| Description |
1 online resource (240 pages) |
| Contents |
Cover; The ROI of Pricing; Title Page; Copyright Page; Table of Contents; List of Illustrations; Notes on contributors; Introduction: Pricing -- from finance back to finance: the coming of age of pricing ROI; 1 Value-based Pricing ROI; 2 Cannibalization -- five easy pieces; 3 Is there a long-term return on price promotions?; 4 Pricing modelling as a strategic leverage for knowledge-intensive start-ups: an explorative case study in the luxury fashion industry; 5 Making the business case for value-based pricing investments; 6 Evaluating the impact of pricing actions to drive further actions |
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7 Using VOC to ensure product launch success: a case study showing how one firm prevented a launch misfire8 The power and impact of quick wins; 9 Illuminating value capture with return on pricing investment; 10 Case study on break-even analysis; 11 Allocating pricing resources with a more strategic ROI calculation; 12 Making the case for value-based pricing software in B2B markets; 13 Translating pricing-software-enabled capabilities to meaningful financial impacts: a holistic approach; 14 Interview with a pricing leader: Robert Smith, Director of Corporate Pricing for Eastman Chemical |
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15 ROI and the impact of pricing: the state of the profession16 Closing thoughts; Index |
| Summary |
This book is the first to outline contemporary theories and best practices of documenting pricing ROI and making the case for pricing investments. It provides proven methods, practices and theories on how to calculate the impact of pricing activities on performance. This ground breaking book will enlighten students and specialists of marketing and sales, pricing managers and executives alike |
| Notes |
Print version record |
| Subject |
Pricing.
|
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BUSINESS & ECONOMICS -- Industrial Management.
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BUSINESS & ECONOMICS -- Management.
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BUSINESS & ECONOMICS -- Management Science.
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BUSINESS & ECONOMICS -- Organizational Behavior.
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Pricing
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| Form |
Electronic book
|
| Author |
Hinterhuber, Andreas
|
| ISBN |
9781135051815 |
|
113505181X |
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