Saloni Firasta Vastani

Goizueta Business School, Emory University

MBA

1995

Georgia State University

Doctorate

Business Administration

2015

https://hbr.org/2025/06/the-risks-of-offering-free-goods-and-services

Saloni Firasta- Vastani

2025-06-06

Charging even a small amount for goods or services cultivates a sense of value and responsibility in consumers. While there is a temptation to offer “free” to encourage adoption, this can lead to undervaluation and unsustainable models. Instead, organizations should strategically establish perceived value by charging something, clearly communicating monetary worth even when not charging, timing price information effectively, and using scarcity to reinforce value, recognizing that thoughtful pricing is a crucial strategic decision for long-term success.

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Book: Purpose Driven Pricing

Saloni Friasta-Vastani and Jagdish Sheth

2024-07-29

Pricing is frequently used as a key strategic lever for management to increase profitability. However, price can also be used as a lever for societal good. This book demonstrates how effective use of price can have positive societal impacts, such as helping to reduce carbon emissions, accelerating the adoption of eco-friendly products, and improving people’s health outcomes and quality of life.

This book, written by two leading thinkers on pricing strategy and practice, makes the important link between the ideals of purpose in organizations and the crucial tools of how to implement change using one of the fundamental levers at the disposal of the organization. It introduces the concept of leveraging the power of pricing for both profit and societal good and then clearly explains how it can be done. Price can be used to manage demand, incentivize consumer behavior, and influence change. The impact can be effective and quick, and it is not far-fetched to say that pro-social pricing can be utilized to preserve the environment, educate citizens, promote arts, alleviate poverty, and improve health. The book outlines how corporations, governments, civil society organizations, and collaborators can use pricing power to manage the adoption of products and services across B2B and B2C. Pricing strategies include innovating, unbundling, unpackaging, collaborating, implementing new monetization models, and applying learnings from behavioral pricing.

Executives of corporate and business strategy and those dealing with brand portfolios, sustainability, social and health equity will find profound insights in this book. It will also be valuable in executive training and for graduate students.

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Balancing Coordination and Autonomy During Post-Acquisition Within A High-Tech FirmBalancing Coordination and Autonomy During Post-Acquisition Within A High-Tech Firm

Saloni Firasta-Vastani, N Barqawi, K Syed, L Mathiassen

2016-04-15

Drawing on dynamic capability theory (DCT) and focusing on structural integration and informal coordination, we study how the two management teams collaborated over a two-year period to sustain SmartTech’s innovation capability while at the same time leveraging it as part of GlobalTech’s position and future path. In conclusion, we present a process model with related action strategies for how organizations can orchestrate a dynamic capability to manage the coordination-autonomy dilemma post-acquisition.

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