Value pricing: how to maximise profits through effective pricing policies
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| Main Authors: | , |
|---|---|
| Format: | Book |
| Language: | English |
| Published: |
London
Kogan Page
1997
|
| Edition: | 1. Publ. |
| Subjects: | |
| Online Access: | Inhaltsverzeichnis |
| Physical Description: | 224 S. Ill., graph. Darst. |
| ISBN: | 074942043X |
Staff View
MARC
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Record in the Search Index
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|---|---|
| adam_text | CONTENTS
Acknowledgements 7
About the Authors 8
PART 1 A BACKGROUND TO PRICING
1 Introduction 11
Overview 11
Who Should Read This Book? 15
Value Pricing 1 7
Customer Value Proposition (CVP) 18
What is a Price? 21
Where Pricing Fits in with Market 25
Why Set Prices? 26
2 Pricing Theory 28
Introduction 28
General Economic Theory 31
General Marketing Theory 49
General Financial Theory 54
PART 2 VALUE PRICING
3 Pricing Infrastructure Inputs 67
Introduction 67
Understanding the Market and Competition 71
Product/Service Offering 76
Corporate Strategy 80
Strategie Considerations 82
4 The Pricing Methodology 93
Introduction 93
Policies, Strategies and Tactics 94
Marketing Mix 95
Pricing Policies 101
6 / VALUE PRICING
Product Cycles and Pricing 114
Summary and Conclusion 118
5 Classic Pricing Tactics 120
Introduction 120
Cost Driven 121
Market Driven 124
Basic Techniques 129
Specialised Techniques 138
Industry Specific 143
Specific Objective Pricing 146
Trade Pricing 152
Tendering 156
Alternative Forms of Pricing 158
PART 3 PRACTICAL PRICING
6 Managing Pricing in Practice 165
Introduction 165
Price Legislation 167
Getting Feedback from the Market 173
Pricing Skills 1 77
Validation against Objectives 178
Internal Systems 180
Discounting 183
7 Tips and Techniques: Pricing to Win 195
Keys to Success in Pricing 195
Value Pricing Steps 196
Pricing Infrastructure Inputs 197
The Pricing Methodology 198
Classic Pricing Tactics 199
Appendix 1: Value Pricing: Examples 206
Appendix 2: Gizmo Exercises 207
Appendix 3: Raymond and Partners Exercises 211
Appendix 4: Gizmo Exercise Answers 273
Appendix 5: Raymond and Partners Exercise Answers 278
References and Further Reading 220
Index 221
|
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| id | DE-604.BV011510527 |
| illustrated | Illustrated |
| indexdate | 2024-07-09T18:11:00Z |
| institution | BVB |
| isbn | 074942043X |
| language | English |
| oai_aleph_id | oai:aleph.bib-bvb.de:BVB01-007746392 |
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| physical | 224 S. Ill., graph. Darst. |
| publishDate | 1997 |
| publishDateSearch | 1997 |
| publishDateSort | 1997 |
| publisher | Kogan Page |
| record_format | marc |
| spelling | Fletcher, Tony Verfasser aut Value pricing how to maximise profits through effective pricing policies Tony Fletcher and Neil Russell-Jones 1. Publ. London Kogan Page 1997 224 S. Ill., graph. Darst. txt rdacontent n rdamedia nc rdacarrier Prijsbeleid gtt Pricing Preispolitik (DE-588)4047118-4 gnd rswk-swf Preispolitik (DE-588)4047118-4 s DE-604 Russell-Jones, Neil Verfasser aut HBZ Datenaustausch application/pdf http://bvbr.bib-bvb.de:8991/F?func=service&doc_library=BVB01&local_base=BVB01&doc_number=007746392&sequence=000002&line_number=0001&func_code=DB_RECORDS&service_type=MEDIA Inhaltsverzeichnis |
| spellingShingle | Fletcher, Tony Russell-Jones, Neil Value pricing how to maximise profits through effective pricing policies Prijsbeleid gtt Pricing Preispolitik (DE-588)4047118-4 gnd |
| subject_GND | (DE-588)4047118-4 |
| title | Value pricing how to maximise profits through effective pricing policies |
| title_auth | Value pricing how to maximise profits through effective pricing policies |
| title_exact_search | Value pricing how to maximise profits through effective pricing policies |
| title_full | Value pricing how to maximise profits through effective pricing policies Tony Fletcher and Neil Russell-Jones |
| title_fullStr | Value pricing how to maximise profits through effective pricing policies Tony Fletcher and Neil Russell-Jones |
| title_full_unstemmed | Value pricing how to maximise profits through effective pricing policies Tony Fletcher and Neil Russell-Jones |
| title_short | Value pricing |
| title_sort | value pricing how to maximise profits through effective pricing policies |
| title_sub | how to maximise profits through effective pricing policies |
| topic | Prijsbeleid gtt Pricing Preispolitik (DE-588)4047118-4 gnd |
| topic_facet | Prijsbeleid Pricing Preispolitik |
| url | http://bvbr.bib-bvb.de:8991/F?func=service&doc_library=BVB01&local_base=BVB01&doc_number=007746392&sequence=000002&line_number=0001&func_code=DB_RECORDS&service_type=MEDIA |
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