Six sigma pricing: improving pricing operations to increase profits
Gespeichert in:
| 1. Verfasser: | |
|---|---|
| Format: | Buch |
| Sprache: | English |
| Veröffentlicht: |
Upper Saddle River, N.J.
FT Press
2008
|
| Schlagworte: | |
| Online-Zugang: | Table of contents only Inhaltsverzeichnis |
| Beschreibung: | Includes bibliographical references (p. 245-248) and index |
| Beschreibung: | XXII, 260 S. graph. Darst. 24 cm |
| ISBN: | 0132288524 9780132288521 |
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| 245 | 1 | 0 | |a Six sigma pricing |b improving pricing operations to increase profits |c ManMohan S. Sodhi and Navdeep S. Sodhi |
| 264 | 1 | |a Upper Saddle River, N.J. |b FT Press |c 2008 | |
| 300 | |a XXII, 260 S. |b graph. Darst. |c 24 cm | ||
| 336 | |b txt |2 rdacontent | ||
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| 338 | |b nc |2 rdacarrier | ||
| 500 | |a Includes bibliographical references (p. 245-248) and index | ||
| 650 | 4 | |a Pricing | |
| 650 | 4 | |a Six sigma (Quality control standard) | |
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Datensatz im Suchindex
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Contents
Preface.xix
PART I Motivation and Context.1
1 Why Pricing Operations and Six Sigma Pricing.3
1.1 Introduction.4
1.2 Who Should Read This Book and How They
Should Read It.6
1.3 Why Target Pricing Operations.8
1.4 Pricing Challenges and Six Sigma Pricing .10
1.5 What Six Sigma Pricing Is .15
1.6 What Six Sigma Pricing Is Not.16
1.7 Summary .17
2 Profit Leaks from Inefficient Pricing Operations.19
2.1 Introduction.20
2.2 Examples of Price Leaks.21
2.3 Why Price Leaks Occur.29
2.4 The Role of the Pricing Function .35
2.5 Summary .37
3 Case Study—Pricing Operations and Six Sigma
Pricing.39
3.1 Introduction.40
3.2 Background .41
3.3 Six Sigma .42
3.4 Define.43
3.5 Measure .44
3.6 Analysis.48
3.7 Improvement.50
3.8 Control .51
3.9 Results.52
3.10 Summary.53
PART II Basics—Pricing Operations and Six Sigma.55
4 Price and Pricing.57
4.1 Introduction.58
4.2 Different Types of Prices.59
4.3 Different Levels of Pricing.63
4.4 Summary.68
5 Pricing Operations .71
5.1 Introduction.72
5.2 Processes and Roles.72
5.3 List Price Increase. 74
5.4 New Product Launch Pricing and Lifecycle
Maintenance.75
5.5 List Price Increase Due to Increase in
Input Costs.79
5.6 Promotions .85
5.7 Discount-setting and Concession Process .87
5.8 Analysis, Report, and Review Processes .88
5.9 Summary.89
6 Six Sigma .91
6.1 Introduction.92
6.2 Historical Background .92
6.3 Why Six Sigma and Not Five or Seven .95
6.4 Misperceptions of Six Sigma .98
6.5 Application of Six Sigma to Non-manufacturing
Situations.99
6.6 Five Steps of a Six Sigma Project (DMAIC).100
6.7 Summary.102
7 Tools for Six Sigma .105
7.1 Introduction.106
7.2 Tools for the Define Phase.106
¦------------------------------------------------------------
Viii SIX SIGMA PRICING
7.3 Tools for the Measure Phase.113
7.4 Tools for the Analyze Phase.116
7.5 Tools for the Improve Phase.126
7.6 Tools for the Control Phase.128
7.7 Summary .129
Part III Doing a Six Sigma Pricing Project. 131
8 Selecting a Six Sigma Pricing Project.133
8.1 Introduction.134
8.2 Acme.141
8.3 Summary .147
9 Define Phase.149
9.1 Introduction.150
9.2 The Charter .150
9.3 Customers and Their Requirements.155
9.4 High-level Process Map .155
9.5 Define Checklist .156
9.6 Acme.156
9.7 Summary.165
10 Measure Phase.167
10.1 Introduction.168
10.2 Process Map.169
10.3 Data Collection Plan.170
10.4 Acme.176
10.5 Summary.181
11 Analyze Phase.183
11.1 Introduction.184
11.2 Process Analysis.185
11.3 Root-Cause Analysis.187
11.4 Data Analysis.188
11.5 Acme.189
11.6 Summary.198
Contents
12 Improve and Control Phases .201
12.1 Introduction.202
12.2 Improve .202
12.3 Control.203
12.4 Final Presentation.204
12.5 Acme.205
12.6 Summary.218
PART IV Enterprisewide Deployment.219
13 Deploying Six Sigma Pricing Enterprisewide.221
13.1 Introduction.222
13.2 Developing an Enterprisewide Plan for
Six Sigma Pricing .224
13.3 Goals for Enterprisewide Deployment.229
13.4 A Starting Toolset for Six Sigma .231
13.5 Pitfalls and Challenges .232
13.3 Summary.237
14 The Takeaway.239
Notes.245
Index . 249
X SIX SIGMA PRICING
Table of Figures
2-1 Percentage of seats booked (load) over 100 days prior
to departure for a flight from the Asian country to the
United States compared to the traditional booking
curve for the same route.25
3-1 Pricing process at Acme.45
4-1 Price "waterfall" showing the difference between
the list price and the realized price.61
5-1 Typical roles in various processes.73
5-2 The price-value map shows relative price, relative
value, and market share (size of bubble) of competing
products.77
6-1 The bell-shaped normal distribution showing the
proportion of defects of items outside the acceptable
limits.95
7-1 Example of a Critical-to-Quality Tree .107
7-2 Example of a high-level process map.108
7-3 Example of stakeholder analysis.109
7-4 Example of a pie chart.Ill
7-5 Example of a frequency diagram .112
7-6 Example of a histogram.112
7-7 Example of a Pareto diagram .113
7-8 SIPOC example.115
7-9 Example of a cause-and-effect (C E) matrix.118
7-10 Example of FMEA .119
7-11 Example of a fishbone diagram .122
8-1 Project selection at Acme using a C E matrix
(sampling of items from a larger matrix).146
8-2 Pareto chart showing which direction or projects
would fix most problems.147
9-1 High-level process in scope at Acme.161
11-1 The variation in price level at Acme . 192
11-2 Boxplot of price levels at different transaction
sizes.193
11-3 Histogram for price levels at different transaction
sizes.194
11-4 Histogram (with normal approximation) with
approved price levels and invoiced price levels by
different transaction sizes.195
11-5 Results of ANOVA test for invoiced price levels
by transaction size.197
Xll SIX SIGMA PRICING
Table of Tables
1-1 An Illustration Showing Impact of Price Increase
Relative to Unit Sales Increase or Cost Decrease.9
1-2 Average Impact of 1% Improvement of Driver on
Operating Profit.9
2-1 Gross Margins and Net Margins in Different
Industries.23
2-2 Average Importance Ratings of Pricing Objectives by
Product Managers in a Medical Supplies Company .34
4-1 Pricing at Three Levels.63
6-1 Defects When Specifications Around the Mean Are
at a Given Sigma Level. 96
7-1 Statistical Technique to Use Depending on Type
of X and Y Variables .124
9-1 Baseline, Goal and Entitlement Values of the Six Sigma
Pricing Project at Acme in the Define Phase .160
9-2 Timeline for the Project at Acme .163
10-1 Data Fields in the Invoice and Quotations
Databases—entries marked (*) were deemed useful
for data analysis.181
12-1 Part of FMEA for Process Modifications.213
13-1 Tools Used in a Sample of 31 Six Sigma
service projects .232
Xlll |
| adam_txt |
Contents
Preface.xix
PART I Motivation and Context.1
1 Why Pricing Operations and Six Sigma Pricing.3
1.1 Introduction.4
1.2 Who Should Read This Book and How They
Should Read It.6
1.3 Why Target Pricing Operations.8
1.4 Pricing Challenges and Six Sigma Pricing .10
1.5 What Six Sigma Pricing Is .15
1.6 What Six Sigma Pricing Is Not.16
1.7 Summary .17
2 Profit Leaks from Inefficient Pricing Operations.19
2.1 Introduction.20
2.2 Examples of Price Leaks.21
2.3 Why Price Leaks Occur.29
2.4 The Role of the Pricing Function .35
2.5 Summary .37
3 Case Study—Pricing Operations and Six Sigma
Pricing.39
3.1 Introduction.40
3.2 Background .41
3.3 Six Sigma .42
3.4 Define.43
3.5 Measure .44
3.6 Analysis.48
3.7 Improvement.50
3.8 Control .51
3.9 Results.52
3.10 Summary.53
PART II Basics—Pricing Operations and Six Sigma.55
4 Price and Pricing.57
4.1 Introduction.58
4.2 Different Types of Prices.59
4.3 Different Levels of Pricing.63
4.4 Summary.68
5 Pricing Operations .71
5.1 Introduction.72
5.2 Processes and Roles.72
5.3 List Price Increase. 74
5.4 New Product Launch Pricing and Lifecycle
Maintenance.75
5.5 List Price Increase Due to Increase in
Input Costs.79
5.6 Promotions .85
5.7 Discount-setting and Concession Process .87
5.8 Analysis, Report, and Review Processes .88
5.9 Summary.89
6 Six Sigma .91
6.1 Introduction.92
6.2 Historical Background .92
6.3 Why Six Sigma and Not Five or Seven .95
6.4 Misperceptions of Six Sigma .98
6.5 Application of Six Sigma to Non-manufacturing
Situations.99
6.6 Five Steps of a Six Sigma Project (DMAIC).100
6.7 Summary.102
7 Tools for Six Sigma .105
7.1 Introduction.106
7.2 Tools for the Define Phase.106
¦------------------------------------------------------------
Viii SIX SIGMA PRICING
7.3 Tools for the Measure Phase.113
7.4 Tools for the Analyze Phase.116
7.5 Tools for the Improve Phase.126
7.6 Tools for the Control Phase.128
7.7 Summary .129
Part III Doing a Six Sigma Pricing Project. 131
8 Selecting a Six Sigma Pricing Project.133
8.1 Introduction.134
8.2 Acme.141
8.3 Summary .147
9 Define Phase.149
9.1 Introduction.150
9.2 The Charter .150
9.3 Customers and Their Requirements.155
9.4 High-level Process Map .155
9.5 Define Checklist .156
9.6 Acme.156
9.7 Summary.165
10 Measure Phase.167
10.1 Introduction.168
10.2 Process Map.169
10.3 Data Collection Plan.170
10.4 Acme.176
10.5 Summary.181
11 Analyze Phase.183
11.1 Introduction.184
11.2 Process Analysis.185
11.3 Root-Cause Analysis.187
11.4 Data Analysis.188
11.5 Acme.189
11.6 Summary.198
Contents
12 Improve and Control Phases .201
12.1 Introduction.202
12.2 Improve .202
12.3 Control.203
12.4 Final Presentation.204
12.5 Acme.205
12.6 Summary.218
PART IV Enterprisewide Deployment.219
13 Deploying Six Sigma Pricing Enterprisewide.221
13.1 Introduction.222
13.2 Developing an Enterprisewide Plan for
Six Sigma Pricing .224
13.3 Goals for Enterprisewide Deployment.229
13.4 A Starting Toolset for Six Sigma .231
13.5 Pitfalls and Challenges .232
13.3 Summary.237
14 The Takeaway.239
Notes.245
Index . 249
X SIX SIGMA PRICING
Table of Figures
2-1 Percentage of seats booked (load) over 100 days prior
to departure for a flight from the Asian country to the
United States compared to the traditional booking
curve for the same route.25
3-1 Pricing process at Acme.45
4-1 Price "waterfall" showing the difference between
the list price and the realized price.61
5-1 Typical roles in various processes.73
5-2 The price-value map shows relative price, relative
value, and market share (size of bubble) of competing
products.77
6-1 The bell-shaped normal distribution showing the
proportion of defects of items outside the acceptable
limits.95
7-1 Example of a Critical-to-Quality Tree .107
7-2 Example of a high-level process map.108
7-3 Example of stakeholder analysis.109
7-4 Example of a pie chart.Ill
7-5 Example of a frequency diagram .112
7-6 Example of a histogram.112
7-7 Example of a Pareto diagram .113
7-8 SIPOC example.115
7-9 Example of a cause-and-effect (C E) matrix.118
7-10 Example of FMEA .119
7-11 Example of a fishbone diagram .122
8-1 Project selection at Acme using a C E matrix
(sampling of items from a larger matrix).146
8-2 Pareto chart showing which direction or projects
would fix most problems.147
9-1 High-level process in scope at Acme.161
11-1 The variation in price level at Acme . 192
11-2 Boxplot of price levels at different transaction
sizes.193
11-3 Histogram for price levels at different transaction
sizes.194
11-4 Histogram (with normal approximation) with
approved price levels and invoiced price levels by
different transaction sizes.195
11-5 Results of ANOVA test for invoiced price levels
by transaction size.197
Xll SIX SIGMA PRICING
Table of Tables
1-1 An Illustration Showing Impact of Price Increase
Relative to Unit Sales Increase or Cost Decrease.9
1-2 Average Impact of 1% Improvement of Driver on
Operating Profit.9
2-1 Gross Margins and Net Margins in Different
Industries.23
2-2 Average Importance Ratings of Pricing Objectives by
Product Managers in a Medical Supplies Company .34
4-1 Pricing at Three Levels.63
6-1 Defects When Specifications Around the Mean Are
at a Given Sigma Level. 96
7-1 Statistical Technique to Use Depending on Type
of X and Y Variables .124
9-1 Baseline, Goal and Entitlement Values of the Six Sigma
Pricing Project at Acme in the Define Phase .160
9-2 Timeline for the Project at Acme .163
10-1 Data Fields in the Invoice and Quotations
Databases—entries marked (*) were deemed useful
for data analysis.181
12-1 Part of FMEA for Process Modifications.213
13-1 Tools Used in a Sample of 31 Six Sigma
service projects .232
Xlll |
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| illustrated | Illustrated |
| index_date | 2024-07-02T21:53:20Z |
| indexdate | 2025-01-10T09:02:28Z |
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| language | English |
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| publisher | FT Press |
| record_format | marc |
| spelling | Sodhi, ManMohan S. Verfasser aut Six sigma pricing improving pricing operations to increase profits ManMohan S. Sodhi and Navdeep S. Sodhi Upper Saddle River, N.J. FT Press 2008 XXII, 260 S. graph. Darst. 24 cm txt rdacontent n rdamedia nc rdacarrier Includes bibliographical references (p. 245-248) and index Pricing Six sigma (Quality control standard) Unternehmen (DE-588)4061963-1 gnd rswk-swf Preisbildung (DE-588)4047103-2 gnd rswk-swf Gewinn (DE-588)4020903-9 gnd rswk-swf Qualitätskontrolle (DE-588)4047968-7 gnd rswk-swf Unternehmen (DE-588)4061963-1 s Preisbildung (DE-588)4047103-2 s Qualitätskontrolle (DE-588)4047968-7 s Gewinn (DE-588)4020903-9 s DE-604 Sodhi, Navjot S. 1962- Sonstige (DE-588)115593594 oth http://www.loc.gov/catdir/toc/ecip0720/2007022471.html Table of contents only HBZ Datenaustausch application/pdf http://bvbr.bib-bvb.de:8991/F?func=service&doc_library=BVB01&local_base=BVB01&doc_number=016710532&sequence=000002&line_number=0001&func_code=DB_RECORDS&service_type=MEDIA Inhaltsverzeichnis |
| spellingShingle | Sodhi, ManMohan S. Six sigma pricing improving pricing operations to increase profits Pricing Six sigma (Quality control standard) Unternehmen (DE-588)4061963-1 gnd Preisbildung (DE-588)4047103-2 gnd Gewinn (DE-588)4020903-9 gnd Qualitätskontrolle (DE-588)4047968-7 gnd |
| subject_GND | (DE-588)4061963-1 (DE-588)4047103-2 (DE-588)4020903-9 (DE-588)4047968-7 |
| title | Six sigma pricing improving pricing operations to increase profits |
| title_auth | Six sigma pricing improving pricing operations to increase profits |
| title_exact_search | Six sigma pricing improving pricing operations to increase profits |
| title_exact_search_txtP | Six sigma pricing improving pricing operations to increase profits |
| title_full | Six sigma pricing improving pricing operations to increase profits ManMohan S. Sodhi and Navdeep S. Sodhi |
| title_fullStr | Six sigma pricing improving pricing operations to increase profits ManMohan S. Sodhi and Navdeep S. Sodhi |
| title_full_unstemmed | Six sigma pricing improving pricing operations to increase profits ManMohan S. Sodhi and Navdeep S. Sodhi |
| title_short | Six sigma pricing |
| title_sort | six sigma pricing improving pricing operations to increase profits |
| title_sub | improving pricing operations to increase profits |
| topic | Pricing Six sigma (Quality control standard) Unternehmen (DE-588)4061963-1 gnd Preisbildung (DE-588)4047103-2 gnd Gewinn (DE-588)4020903-9 gnd Qualitätskontrolle (DE-588)4047968-7 gnd |
| topic_facet | Pricing Six sigma (Quality control standard) Unternehmen Preisbildung Gewinn Qualitätskontrolle |
| url | http://www.loc.gov/catdir/toc/ecip0720/2007022471.html http://bvbr.bib-bvb.de:8991/F?func=service&doc_library=BVB01&local_base=BVB01&doc_number=016710532&sequence=000002&line_number=0001&func_code=DB_RECORDS&service_type=MEDIA |
| work_keys_str_mv | AT sodhimanmohans sixsigmapricingimprovingpricingoperationstoincreaseprofits AT sodhinavjots sixsigmapricingimprovingpricingoperationstoincreaseprofits |