Mental Models for Pricing

One of the most useful—and most misapplied—mental models in business comes from Alfred Korzybski: The map is not the territory. In pricing, we forget this constantly. Pricing structures, ERP records, customer segments, dashboards, and margin reports are maps . They are clean, static, mathematical representations of how the world should  work. The market—the territory —is dynamic, emotional, political, and messy. Problems begin when we confuse the two. When Measurement Replace