The price advantage:
Gespeichert in:
| 1. Verfasser: | |
|---|---|
| Format: | Buch |
| Sprache: | English |
| Veröffentlicht: |
Hoboken, NJ
Wiley
2010
|
| Ausgabe: | 2. ed. |
| Schriftenreihe: | Wiley finance series
|
| Schlagworte: | |
| Online-Zugang: | Inhaltstext Inhaltsverzeichnis |
| Beschreibung: | Includes index |
| Beschreibung: | XVIII, 366 S. Ill., graph. Darst. |
| ISBN: | 9780470481776 0470481773 |
Internformat
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Datensatz im Suchindex
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| adam_text |
Titel: The price advantage
Autor: Baker, Walter
Jahr: 2010
Contents
Preface xiii
Acknowledgments xvii
PART ONE
Fundamentals
CHAPTER 1
Introduction 3
The Power of 1 Percent 3
The Price/Volume Tradeoff 6
Market Forces Add Pressure 7
The Nobility of Pricing Excellence 10
Why the Price Advantage Is So Rare 10
CHAPTB2
Components of Pricing Excellence 18
An Integrated Approach 15
An Interdependent Hierarchy 18
Applying to Your Company-Pinpointing the Opportunity 19
Exptoring the Levels 23
CHAPTH13
PART TWO 25
The Pocket Price Waterfall 26
The Pocket Price Band 29
The Soundco Radio Company Case 32
Pocket Margin Waterfall and Band 39
Alen Glass Company Case 40
CHAPTER 4
Customer Value 45
Mapping Value 46
Creating a Value Map 46
Making Moves on the Value Map 57
Putting Customers on the Value Map 67
Value Profiling 69
CHAPTER 5
Market Strategv 75
Profiting from Better Price Predictions 77
Planning for an Expected Price Change 78
Maintaining Optimal Production and Capacity 79
Improving Pricing Conduct 80
Influencing the Elements of Pricing Conduct 82
A Word on Followership 89
CHAPTER 8
Pricing Infrastructure 93
Processes-What Are the Most Critical Types of
Pricing Decisions for Your Business? 95
Organization-Who Is Running the Pricing
Profit Center? 99
Performance Management-How Should We
Recognize and Reward Pricing Performance? 103
Systems and Tools-No Magic Bullet Exists 107
PART THREE
Unique Events 113
CHAPTER 7
Postmerger Pricing 115
A Temporary Window of Opportunity 116
Tremendous Opportunities at Each
Pricing Level 119
Avoiding Common Postmerger Traps 127
Antitrust Laws 130
CHAPTER 8
Price Wars 138
Why Price Wars Should Be Avoided 133
What Really Causes Price Wars 136
Staying Out of Price Wars 141
Getting Out of Price Wars 144
When a Price War Might Make Sense 145
PART FOUR
Expanding the Boundaries 148
CHAPTER 9
Legal Degrees of Freedom 151
Pricing Decisions That Raise Red Flags 153
Minimizing Risks While Meeting Pricing Objectives 156
Calling in the Attorneys 162
CHAPTER 10
Lifecycle Pricing 165
What Makes Lifecycle Pricing Tough 166
The Three Phases of Product Lifecycle Pricing 168
Sustaining Returns Across the Lifecycle 179
CHAPTER 11
Pricing Architecture 183
Managing Price Perception 183
Influencing Customer Behavior 185
Price Architecture Based on Supplier Role 191
PART FIVE
Advanced Topics 197
CHAPTER 12
Complexlty Management 198
Section One: Custom-Configured Products 199
Section Two: High-Count Product Lines 207
Section Three: Distributed Sales Models 212
CHAPTER 13
Tallerod Value 221
Section One: Price Segmentation 221
Section Two: Tiered Products and Services 226
Section Three: New Products 230
Section Four: "Razor/Razor Blades" Offerings 236
Section Five: Solutions 240
CHAPTER 14
Sottware aid Information Products 247
Unique Characteristics That Impact Pricing 247
Exploring the Elements of Pricing 250
PART SIX
Making Change Happen 265
CHAPTER 15
Pricing Transformation 267
Designing a Clear Change Program 268
Accelerating and Embedding Change 276
CHAPTER 16
The Monnarch Battery Case 287
The Monnarch Battery Company 287
Transactions 289
Customer Value 293
Market Strategy 296
Capturing the Monnarch Pricing Opportunity 298
Hard-Wiring the Change 302
305
APPENDIX 1
Pocket Price and Pocket Margin Waterfalls 307
APPENDIX 2
Antitrust Issues 827
U.S. Pricing Law 327
EU Pricing Law 335
Antitrust Information Sources 342
APPENDIX 3
List of Acronyms and Abbreviations 353
APPENDIX 4
About the Web-Rased Tool: Parisern 355
About the Authors 357
Index 359 |
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| institution | BVB |
| isbn | 9780470481776 0470481773 |
| language | English |
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| physical | XVIII, 366 S. Ill., graph. Darst. |
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| spelling | Baker, Walter Verfasser (DE-588)136853676 aut The price advantage Walter L. Baker ; Michael V. Marn ; Craig C. Zawada 2. ed. Hoboken, NJ Wiley 2010 XVIII, 366 S. Ill., graph. Darst. txt rdacontent n rdamedia nc rdacarrier Wiley finance series Includes index Pricing Preispolitik (DE-588)4047118-4 gnd rswk-swf Preispolitik (DE-588)4047118-4 s DE-188 Marn, Michael V. Sonstige oth Zawada, Craig C. Sonstige oth text/html http://deposit.dnb.de/cgi-bin/dokserv?id=3428321&prov=M&dok_var=1&dok_ext=htm Inhaltstext HBZ Datenaustausch application/pdf http://bvbr.bib-bvb.de:8991/F?func=service&doc_library=BVB01&local_base=BVB01&doc_number=019012979&sequence=000006&line_number=0001&func_code=DB_RECORDS&service_type=MEDIA Inhaltsverzeichnis |
| spellingShingle | Baker, Walter The price advantage Pricing Preispolitik (DE-588)4047118-4 gnd |
| subject_GND | (DE-588)4047118-4 |
| title | The price advantage |
| title_auth | The price advantage |
| title_exact_search | The price advantage |
| title_full | The price advantage Walter L. Baker ; Michael V. Marn ; Craig C. Zawada |
| title_fullStr | The price advantage Walter L. Baker ; Michael V. Marn ; Craig C. Zawada |
| title_full_unstemmed | The price advantage Walter L. Baker ; Michael V. Marn ; Craig C. Zawada |
| title_short | The price advantage |
| title_sort | the price advantage |
| topic | Pricing Preispolitik (DE-588)4047118-4 gnd |
| topic_facet | Pricing Preispolitik |
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