"Explains how to manage markets strategically and how to grow more profitably. Rather than calculating prices to cover costs or achieve sales goals, students will learn to make strategic pricing decisions that proactively manage customer perceptions of value, motivate purchasing decisions, and shift demand curves. This edition features a new discussion on harnessing concepts from behavioral economics as well as a more streamlined "value cascade" structure to the topics."--cover.
First published 2011, 2006, 2002, 1995, 1987 by Pearson Education, Inc. Published 2016 by Routledge 2 Park Square, Milton Park, Abingdon, Oxon OX144RN 711 Third Avenue, New York, NY 10017, USA Routledge is an imprint of the Taylor ...
This edition features new discussions on harnessing concepts from behavioral economics as well as a refined "value cascade" to help organize the topics covered in this book.
This edition features a new discussion on harnessing concepts from behavioral economics as well as a more streamlined "value cascade" structure to the topics.
" -- Eric G. Mitchell, President, "The Professional Pricing Society" "Most executives name pricing as their major challenge and major weakness. This book is an answer. It is full of new ideas arid insights.
NEW! Offer access to pricing software Three-Month Trial of LeveragePoint Software. This edition is now available with software for creating and communicating economic value estimations systematically from LeveragePoint Innovations Inc.
In this book's balanced presentation of quantitative instruction and qualitative concepts, learn more about the influences that should guide your decision making.
L Robert L. Phillips, Pricing and Revenue Optimization (Stanford: Stanford Business Books, 2005). L Phillips, Pricing and Revenue Optimization. L Phillips, Pricing and Revenue Optimization. i Michael Dunne and Robert P. Desisto, ...
The Strategy and Tactics of Pricing
This customer-focus theme is evident throughout the text.
Whether stuck firefighting at Level 1, cost-based pricing at Level 2, utilizing value-based pricing at Level 3, applying optimization at Level 4, or on the brink of achieving World Class at Level 5, this book has something for you.