Pricing for profitability: activity based pricing for competitive advantage
Gespeichert in:
| 1. Verfasser: | |
|---|---|
| Format: | Buch |
| Sprache: | English |
| Veröffentlicht: |
New York [u.a.]
Wiley
2002
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| Schlagworte: | |
| Online-Zugang: | Inhaltsverzeichnis |
| Beschreibung: | XIV, 271 S. Ill. |
| ISBN: | 0471415359 |
Internformat
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Datensatz im Suchindex
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CONTENTS
Acknowledgments xi
Preface xiii
1 Pricing for Profitability 1
Three Things Can Happen 1
The Profit Equation 2
Responsibility for Pricing 3
Planning for Profitable Sales 4
Using Costs to Plan for Profits 8
Need for Solid Costing Information 10
Pricing for Competitive Advantage 14
Objectives of Activity Based Pricing 16
Summary 16
2 Economics and Demand 19
Origin of Capitalist Economics 19
Modern Capitalist Economics 20
Price Elasticity 24
Maximizing Revenue Does Not Maximize Profits 26
Estimating Customer Demand and Price Elasticity 29
Demand for Competitively Bid Products 33
Summary 34
Note 35
3 Competitive Strategy and Pricing 37
In Search of Competitive Advantage 37
Corporate Strategy 39
Sources of Competitive Advantage 42
Cost Leadership Strategies 45
Differentiation Strategies 48
Focused Strategies 50
viii CONTENTS
Lean Competition 55
Strategy of Competitive Bidding 56
Summary 58
Notes 59
4 Understanding Pricing Strategy 61
Strategy Considerations 61
Ethics of Pricing 62
Pricing Law in the United States 64
Price Based Competition 69
Market Skimming 74
Market Penetration 76
Loss Leader (Profit Leader) 77
Complementary Pricing 77
Market Pricing 79
Satisficing 80
Value Pricing 80
Market Segmentation Strategies 81
Providing Value to the Customer 84
Summary 86
Notes 87
5 Costs 89
Use of the Word Cost 89
Relationship Between Price and Cost 90
Development of Cost Accounting 95
Financial Reporting Systems 98
Organizing Financial Reporting Systems 100
Statistics 108
Summary 110
Notes 111
6 Activity Based Costing 113
Need for Activity Based Costing 113
Origins of Activity Based Costing 114
Resources 115
Activities 116
Processes 116
Why Use Activities to Assign Cost? 118
Assigning Costs to Activities 120
Assigning Activity Costs to Cost Objects 120
CONTENTS ix
Hierarchy of Activities 121
Assigning Costs 124
Accumulating Activity Costs 127
Further Analyzing Activities 131
Summary 135
Notes 136
7 Activity Based Pricing 137
Activity Based Pricing 137
Objectives of Activity Based Pricing 138
Relationship Between Price and Cost 139
Using Costs in Price Determination 142
Relationship Between Cost and Volume 143
Combining Demand and Cost Data
to Arrive at Price 146
Activity Based Pricing Considerations 151
Motivating Profit 156
Summary 161
Notes 162
8 Activity Based Pricing Models 163
Determining Price 163
Building an Activity Based Pricing Model 167
Manufacturing Pricing Worksheets 180
Pricing Models in Other Industries 190
Summary 192
Notes 192
9 Influence of Capacity Utilization 193
Influence of Efficiency on Price 193
Capacity Considerations in Pricing 194
Shortage of Capacity 195
Excess Capacity 197
How Excess Capacity Should Influence Price 197
Summary 204
Notes 205
10 Target Pricing 207
Price Points 207
Planning Profit 208
Target Costs for Components 212
x CONTENTS
Controlling Costs 214
Summary 215
Notes 216
11 Price Negotiations 217
Should Price Be Negotiated? 217
Understanding Differences Among Buyers 220
Understanding Purchasing Dynamics 225
Negotiation Policy 226
Tips for Successful Price Negotiations 228
Summary 240
Notes 242
12 Conclusions and Summary 243
Pricing for Profitability 243
Pricing and Economics 243
Competitive Strategy and Pricing 245
Understanding Pricing Strategy 247
Costs 249
Activity Based Costing 250
Activity Based Pricing 252
Activity Based Pricing Models 253
Influence of Capacity Utilization 253
Target Pricing 254
Price Negotiations 255
Conclusion 256
Glossary 257
Index 265 |
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| isbn | 0471415359 |
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| spelling | Daly, John L. Verfasser aut Pricing for profitability activity based pricing for competitive advantage John L. Daly New York [u.a.] Wiley 2002 XIV, 271 S. Ill. txt rdacontent n rdamedia nc rdacarrier Betriebliche Preispolitik / Rentabilität / Theorie Preispolitik (DE-588)4047118-4 gnd rswk-swf Preispolitik (DE-588)4047118-4 s DE-604 HBZ Datenaustausch application/pdf http://bvbr.bib-bvb.de:8991/F?func=service&doc_library=BVB01&local_base=BVB01&doc_number=009540489&sequence=000002&line_number=0001&func_code=DB_RECORDS&service_type=MEDIA Inhaltsverzeichnis |
| spellingShingle | Daly, John L. Pricing for profitability activity based pricing for competitive advantage Betriebliche Preispolitik / Rentabilität / Theorie Preispolitik (DE-588)4047118-4 gnd |
| subject_GND | (DE-588)4047118-4 |
| title | Pricing for profitability activity based pricing for competitive advantage |
| title_auth | Pricing for profitability activity based pricing for competitive advantage |
| title_exact_search | Pricing for profitability activity based pricing for competitive advantage |
| title_full | Pricing for profitability activity based pricing for competitive advantage John L. Daly |
| title_fullStr | Pricing for profitability activity based pricing for competitive advantage John L. Daly |
| title_full_unstemmed | Pricing for profitability activity based pricing for competitive advantage John L. Daly |
| title_short | Pricing for profitability |
| title_sort | pricing for profitability activity based pricing for competitive advantage |
| title_sub | activity based pricing for competitive advantage |
| topic | Betriebliche Preispolitik / Rentabilität / Theorie Preispolitik (DE-588)4047118-4 gnd |
| topic_facet | Betriebliche Preispolitik / Rentabilität / Theorie Preispolitik |
| url | http://bvbr.bib-bvb.de:8991/F?func=service&doc_library=BVB01&local_base=BVB01&doc_number=009540489&sequence=000002&line_number=0001&func_code=DB_RECORDS&service_type=MEDIA |
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