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9780136693765

Strategy and Tactics of Pricing Trade Version : A Guide to Profitable Decision Making

by ;
  • ISBN13:

    9780136693765

  • ISBN10:

    0136693768

  • Edition: 2nd
  • Format: Hardcover
  • Copyright: 1994-05-01
  • Publisher: PRENTICE HALL
  • View Upgraded Edition
  • Purchase Benefits
List Price: $39.00

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.

Table of Contents

Preface
Acknowledgments
Strategic Pricing: The harvest of your profit potentialp. 1
Costs: How should they affect pricing decisions?p. 17
Financial Analysis: Market-based pricing for profitp. 36
Customers: Understanding and influencing the purchase decisionp. 72
Competition: Managing your market proactivelyp. 115
Strategy: Integrating the elements of profitable pricingp. 141
Life Cycle Pricing: Adapting strategy in a changing environmentp. 167
Customer Negotiation: Pricing in the trenchesp. 189
Segmented Pricing: Tactics for separating marketsp. 210
Pricing in the Marketing Mix: Developing an integrated strategyp. 235
Competitive Advantages: Establishing foundations for more profitable pricingp. 269
Pricing Psychology: Models of purchase behaviorp. 298
Measuring Price Sensitivity: Research techniques to supplement judgmentp. 323
The Law and Ethics: Determining the constraints on pricingp. 360
Indexesp. 399
Table of Contents provided by Blackwell. All Rights Reserved.

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