A really good paper out of Wharton highly reccomended for any fellow entrepreneur who has spent many a night debating the pricing of products and services.
In May 2002 I read Marketing High Technology by William Davidow, which is a classic. It really fired me up for the world of sales and marketing — "civilized warfare" — and also left me with one gem that I’ve never forgotten: it’s better to be a lot different than a little bit better.
This print-length paper clearly explores the dynamics of hyperdifferentiating products and the relevant impact on price, consumption, etc. Good stuff.
(Hat tip: del.icio.us/bfeld/hyperdifferentiation)