The price advantage /
Walter L. Baker, Michael V. Marn, Craig C. Zawada.
- 2nd ed.
- Hoboken, N.J. : John Wiley & Sons, �2010.
- 1 online resource (xviii, 366 pages) : illustrations
-
Includes bibliographical references and index.
Part 1: Pricing fundamentals -- Chapter 1. Introduction -- Chapter 2. Components of pricing excellence -- Part 2: Exploring the levels -- Chapter 3. Transactions -- Chapter 4. Customer value -- Chapter 5. Market strategy -- Chapter 6. Pricing infrastructure -- Part 3: Unique events -- Chapter 7. Postmerger pricing -- Chapter 8. Price wars -- Part 4: Expanding the boundaries -- Chapter 9. Legal degrees of freedom -- Chapter 10. Lifecycle pricing -- Chapter 11. Pricing architecture -- Part 5: Advanced topics -- Chapter 12. Complexity management -- Chapter 13. Tailored value -- Chapter 14. Software and information products -- Part 6: Making change happen -- Chapter 15. Pricing transformation -- Chapter 16. The Monnarch Battery case -- Epilogue -- Appendix 1: Pocket price and pocket margin waterfalls -- Appendix 2. Antitrust issues -- Appendix 3. List of acronyms and abbreviations -- Appendix 4. About the web-based tool: Periscope.
"A comprehensive look at creating pricing strategies that work in both good economic times and bad. Written by three preeminent pricing experts at McKinsey & Company, the Second Edition of The Price Advantage is a practical pricing guide for the executive or pricing practitioner who wants to identify, capture, and sustain substantial pricing gains in their business. Pricing is by far the most powerful profit lever that managers can influence. Yet few companies approach pricing in a way that fully capitalizes on its value. This Second Edition, a major revision and extension of the first book, shows you what it takes to achieve the price advantage in today's competitive and complex business environments"--EBL book details