The Strategy and Tactics of Pricing: A Guide to Profitable Decision Making / Edition 3

The Strategy and Tactics of Pricing: A Guide to Profitable Decision Making / Edition 3

by Thomas T. Nagle, Reed Holden
     
 

ISBN-10: 013026248X

ISBN-13: 9780130262486

Pub. Date: 10/28/2001

Publisher: Prentice Hall

"The best book ever written about pricing is The Strategy and Tactics of Pricing by Tom Nagle and Reed Holden—these guys know their stuff and it works!" — Guy Kawasaki, CEO, Garage Technology Ventures

"For more than a decade, this book has been the most influential and highly regarded reference among pricing professionals." —

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Overview

"The best book ever written about pricing is The Strategy and Tactics of Pricing by Tom Nagle and Reed Holden—these guys know their stuff and it works!" — Guy Kawasaki, CEO, Garage Technology Ventures

"For more than a decade, this book has been the most influential and highly regarded reference among pricing professionals." — 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." — Philip Kotler, S.C. Johnson & Son Distinguished Professor of International Marketing, Northwestern University

"An investment in Tom and Reed's book will give you the highest return you've ever had. It's an investment you can't afford not to make." — Dan Nimer, President, DNA Group

Product Details

ISBN-13:
9780130262486
Publisher:
Prentice Hall
Publication date:
10/28/2001
Edition description:
Third Edition
Pages:
398
Product dimensions:
6.25(w) x 9.25(h) x 0.90(d)

Table of Contents



 1. Strategic Pricing: The Key to Realizing Your Profit Potential.

 2. Costs: How Should They Affect Your Pricing Decisions?

 3. Financial Analysis: Pricing for Profit.

 4. Customers: Understanding and Influencing the Purchase Decision.

 5. Competition: Making Moves and Managing Expectations.

 6. Pricing Strategy: Managing Your Market Proactively.

 7. Life Cycle Pricing: Adapting Strategy in a Changing Environment.

 8. Value-Based Sales and Negotiation: Influencing Customer Behavior.

 9. Segmented Pricing: Separating Markets to Price on Value.

10. Pricing in the Marketing Mix: Integrating Strategy.

11. Channel Pricing: Managing Pricing through Intermediaries.

12. Competitive Advantages: Establishing Foundations for More Profitable Pricing.

13. Customer Research: Measuring Perceptions of Value and Price Sensitivity.

14. Ethics and the Law: Understanding the Constraints on Pricing.

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