Pricing on Purpose: Creating and Capturing Value / Edition 1

Hardcover (Print)
Used and New from Other Sellers
Used and New from Other Sellers
from $5.69
Usually ships in 1-2 business days
(Save 93%)
Other sellers (Hardcover)
  • All (17) from $5.69   
  • New (9) from $53.66   
  • Used (8) from $5.69   
Close
Sort by
Page 1 of 2
Showing 1 – 10 of 17 (2 pages)
Note: Marketplace items are not eligible for any BN.com coupons and promotions
$5.69
Seller since 2005

Feedback rating:

(1261)

Condition:

New — never opened or used in original packaging.

Like New — packaging may have been opened. A "Like New" item is suitable to give as a gift.

Very Good — may have minor signs of wear on packaging but item works perfectly and has no damage.

Good — item is in good condition but packaging may have signs of shelf wear/aging or torn packaging. All specific defects should be noted in the Comments section associated with each item.

Acceptable — item is in working order but may show signs of wear such as scratches or torn packaging. All specific defects should be noted in the Comments section associated with each item.

Used — An item that has been opened and may show signs of wear. All specific defects should be noted in the Comments section associated with each item.

Refurbished — A used item that has been renewed or updated and verified to be in proper working condition. Not necessarily completed by the original manufacturer.

Good
Good A sound copy with only light wear. Overall a solid copy at a great price! All orders guaranteed and ship within 24 hours. Your purchase supports More Than Words, a ... nonprofit job training program for youth, empowering youth to take charge of their lives by taking charge of a business. Read more Show Less

Ships from: Waltham, MA

Usually ships in 1-2 business days

  • Canadian
  • International
  • Standard, 48 States
  • Standard (AK, HI)
  • Express, 48 States
  • Express (AK, HI)
$12.76
Seller since 2015

Feedback rating:

(70)

Condition: Very Good
Gift note inside. Book in very good condition. Reading pages crisp and clean. Limited outer wear.Book in very good condition. Reading pages crisp and clean. Limited outer wear.

Ships from: Manchester, IA

Usually ships in 1-2 business days

  • International
  • Standard, 48 States
  • Standard (AK, HI)
$12.76
Seller since 2011

Feedback rating:

(26)

Condition: Very Good
2006-02-03 Hardcover Very Good Gift note inside. Book in very good condition. Reading pages crisp and clean. Limited outer wear. Book in very good condition. Reading pages ... crisp and clean. Limited outer wear. Read more Show Less

Ships from: MANCHESTER, IA

Usually ships in 1-2 business days

  • Canadian
  • International
  • Standard, 48 States
  • Standard (AK, HI)
  • Express, 48 States
  • Express (AK, HI)
$25.95
Seller since 2009

Feedback rating:

(83)

Condition: Acceptable
Hardcover Fair 0471729809 Passages have been underlined and written on but a good copy to read. Purchase of this item will help support the programs and collections of the ... Johnson County (Kansas) Library. Read more Show Less

Ships from: Merriam, KS

Usually ships in 1-2 business days

  • Canadian
  • International
  • Standard, 48 States
  • Standard (AK, HI)
  • Express, 48 States
  • Express (AK, HI)
$43.99
Seller since 2015

Feedback rating:

(60)

Condition: Good
Buy with Confidence. Excellent Customer Support. We ship from multiple US locations. No CD, DVD or Access Code Included.

Ships from: Fort Mill, SC

Usually ships in 1-2 business days

  • Standard, 48 States
$49.95
Seller since 2014

Feedback rating:

(35)

Condition: Good
Hoboken, NJ 2006 Hard cover Good. Glued binding. Paper over boards. With dust jacket. 374 p. Contains: Illustrations, black & white.

Ships from: Pueblo West, CO

Usually ships in 1-2 business days

  • Canadian
  • International
  • Standard, 48 States
  • Standard (AK, HI)
  • Express, 48 States
  • Express (AK, HI)
$53.66
Seller since 2007

Feedback rating:

(172)

Condition: New
As new clean tight and bright Please email for photos.

Ships from: Stamford, CT

Usually ships in 1-2 business days

  • Canadian
  • Standard, 48 States
  • Standard (AK, HI)
  • Express, 48 States
  • Express (AK, HI)
$62.99
Seller since 2007

Feedback rating:

(1880)

Condition: New
Brand New Item

Ships from: Dover, NJ

Usually ships in 1-2 business days

  • Standard, 48 States
$69.30
Seller since 2008

Feedback rating:

(4689)

Condition: New
New Book. Shipped from UK within 10 to 14 business days. Established seller since 2000.

Ships from: Horcott Rd, Fairford, United Kingdom

Usually ships in 1-2 business days

  • Standard, 48 States
  • Standard (AK, HI)
$70.28
Seller since 2008

Feedback rating:

(18501)

Condition: Like New
Brand New, Perfect Condition, Please allow 4-14 business days for delivery. 100% Money Back Guarantee, Over 1,000,000 customers served.

Ships from: Westminster, MD

Usually ships in 1-2 business days

  • Canadian
  • International
  • Standard, 48 States
  • Standard (AK, HI)
Page 1 of 2
Showing 1 – 10 of 17 (2 pages)
Close
Sort by

Overview

The book presents the theory of value— long established in economics—and details how any business can use various pricing strategies to create, communicate, and capture the value of their products and services. It takes a new approach of focusing on the external value as perceived by the customer and advocates matching price to value. Written in everyday language so it's valuable to beginning executives as well as professional pricers and marketers, it covers:

  • What and how people buy
  • The fallacy of commodity thinking
  • The five Cs of value
  • The market share myth
  • The difference between cost-plus pricing and value pricing
  • A comparison of the Subjective Theory of Value and the Labor Theory of Value
  • Customer segmentation strategies

Complete with examples from a multitude of industries and successful entrepreneurs and peppered with quotes from business experts as well as economists, the book is not a dry treatise on an ethereal economic theory. It's lively and down-to-earth, using examples such as the high cost of popcorn in movie theaters, 99? pricing, and the way love-struck couples purchase engagement rings. It gets down-to-business, providing proven strategies and tactics CEOs, CFOs, marketing managers, and professional pricers can implement as a part of a value-based pricing architecture. If the purpose of your business is to add value to customers in order to earn profits, Pricing on Purpose can be incredibly valuable to your business!

Read More Show Less

Product Details

  • ISBN-13: 9780471729808
  • Publisher: Wiley
  • Publication date: 2/3/2006
  • Edition description: New Edition
  • Edition number: 1
  • Pages: 400
  • Sales rank: 828,611
  • Product dimensions: 9.21 (w) x 6.14 (h) x 0.88 (d)

Meet the Author

Ronald J. Baker started his career in 1984 with KPMG’s Private Business Advisory Services in San Francisco. Today, he is the founder of VeraSage Institute, a think tank dedicated to educating businesspeople around the world.
As a frequent speaker, writer, and educator, his work takes him around the world. He has been an instructor with the California CPA Education Foundation since 1995 and has authored ten courses for them: How to Build a Successful Practice with Total Quality Service; The Shift From Hourly Billing to Value Pricing; Value Pricing Graduate Seminar; You Are What You Charge For: Success in Today’s Emerging Experience Economy (with Daniel Morris); Alternatives to the Federal Income Tax; Trashing the Timesheet: A Declaration of Independence; Everyday Economics; The Firm of the Future; Everyday Ethics: Doing Well by Doing Good; and The New Business Equation for Industry Executives.
He is the author of the best-selling marketing book ever written specifically for professional service firms, Professional’s Guide to Value Pricing (seventh edition), published by CCH, Incorporated. He also wrote Burying the Billable Hour, Trashing the Timesheet, and You Are Your Customer List, published by the Association of Chartered Certified Accountants in the United Kingdom. His prior book, The Firm of the Future: A Guide for Accountants, Lawyers, and Other Professional Services, co-authored with Paul Dunn, was published in April 2003 by John Wiley & Sons, Inc.
Ron has toured the world, spreading his value-pricing message to over 70,000 businesspeople. He has been appointed to the American Institute of Certified Public Accountant’s Group of One Hundred, a think tank of leaders to address the future of the profession, named on Accounting Today’s 2001, 2002, 2003, 2004, and 2005 Top 100 Most Influential People in the profession, and received the 2003 Award for Instructor Excellence from the California CPA Education Foundation.
He graduated in 1984 from San Francisco State University with a Bachelor of Science in accounting and a minor in economics. He is a graduate of Disney University and Cato University. He is a member of the Professional Pricing Society and presently resides in Petaluma, California.

Read More Show Less

Table of Contents

Foreword.

Preface.

Acknowledgments.

About the Author.

1. Why Is Movie Theater Popcorn So Expensive?

2. Why Are We in Business?

3. Mind Over Matter.

4. The Old Business Equation.

5. The New Business Equation.

6. Ninety-Nine-Cent Pricing, Engagement Rings, and the Assumption of Rationality.

7. The Invisible Hand: No One Person Knows How to Make a Pencil.

8. ATale of Two Theories.

9. Cost-Plus Pricing’s Epitaph.

10. The Wrong Mistakes.

11. Price-Led Costing Replaces Cost Accounting.

12. What and How People Buy.

13. The Value Proposition.

14. The Consumer Surplus and Price Discrimination.

15. Customer Segmentation Strategies.

16. Price Discrimination in Practice.

17. There Is No Such Thing as a Commodity.

18. Baker’s Law: Bad Customers Drive Out Good Customers.

19. Ethics, Fairness, and Pricing.

20. Antitrust Law.

21. Who Is in Charge of Value?

22. Pricing on Purpose: Getting Paid for the Value Your Company Creates.

Bibliography.

Suggested Reading.

Index.

Read More Show Less

Customer Reviews

Be the first to write a review
( 0 )
Rating Distribution

5 Star

(0)

4 Star

(0)

3 Star

(0)

2 Star

(0)

1 Star

(0)

Your Rating:

Your Name: Create a Pen Name or

Barnes & Noble.com Review Rules

Our reader reviews allow you to share your comments on titles you liked, or didn't, with others. By submitting an online review, you are representing to Barnes & Noble.com that all information contained in your review is original and accurate in all respects, and that the submission of such content by you and the posting of such content by Barnes & Noble.com does not and will not violate the rights of any third party. Please follow the rules below to help ensure that your review can be posted.

Reviews by Our Customers Under the Age of 13

We highly value and respect everyone's opinion concerning the titles we offer. However, we cannot allow persons under the age of 13 to have accounts at BN.com or to post customer reviews. Please see our Terms of Use for more details.

What to exclude from your review:

Please do not write about reviews, commentary, or information posted on the product page. If you see any errors in the information on the product page, please send us an email.

Reviews should not contain any of the following:

  • - HTML tags, profanity, obscenities, vulgarities, or comments that defame anyone
  • - Time-sensitive information such as tour dates, signings, lectures, etc.
  • - Single-word reviews. Other people will read your review to discover why you liked or didn't like the title. Be descriptive.
  • - Comments focusing on the author or that may ruin the ending for others
  • - Phone numbers, addresses, URLs
  • - Pricing and availability information or alternative ordering information
  • - Advertisements or commercial solicitation

Reminder:

  • - By submitting a review, you grant to Barnes & Noble.com and its sublicensees the royalty-free, perpetual, irrevocable right and license to use the review in accordance with the Barnes & Noble.com Terms of Use.
  • - Barnes & Noble.com reserves the right not to post any review -- particularly those that do not follow the terms and conditions of these Rules. Barnes & Noble.com also reserves the right to remove any review at any time without notice.
  • - See Terms of Use for other conditions and disclaimers.
Search for Products You'd Like to Recommend

Recommend other products that relate to your review. Just search for them below and share!

Create a Pen Name

Your Pen Name is your unique identity on BN.com. It will appear on the reviews you write and other website activities. Your Pen Name cannot be edited, changed or deleted once submitted.

 
Your Pen Name can be any combination of alphanumeric characters (plus - and _), and must be at least two characters long.

Continue Anonymously

    If you find inappropriate content, please report it to Barnes & Noble
    Why is this product inappropriate?
    Comments (optional)