companies Stop Selling Products and Start Delivering Value
  Bertini M; Koenigsberg O
  MIT Press. Published 22 September 2020