Preface | |
Acknowledgments | |
Strategic Pricing: The harvest of your profit potential | p. 1 |
Costs: How should they affect pricing decisions? | p. 17 |
Financial Analysis: Market-based pricing for profit | p. 36 |
Customers: Understanding and influencing the purchase decision | p. 72 |
Competition: Managing your market proactively | p. 115 |
Strategy: Integrating the elements of profitable pricing | p. 141 |
Life Cycle Pricing: Adapting strategy in a changing environment | p. 167 |
Customer Negotiation: Pricing in the trenches | p. 189 |
Segmented Pricing: Tactics for separating markets | p. 210 |
Pricing in the Marketing Mix: Developing an integrated strategy | p. 235 |
Competitive Advantages: Establishing foundations for more profitable pricing | p. 269 |
Pricing Psychology: Models of purchase behavior | p. 298 |
Measuring Price Sensitivity: Research techniques to supplement judgment | p. 323 |
The Law and Ethics: Determining the constraints on pricing | p. 360 |
Indexes | p. 399 |
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