The Strategy and Tactics of Pricing 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. Readers will also benefit from: Major revisions to almost half of the chapters, including an expanded discussion of big data analytics and a revised chapter on "Specialized Strategies", which addresses timely technical issues like foreign exchange risks, reactions to market slumps, and managing transfer prices between independent profit centers. A completely rewritten chapter on "Creating a Strategic Pricing Capability", which shows readers how to implement the principles of value-based, strategic pricing successfully in their organizations. In-chapter textboxes, updated to provide walk-through examples of current pricing challenges, revenue models enabled by an increasingly digital economy, and advances in buyer decision-making, explained through classic principles that still apply today. Chapter summaries and visual aids, which help readers grasp the theoretical frameworks and actionable principles of pricing analysis. This comprehensive, managerially-focused text is a must-read for students and professionals with an interest in strategic marketing and pricing. A companion website features PowerPoint slides and an instructor’s manual, including exercises, mini-cases, and examination questions.
The fifth edition contains a new chapter on price implementation and several updated examples on pricing challenges in today's markets.
" -- 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.
This text strikes an appropriate balance between quantitative skill sets and the qualitative concepts necessary for business growth.
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, ...
This book will provide entrepreneurs with valuable insight into competitively pricing their products and services." —Wade A. Keiffer, Vice President/Business Development Officer, First Citizens Community Bank "Setting Profitable Prices by ...
This book will help you improve your pricing management skills, strategies, and tactics – and it will help your company also.” KEVIN MITCHELL, President, The Professional Pricing Society, Inc. “Hermann Simon is a man who can get upset ...
This book will answer the following key questions: • What price can you ask? • What pricing strategy will you adopt? • Whether you launched a startup or work for a big tech company is not important.
Based on in-depth, first-hand experience with hundreds of companies, this book is designed to provide managers with comprehensive guidance through the maze of pricing issues.
This is a proven plan for increasing sales without sacrificing profits. Pricing with Confidence Pricing is hard. If you get it wrong, you lose profits, revenue, or both. This book is your road map for getting pricing right.
This book offers a state-of-the art and best practice overview of how leading companies quantify and document value to customers.