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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 Nagle, Reed Holden, Reed K. Holden
 

ISBN-10: 013026248X

ISBN-13: 9780130262486

Pub. Date: 10/28/2001

Publisher: Taylor & Francis

Practical in focus and lively in style, this book provides a comprehensive, managerially-focused, integrated, step-by-step guide to pricing analysis and strategy development. Numerous walk-through examples show how companies successfully or unsuccessfully implement pricing strategies. Strategic Pricing; Costs; Financial analysis; Customers; Competition;

Overview

Practical in focus and lively in style, this book provides a comprehensive, managerially-focused, integrated, step-by-step guide to pricing analysis and strategy development. Numerous walk-through examples show how companies successfully or unsuccessfully implement pricing strategies. Strategic Pricing; Costs; Financial analysis; Customers; Competition; Price-center strategy; Life Cycle Pricing; Managing Value Perceptions; Segmented Pricing; Pricing in and through Distribution Channels; Competitive Advantages; Customer Research for Pricing; The Law and Ethics. For Marketing Managers, Product Managers, Managers of Pricing, Managers of Strategic Planning.

Product Details

ISBN-13:
9780130262486
Publisher:
Taylor & Francis
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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