For Pricing Strategy or Pricing and Product Policy courses in MBA and/or advanced undergraduate marketing courses The Strategy and Tactics of Pricing provides a comprehensive, practical, step-by-step guide to pricing analysis and strategy development.
|
There is a newer edition of this item:
|
Book Description
Product Details
Would you like to update product info or give feedback on images?
|
Product Description
Review
“The concepts espoused in this book taught us to focus on how we deliver superior value to our customers, and thereby enabled pricing strategies that have driven both our growth and profitability.”
Scott Heekin-Canedy
President and General Manager
The New York Times
“…a roadmap to profitable growth, this book helps you put the theories into
practice and deliver measurable results.”
Mark A. Kopelman
Vice President, Strategy and Marketing
RR Donnelley
“Concepts described in this book were instrumental in helping us align our offerings with the value they provide to our customers.”
Keith Bradley, President
Ingram Micro, North America
“Most executives name pricing as their major challenge and major weakness. This book is an answer. It is full of new ideas and insights.”
Philip Kotler
Northwestern University
“For nearly two decades, this book has been the most influential and highly regarded reference among pricing professionals.”
Eric Mitchell, President
The Professional Pricing Society
Inside This Book
(Learn More)
First Sentence
Few managers, even those specializing in marketing, think strategically about pricing. Read the first page
Front Cover | Copyright | Table of Contents | Excerpt | Index | Back Cover
Few managers, even those specializing in marketing, think strategically about pricing. Read the first page
Explore More
Concordance
Browse Sample PagesConcordance
Front Cover | Copyright | Table of Contents | Excerpt | Index | Back Cover
Sell a Digital Version of This Book in the Kindle Store
If you are a publisher or author and hold the digital rights to a book, you can sell a digital version of it in our Kindle Store.
Learn more
Customer Reviews
Most helpful customer reviews
By J. Estill
Format:Hardcover
Pricing is a challenge in computer distribution. Our margin is so thin. Much of the book is about companies with more differentiated products and hence higher margins. Our industry is one of almost perfect competition. My challenge is to try to offer customers great value while at the same time making a fair profit. A 0.1% change in price in our industry can make the difference between profit and loss.
I am a big believer in competitive advantage. Being the lowest price without the lowest cost is a recipe for failure.
I am a big believer in competitive advantage. Being the lowest price without the lowest cost is a recipe for failure.
Most Helpful Customer Reviews on Amazon.com (beta)
Amazon.com:
4.5 out of 5 stars
23 reviews
3 of 3 people found the following review helpful
5.0 out of 5 stars
This book shows how pricing decisions should be made
Aug 4 2006
By Marian Burk Wood
- Published on Amazon.com
Format:Hardcover
Exhibit 1-3 on page 9 of this new edition identifies three guiding principles of strategic pricing: (1) it must be value-based, which puts customers' perceptions at the heart of the process; (2) it must be profit-driven, a vital element for any business; and (3) it must be proactive--meaning marketers should not simply react to competitors' pricing moves.
As simple as this may sound, it's actually tricky to accomplish all three unless you follow the principles in this compact but detailed text.
If you need to know how to calculate breakeven sales volumes, cost factors, and channel pricing, this is the book for you. Exhibit 7-1 (on page 126) is particularly helpful for determining how to manage the price-setting process. I recommend this text for any executive who wants to avoid the "throw a dart" method of pricing.
As simple as this may sound, it's actually tricky to accomplish all three unless you follow the principles in this compact but detailed text.
If you need to know how to calculate breakeven sales volumes, cost factors, and channel pricing, this is the book for you. Exhibit 7-1 (on page 126) is particularly helpful for determining how to manage the price-setting process. I recommend this text for any executive who wants to avoid the "throw a dart" method of pricing.
3 of 3 people found the following review helpful
4.0 out of 5 stars
Great reference on value-based. Wish it had more on setting initial price.
Jun 15 2008
By Don V
- Published on Amazon.com
Format:Hardcover|Amazon Verified Purchase
I updated from the 2nd edition I bought years ago. I'm glad to see the focus on value-based pricing. I was a little disappointed that it gets a bit repetitive on calculating price changes and it would be useful to see more examples on calculating the initial price when you really don't have much data to go on.
2 of 2 people found the following review helpful
4.0 out of 5 stars
Good reference, but only need to read the first few chapters
Jan 17 2010
By E. Anderson
- Published on Amazon.com
Format:Hardcover|Amazon Verified Purchase
The author does a good job of establishing a framework for thinking about pricing in the first chapter of the book, then expands on that framework over the first few chapters. Like most business books, however, the deeper into the book you get the less valuable it becomes. Definitely worth buying, but you'll get 90% of the value from the first few chapters
›
Go to Amazon.com to see all 23 reviews
4.5 out of 5 stars
Listmania!
Look for similar items by category
- Books > Business & Investing > Economics > Microeconomics
- Books > Business & Investing > Economics > Theory
- Books > Business & Investing > Management & Leadership > Decision-Making & Problem Solving
- Books > Business & Investing > Management & Leadership > Pricing
- Books > Business & Investing > Marketing & Sales > Marketing
- Books > Business & Investing > Marketing & Sales > Sales & Selling > Management
- Books > New & Used Textbooks > Business & Finance > Economics > Microeconomics
- Books > New & Used Textbooks > Business & Finance > Marketing
- Books > Professional & Technical > Accounting & Finance > Economics > Microeconomics
- Books > Professional & Technical > Accounting & Finance > Economics > Theory
- Books > Professional & Technical > Business Management > Management & Leadership > Decision-Making & Problem Solving
- Books > Professional & Technical > Business Management > Management & Leadership > Pricing
- Books > Professional & Technical > Business Management > Marketing & Sales > Marketing
- Books > Professional & Technical > Business Management > Marketing & Sales > Sales & Selling > Management
- Books > Qualifying Textbooks - Fall 2007 > Business & Investing
Feedback
Would you like to update product info or give feedback on images?
|
