| Description |
xiv, 409 pages : illustrations ; 24 cm |
| Contents |
Ch. 1. Strategic Pricing: The harvest of your profit potential -- Ch. 2. Costs: How should they affect pricing decisions? -- Ch. 3. Financial Analysis: Market-based pricing for profit -- Ch. 4. Customers: Understanding and influencing the purchase decision --Ch. 5. Competition: Managing your market proactively --Ch. 6. Strategy: Integrating the elements of profitable pricing -- Ch. 7. Life Cycle Pricing: Adapting strategy in a changing environment -- Ch. 8. Customer Negotiation: Pricing in the trenches -- Ch. 9. Segmented Pricing: Tactics for separating markets --Ch. 10. Pricing in the Marketing Mix: Developing an integrated strategy -- Ch. 11. Competitive Advantages: Establishing foundations for more profitable pricing --Ch. 12. Pricing Psychology: Models of purchase behavior -- Ch. 13. Measuring Price Sensitivity: Research techniques to supplement judgment -- Ch. 14. The Law and Ethics: Determining the constraints on pricing |
| Summary |
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 |
| Analysis |
Marketing Decision making |
|
Pricing |
| Bibliography |
Includes bibliographical references and indexes |
| Subject |
Marketing -- Decision making.
|
|
Pricing.
|
| Author |
Holden, Reed K.
|
| LC no. |
94015812 |
| ISBN |
0136690602 (paperback) |
|
0136693768 |
|
