Rice Business Professor Amit Pazgal found that in certain situations, gray markets can actually help manufacturers and retailers. Photo by Science in HD on Unsplash

A camera store in Taiwan buys Nikon cameras from an electronics shop in the Philippines, where photo equipment is cheaper. Then the store sells them to consumers in Taiwan at a lower price. The camera comes without a warranty and instructions are in Filipino – the buyers in Taiwan are happy to have a real Nikon for a lower cost.

The sellers and customers are operating in the so-called gray market – where genuine products are sold through unauthorized channels. Gray marketers buy goods in markets with lower prices, then ship them to a market with higher prices, where they will likely sell for a profit. Though the products are identical, consumers typically see gray market goods as inferior since they often lack benefits like after-sale services or warranty coverage.

For years, gray markets have posed a significant threat to both manufacturers and retailers, depriving both of customers and profits. It's estimated that around $7 billion to $10 billion in goods enter the U.S. market through gray market channels every year. The IT industry, for one, loses approximately $5 billion a year due to gray market activities.

No specific laws in the U.S. ban this practice outright, however. As a result, in recent years, retailers are increasingly taking advantage of potentially cheaper prices abroad, personally importing or using third parties to buy original goods not meant for direct sale in the United States – and then selling them here for less. Alibaba, China's most extensive online shopping site, offers its hundreds of millions of shoppers a large array of gray market goods to peruse.

Manufacturers usually respond to gray markets with knee-jerk hostility, urging customers to avoid gray market goods and even filing lawsuits against gray market peddlers. Nikon, for example, includes a website section to educate consumers on how to identify gray market products, to shun the gray market.

But is gray market commerce always destructive? Rice Business Professor Amit Pazgal joined then-Rice Business Ph.D. student Xueying Liu (now an assistant professor at Nankai University) to explore scenarios in which gray markets could be good for both manufacturers and retailers. Testing the theory in recent research, Pazgal and Liu found that there are indeed situations in which both manufacturers and retailers can profit thanks to gray markets, while the associated product also improves in quality.

To reach these conclusions, the researchers started by recruiting 118 participants between the ages of 25 and 45 to complete a gray market product survey. They found the majority had no problem buying gray market goods. Only 3 percent of consumers wouldn't consider buying cosmetics from a gray marketer, while 6 to 7 percent wouldn't buy electronics. Despite this, more than 90 percent of participants who were willing to buy required a price discount of 20 to 30 percent, showing the goods were seen as slightly inferior.

The researchers then tested responses to a model of a manufacturer selling a single product to two markets – or countries – that differed in size and in customer willingness to pay for the product. Consumers in one market would pay more, on average, for quality. For example, the Nikon D500 camera is sold for a 7.5 percent premium in Taiwan versus Thailand and a 10 percent price premium in Taiwan versus the Philippines.

Pazgal and Liu found that when the manufacturer sells their product directly to consumers in both markets when there is also a gray market, both the manufacturer's profit and product quality decrease. But when the same manufacturer sells their product indirectly to a retailer in at least one of these markets, both the manufacturer's and the retailer's profits can increase. So can the product's quality.

This occurs for several reasons. First, gray marketers increase total demand and profit for the retailer in the lower-priced market, or in the market where the gray marketer buys their goods. The manufacturer can set a higher wholesale price for the better quality product in a market where consumers pay more, and increase sales in both markets as consumers compare the regular, high-quality product to the gray market one. In fact, by offering a lower-priced, lower quality (that is, gray market) alternative to its own high-quality product, the manufacturer can better segment consumers in the higher-priced market.

Finally, the retailer in the higher-priced market becomes more profitable even though they lose some customers to the gray market. This is because increased product quality and price more than make up for lost sales. Researchers found that the results hold regardless of whether the gray marketer buys from the manufacturer or a retailer.

The bottom line: in certain situations, gray markets can improve profitability for both manufacturers and retailers (and, of course, the gray marketers). Counterintuitive though it is, manufacturers that sell through retailers shouldn't automatically see gray markets as an obstacle to their profits, rushing to demand that governments and courts shut them down. Instead, in some cases, companies could do well to embrace these gray markets, because they lead to overall improved profits.

Manufacturers can use this information to their advantage, Pazgal noted. Nikon, for example, could introduce a higher quality camera to the market, allowing it to set even higher wholesale prices and increase sales in both markets, far exceeding the cost of the higher quality product.

For consumers, meanwhile, gray markets are always beneficial because of lower prices. If companies heed Pazgal's findings, however, customers could also benefit from more innovative and higher quality cameras and other merchandise, as manufacturers hurry to create better products to bump up their profits.

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This article originally ran on Rice Business Wisdom and is based on research from Amit Pazgal, the Friedkin Professor of Management – Marketing at the Jones Graduate School of Business.

Turns out, timing is everything when launching a new tech product, this reacher found for Rice Business Wisdom. rawpixel.com /Pexels

Rice University researcher discovers what makes a tech product stand out in a crowd

Houston Voices

From smart phones to video games to virtual reality toys, new products roll forward as relentlessly as the tides. So what, and how, should you tell consumers about your product to avoid being swept away in a sea of similar wares?

To answer this question, Rice Business professor Amit Pazgal and colleague Yuanfang Lin of Conestoga College dove into the particulars of how companies differentiate their products by informing consumers about a new product's quality.

The rush of new products, they note, is particularly intense in technology, where innovations are constant — which means consumers constantly need information about them. Traditionally, tech companies make the case for their products using advertising, free sample, product trials and splashy product demonstrations. (See your local Apple Store).

But how does a consumer's wish for information interact with their ultimate buying decision?

Timing, Pazgal and Lin found, plays a powerful role in the type of information that best influences consumers. Suppose, for example, Firm 1 offers a new product, say a smartphone with innovative features. This makes Firm 1 a pioneer. For a certain golden period, Firm 1 might hold a monopoly in the market, since there's simply no other smartphone like theirs. This is the moment, the researchers say, to offer consumers information that reveals the product's true quality and uniqueness. Because no similar product is out there, Firm 1 has the power to establish the parameters for judging its invention.

Inevitably, of course, another company (call it Firm 2) will come up with something comparable. Thanks to the heavy lifting in innovation by Firm 1, Firm 2 has the luxury to create a phone of equal or greater quality. And this is when the tide starts to turn. One might assume Firm 2 would just inform consumers of the superior quality of its product. But, surprisingly, Pazgal and Lin found that in most cases Firm 2 will instead focus on educating consumers about their preference for quality — in effect, leaving it up to the buyer to decide which of the two phones they really wants.

However, if another firm emerges with a similar product of lesser quality, its marketing will likely take yet another turn. Instead of trying to claim better quality, late entry companies offering an inferior product typically admit outright that their product isn't as well made as other versions.

That's because such firms calculate that if customers discover this themselves, they'll react badly. By telling the truth and pricing appropriately, a firm can find a calm stretch of water elsewhere in the market, someplace where it's not clashing directly with the earlier, higher quality products.

Whether it's Alexa, a smart TV or a virtual reality game, Pazgal and Lin explain, when a product enters the market for the first time, consumers need to be shown how it works. When a second product in the same line is introduced by a different company, the marketing task changes: it's now more important to show consumers how to identify a quality product, and then let them choose for themselves.

Any time a company launches a device or service into the world, in other words, it needs to trust consumers' ability to learn — and not drown them with too much information. Informed what good quality looks like, Pazgal and Lin conclude, consumers will swim on their own to the item they truly want.

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This article originally appeared on Rice Business Wisdom.

Amit Pazgal is Friedkin Chair in Management and Professor of Marketing and Operations Management at Jones Graduate School of Business at Rice University.

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10 Houston billionaires make Forbes' list of richest Americans in 2025

The Rich List

America's wealthiest billionaires are $1.2 trillion richer in 2025, bringing their collective worth to a staggering $6.6 trillion. And Houston's own Richard Kinder has become the richest billionaire in the city, according to the new Forbes 400.

The Kinder Morgan chairman is the 11th richest Texas resident and ranks as the 108th richest American. Kinder also dethroned Tilman Fertitta to claim the title as the wealthiest Houstonian.

The annual Forbes 400 list is a definitive ranking of the wealthiest Americans, using interviews, financial data, and documentation provided by billionaires and their companies.

Kinder's wealth

The publication estimates Kinder's net worth at $10.6 billion, up from $8.1 billion last year. He also appears among Forbes' separate list of the richest billionaires in the world.

"It’s been a year unlike any we’ve seen in the four decades we’ve tracked America’s billionaire class,” said Forbes senior editor Chase Peterson-Withorn in a press release. "The super-rich at the very top are richer than ever — and between the White House and the booming stock market, they’re as powerful as they’ve ever been."

Kinder, 80, co-founded oil and gas pipeline firm Kinder Morgan in 1997, which is now known as one of the largest American energy infrastructure companies. He stepped down as CEO in 2015, though he still chairs the board of directors.

Kinder and his wife, Nancy, also founded Houston-based nonprofit the Kinder Foundation in 1997. The organization provides "major gifts to public causes with the intention of helping people realize healthy and rewarding lives," according to its website.

In May 2025, the Kinders pledged $150 million to Texas Children's Hospital and MD Anderson to create the Kinder Children's Cancer Center.

"Our philanthropic efforts center on supporting transformational projects in Houston, and this initiative exemplifies that mission in every way," said Kinder in a press release. "We were deeply impressed by the extraordinary leadership and unwavering commitment of both UT MD Anderson and Texas Children’s to pursue a bold, collaborative model of care. It is a rare and powerful moment when two leading organizations come together to create something entirely new – something capable of reshaping the future of pediatric cancer care."

The richest Houstonians

In all, 43 Texas billionaires made it on the 2025 Forbes 400 list, and 10 are based in the Houston metro.

Hospitality honcho Fertitta, 68, is the second-richest billionaire in Houston, and his net worth has jumped from $10.1 billion last year to $11 billion in 2025. He owns the Golden Nugget Casinos, the Houston Rockets, Texas-based restaurant and entertainment company Landry's, and also serves as the U.S. Ambassador to Italy.

"Serving as President Trump's ambassador to Italy 'is a real job,' says Fertitta, who personally oversaw the renovation of Villa Taverna, the ambassador's residence in Rome," Forbes wrote in his profile.

Fertitta most recently put his ritzy 250-foot-long superyacht on the market for about $192 million, with Forbes saying he "has a bigger one on order."

Here's how the rest of Houston's billionaires fared on this year's list:

  • Oil tycoon Jeffery Hildebrand ties for No. 123 nationally with an estimated net worth of $10 billion. Last year: $7.6 billion.
  • Toyota mega-dealer Dan Friedkin ranks 128th nationally with an estimated net worth of $9.7 billion. Last year: $7.6 billion.
  • Houston pipeline heir Randa Duncan Williams ranks 130th with an estimated net worth of $9.5 billion. Fellow pipeline heirs Dannine Avara and Milane Frantz tie for 135th nationally. Each has an estimated net worth of $9.4 billion. Scott Duncan ranks No. 141 with a $9.2 billion estimated net worth.
  • Houston Texans owner Janice McNair ranks 201st nationally with an estimated net worth of $7.3 billion. Last year: $6.2 billion.
  • Energy exploration chief exec George Bishop of The Woodlands ranks No. 325 with an estimated net worth of $4.7 billion. Last year: $5 billion.

Richest billionaires elsewhere in Texas

The richest person in America in 2025 is none other than Austin-based Elon Musk. Musk, 54, saw his net worth skyrocket to $428 billion this year, or $184 billion more than his 2024 net worth. He claimed the No. 1 spot for the fourth time.

Walmart heiress Alice Walton of Fort Worth was dubbed the wealthiest woman in America for 2025. Walton, 75, simultaneously holds the title as the richest woman in the world. Forbes estimates Walton's net worth at $106 billion (up from $89.2 billion last year) and proclaims her as the first female centibillionaire (a person with a 12-digit fortune) in America. Now that's wealth.

"Tariffs. Inflation. Slowing employment. None of it has hit the fortunes of America’s billionaires," Forbes said. "A decade ago, when it took $1.7 billion to make The Forbes 400, a net worth of $3.8 billion was comfortably within the top half of the ranking — now that lofty sum is the minimum required."

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This article originally appeared on CultureMap.com.

Rice leads Texas colleges on LinkedIn's first-ever career success ranking

honor roll

Houston’s Rice University leads the Texas schools in LinkedIn’s first-ever ranking of the 50 best U.S. colleges for long-term career success.

Rice appears at No. 31 in the ranking. Southern Methodist University, located in the Dallas suburb of University Park, lands at No. 37 and the University of Texas at Austin shows up at No. 46.

LinkedIn, a career networking site, says the ranking is based on exclusive data about alumni, such as job placement rates, advancement into senior-level jobs, post-graduate formation of startups, and pre-graduation internships.

“A four-year bachelor’s degree is a significant investment of time and money, especially as tuition costs rise and the job market shifts,” the LinkedIn report says. “For millions of Americans, the return on investment is worth it. Those who earn the degree can see an enduring impact on their earning potential and overall career trajectory.”

Where someone earns a degree can have an even bigger impact, according to LinkedIn, as graduates of top programs often land jobs more rapidly, build strong professional networks, and rise to leadership roles more quickly.

“Long-term success isn’t just about landing a great first job; it’s about sustained career growth and opportunity years after graduation,” Andrew Seaman, senior editor-at-large for jobs and career development at LinkedIn News, told Fortune. “For this list, that means looking at how well a school sets alumni up for the long haul.”

Here’s a breakdown of some of the data about the three Texas schools on the LinkedIn list:

Rice University

  • Top industries of graduates: Technology, business consulting, higher education
  • Top post-graduation destinations: Houston, San Francisco Bay Area, New York City
  • Notable skills: MATLAB programming language, engineering design, data science

Southern Methodist University

  • Top industries of graduates: Financial services, business consulting
  • Top post-graduation destinations: Dallas, New York City, Los Angeles
  • Most notable skills: AMPL programming language, Avid iNews content creation system, data science

University of Texas at Austin

  • Top industries of graduates: Technology, medical practices, advertising
  • Top post-graduation destinations: Austin, Dallas, Houston
  • Most notable skills: SOLIDWORKS computer-aided design software, architecture, Avid Media Composer video editing software

TMC lands $3M grant to launch cancer device accelerator

cancer funding

A new business accelerator at Houston’s Texas Medical Center has received a nearly $3 million grant from the Cancer Prevention and Research Institute of Texas.

The CPRIT grant, awarded to the Texas Medical Center Foundation, will help launch the Accelerator for Cancer Medical Devices. The accelerator will support emerging innovators in developing prototypes for cancer-related medical devices and advancing them from prototype to clinical trials.

“The translation of new cancer-focused precision medical devices, often the width of a human hair, creates the opportunity to develop novel treatments for cancer patients,” the accelerator posted on the CPRIT website.

Scientist, consultant, and entrepreneur Jason Sakamoto, associate director of the TMC Center for Device Innovation, will oversee the accelerator. TMC officials say the accelerator builds on the success of TMC Innovation’s Accelerator for Cancer Therapeutics.

Each participant in the Accelerator for Cancer Medical Devices program will graduate with a device prototype, a business plan, and a “solid foundation” in preclinical and clinical strategies, TMC says. Participants will benefit from “robust support” provided by the TMC ecosystem, according to the medical center, and “will foster innovation into impactful and life-changing cancer patient solutions in Texas and beyond.”

In all, CPRIT recently awarded $27 million in grants for cancer research. That includes $18 million to attract top cancer researchers to Texas. Houston institutions received $4 million for recruitment:

  • $2 million to the University of Texas MD Anderson Cancer Center to recruit Rodrigo Romero from Memorial Sloan Kettering Cancer Center in New York City
  • $2 million to MD Anderson to recruit Eric Gardner from Weill Cornell Medicine in New York City

A $1 million grant also went to Baylor College of Medicine researcher Dr. Akiva Diamond. He is an assistant professor at the medical college and is affiliated with Baylor’s Dan L. Duncan Comprehensive Cancer Center.