The Strategy and Tactics of Pricing: A Guide to Profitable Decision Making / Edition 2

The Strategy and Tactics of Pricing: A Guide to Profitable Decision Making / Edition 2

by Thomas T. Nagel, Reed Holden
     
 

ISBN-10: 0136690602

ISBN-13: 9780136690603

Pub. Date: 05/13/1994

Publisher: Prentice Hall Professional Technical Reference

This entire book is a practical guide loaded with topical examples. As in the first edition, The Strategy and Tactics of Pricing: A Guide to Profitable Decision Making, Second Edition shows how sound analysis could have prevented some well-known pricing failures and, in other cases, has pointed the way to profitable successes! Nagle and Holden offer a conceptual…  See more details below

Overview

This entire book is a practical guide loaded with topical examples. As in the first edition, The Strategy and Tactics of Pricing: A Guide to Profitable Decision Making, Second Edition shows how sound analysis could have prevented some well-known pricing failures and, in other cases, has pointed the way to profitable successes! Nagle and Holden offer a conceptual approach that helps readers learn how to THINK about pricing, and include step-by-step formulas and procedures that show readers HOW to analyze a pricing problem and formulate a pricing strategy. A sampling of topics includes advice on how to understand how costs affect your pricing and profits, integrate costs with market-based pricing, integrate the elements of profitability, capture full value through price segmentation, adapt strategy in a changing life-cycle environment, develop models to aid in anticipating purchase behavior, and determine the constraints on profit maximization.

Product Details

ISBN-13:
9780136690603
Publisher:
Prentice Hall Professional Technical Reference
Publication date:
05/13/1994
Edition description:
Older Edition
Pages:
400
Product dimensions:
6.03(w) x 8.99(h) x 0.67(d)

Table of Contents

Preface
Acknowledgments
Ch. 1Strategic Pricing: The harvest of your profit potential1
Ch. 2Costs: How should they affect pricing decisions?17
Ch. 3Financial Analysis: Market-based pricing for profit36
Ch. 4Customers: Understanding and influencing the purchase decision72
Ch. 5Competition: Managing your market proactively115
Ch. 6Strategy: Integrating the elements of profitable pricing141
Ch. 7Life Cycle Pricing: Adapting strategy in a changing environment167
Ch. 8Customer Negotiation: Pricing in the trenches189
Ch. 9Segmented Pricing: Tactics for separating markets210
Ch. 10Pricing in the Marketing Mix: Developing an integrated strategy235
Ch. 11Competitive Advantages: Establishing foundations for more profitable pricing269
Ch. 12Pricing Psychology: Models of purchase behavior298
Ch. 13Measuring Price Sensitivity: Research techniques to supplement judgment323
Ch. 14The Law and Ethics: Determining the constraints on pricing360
Indexes399

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