Author: Fabien Cros

Embracing AI enables not only financial profits but progress—progress towards smarter, more conscious consumption benefiting both people and the planet, as the author explains. Fabien Cros ( is a data and AI expert at Google France, deeply interested in the potential of responsible pricing as a catalyst for positive change. Fabien Cros also co-founded PricingForThePlanet, a venture dedicated to making sustainability a strategic advantage for businesses of all sizes in a world where profitability and sustainability are not contradictory. Their approach blends a community-driven learning platform, curated in collaboration with PPS, with tailored consulting and workshops. To learn more, join our webinar on April 9th (register here) or join us in person at the Pricing for the Planet Annual Summit in Paris.

The Pricing Advisor, February 2024

The evolution of conscious consumerism demands businesses look beyond traditional price setting; it’s imperative to adopt a holistic approach that balances profitability with responsibility both for the planet and society. Here, Artificial Intelligence (AI) is reshaping traditional strategies, empowering pricing professionals to embrace nuance and drive measurable progress in social and environmental sustainability.

The Power of Precision: Going Beyond Demographics

AI is ushering in a new era of market segmentation. No longer bound by the limitations of broad demographic groupings, unsupervised learning algorithms analyze vast datasets of consumer behavior, purchasing patterns, and stated preferences. This reveals granular customer segments defined by deeper motivators, allowing for highly targeted pricing strategies that promote positive social impact.

Consider a large supermarket chain leveraging AI to pinpoint customer groups deeply committed to sustainability. It might implement pricing promotions or loyalty programs focused on organic or ethically sourced products, aligning profitability with incentivizing responsible purchasing behavior. The impact is measurable—both on corporate profitability and wider community wellbeing.

Ethical Optimization: Bundling, Unbundling, and Responsible Consumption

The use of product bundling or unbundling has traditionally focused on revenue maximization. But what if AI could unveil the deeper consequences of these strategies? Predictive models help companies truly understand customer needs at a specific point in time. In areas with high rates of health-related issues, a retailer might analyze sales data and discover AI-based recommendations to promote standalone healthy options rather than relying on potentially detrimental “multi-buy” deals on sugary or processed foods.

From Cost Calculation to Earth-Conscious Choices

Historically, few pricing models truly included the environmental costs behind production and transportation. AI’s transformative ability lies in enabling the quantification of complex elements like a product’s carbon footprint or resource impact. Early adopters are already testing “green premiums” on select low-emissions goods or services, subtly directing consumers towards more sustainable choices. Additionally, incorporating logistical data analysis can result in delivery models that optimize for both speed and a reduced environmental footprint. You can already see those types of AI models at work in Google Maps, for example.

Building the Data Foundation: Where Synthetic Data Makes Impact Possible

Frequently, a lack of robust data on various social and environmental factors inhibits wide-scale implementation of responsible pricing models. AI is revolutionary – it can synthesize datasets mirroring the messiness of reality, unlocking unprecedented simulation capabilities. Imagine a fashion retailer exploring a “fast fashion fee” with an AI-driven rollout; synthetic data could forecast not only economic impacts, but also how receptive consumers might be to the underlying shift towards longevity in the textile industry.

AI as a Strategic Tool: Communication and Long-Term Vision

Beyond these technological shifts, AI-driven pricing requires thoughtful deployment. Transparency is key. Consumers deserve clear explanations of how AI affects what they pay, especially when tied to sustainability values. This open communication is essential for building trust. It’s vital for companies to also use AI to track and measure how their actions affect metrics like brand loyalty, carbon footprint reduction, and community well-being – cementing AI-powered pricing as a strategic investment, not just a tactical play.

Charting a New Path

Evolving regulations, potential biases in AI models, and consumer perceptions present challenges in this dynamic and growing field. Yet, the businesses proactively seeking ethical AI frameworks for pricing will gain a strategic competitive edge. Embracing AI enables not only financial profits but progress—progress towards smarter, more conscious consumption benefiting both people and the planet.

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