Marco Bertini

Education

• Doctor of Business Administration. Harvard Business School
• Master of Business Administration. IESE Business School
• B. Comm. (Economics and Commerce). University of Melbourne
• B. A. (Political Science). University of Melbourne

Areas of interest

• Pricing strategy

Biography

Marco Bertini is professor of marketing at Esade and a visiting professor in the marketing unit at Harvard Business School. He is also a senior advisor to the marketing, sales, and pricing practice at the Boston Consulting Group. He received his doctorate from Harvard Business School, and previously served on the faculty at London Business School.

Marco is co-author of the book "The Ends Game: How Smart Companies Stop Selling Products and Start Delivering Value" (MIT Press), which explores how modern technology stimulates accountability, challenging organizations to succeed from the quality of the outcomes they deliver rather than the offerings they bring to market.

The remainder of his research, which for the most part lies at the interface of the economics and psychology of pricing decisions, appears in the leading journals for management science and practice, including Harvard Business Review, MIT Sloan Management Review, Journal of Consumer Research, Journal of Marketing, Journal of Marketing Research, and Marketing Science. His research and commentary are often featured in media outlets such as the BBC, Financial Times, Forbes, The New York Times, and The Wall Street Journal.

Marco's speaking and advisory work focuses on the challenge of designing and implementing revenue policies that are not only efficient and drive growth, but also socially responsible. Recently, Marco was named to the Thinkers50 Radar, a shortlist of the scholars "most likely to shape the future of how organizations are managed and led." Prior to this, he was nominated for the Business Professor of the Year Award, a global competition of the Economist Intelligence Unit, and recognised by the Marketing Science Institute as one of the most promising scholars in the field.

Marco is Italian, but grew up in Australia and subsequently lived in Spain, the United States, the United Kingdom, and now back in Spain.

Marco Bertini is Associate Professor of Marketing Management at ESADE in Sant Cugat del Vallès (Barcelona), Spain. He is considered a leading expert in the area of pricing strategy.

Marco holds a Doctor of Business Administration from Harvard Business School, a Master of Business Administration from IESE Business School, and undergraduate degrees in Arts (Politics and International Studies) and Commerce (Economics) from The University of Melbourne. His research, which investigates the customer and managerial psychology of pricing decisions, appears in the major journals for marketing academics (Journal of Consumer Research, Journal of Marketing, Journal of Marketing Research, and Marketing Science) and business practitioners (Harvard Business Review and MIT Sloan Management Review), and it is often cited in print media and television—most recently in the BBC, Bloomberg BusinessWeek, Financial Times, The Times, and Wall Street Journal.

In 2012, Marco was nominated for the Business Professor of the Year award, a global competition administered by the Economist Intelligence Unit, and in 2013 he was recognised by the Marketing Science Institute in the United States as one of the most promising researchers in the discipline as part of its biennial Young Scholars programme.

Before joining ESADE, Marco was on the faculty at London Business School for eight years, where he developed and taught Pricing as Strategy, the most popular marketing elective on the school’s MBA and Executive MBA curricula, and participated in a broad range of open enrolment and custom programmes for senior managers. He has also taught or is teaching at other educational institutions in Europe (IESE Business School, INSEAD, Judge Business School at the University of Cambridge, Saïd Business School at the University of Oxford, and Warsaw University of Technology Business School), the United States (Columbia Business School), and Asia (China Europe International Business School).

Marco is a frequent keynote speaker on pricing issues and his consulting clients have ranged from entrepreneurial start-ups to Global Fortune 500 companies and government. He is a member of several academic associations, pricing platforms, and the academic liaison committee of the Chief Marketing Officer Council.

A native of Italy, Marco has also lived in Australia, the United States, the United Kingdom, and now Spain.