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Ethical and Legal Issues in Pricing Management



Toegelaten tot HC Law


This course is all about pricing decision-making. You will learn about the latest trends in pricing management, why psychological pricing is popular, and how companies increasingly seek new forms of indirect price discrimination. You will also analyze and evaluate classical deceptive pricing litigation (e.g., high-low deceptive pricing, bait and switch schemes) as well as ‘soft law Reclame Code Commissie cases’ (e.g., BTW actie MediaMarkt). In doing so, you will reflect upon the business ethics of pricing. As a special case, you will focus on the issue of law firm pricing. You will investigate why and how legal pricing is changing, and whether, for example, hourly billing can be perceived as unethical.


  1. To summarize the main trends in pricing management;
  2. To identify psychological and discriminatory pricing practices in a real-world business context;
  3. To evaluate deceptive pricing practices and appraise ethical pricing concerns;
  4. To demonstrate how value pricing will change legal pricing.


You will have five weeks of classes. All classes will be interactive. In a workshop mode of teaching there will be theory explanations and exercises, presentations, and real-world case discussions. You will participate in a fieldwork study and carry out a part of the reporting. Required reading must be read in advance of class.



  • Participation weekly = 15%

  • Group assignment = 20%

  • Individual assignment = 20%

  • Field study assignment = 45%


There will be a Blackboard site available for this course. Students will need to enroll at least one week before the start of classes.


All learning materials will be provided via Blackboard.


Semester 2, blok 3:

Dinsdag 5 februari 2019 van 17.15-19.00 uur
Dinsdag 11 februari 2019 van 17.15-19.00 uur
Dinsdag 19 februari 2019 van 17.15-19.00 uur
Dinsdag 26 februari 2019 van 17.15-19.00 uur
Dinsdag 5 maart 2019 van 17.15-19.00 uur


Via uSis

Minimun en maximum aantal deelnemers



*Vakcoördinator: Prof. dr. J.I. van der Rest

  • Werkadres: Rapenburg 38

  • Bereikbaarheid: ma-vr

  • Telefoon: 071-5276135

  • E-mail: