Value first, then price: building value-based pricing strategies
Gespeichert in:
| Weitere Verfasser: | , |
|---|---|
| Format: | Buch |
| Sprache: | English |
| Veröffentlicht: |
London ; New York
Routledge
2022
|
| Ausgabe: | Second edition |
| Schlagworte: | |
| Online-Zugang: | Inhaltsverzeichnis |
| Beschreibung: | xvi, 272 Seiten Illustrationen, Diagramme |
| ISBN: | 9781032012124 9781032012193 |
Internformat
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Contents List of editors List of contributors xii xiii PARTI Introduction 1 Introduction: quantifying and documenting value in business markets 1 3 HINTERHUBER, ANDREAS AND SNELGROVE, TODD C. PART II Selling value: value quantificationcapabilities 2 Value first, then price: the new paradigm of B2B buying and selling 15 17 HINTERHUBER, ANDREAS, SNELGROVE, TODD C, AND STENSSON, BO-INGE 3 Interview: processes and capabilities for value quantification 26 HINTERHUBER, ANDREAS AND RUSSELL, ROBERT 4 Muddling through on customervalue inbusiness markets? 38 SNELGROVE, TODD C, AND ANDERSON, JAMES C. 5 Interview: nurturing value quantification capabilities in strategic account managers 48 HINTERHUBER, ANDREAS, SNELGROVE, TODD C., AND QUANCARD, BERNARD L. 6 Salesforce confidence and proficiency - the main cornerstone of effective customer value management KLEINER, GARY 56
x Contents PART III Selling value — best practices in value quantification 7 Value quantification - processes and best practices to document and quantify value in B2B 65 67 HINTERHUBER, ANDREAS 8 Quantifying your value so customers are willing and able to pay for it 81 SNELGROVE, TODD C. 9 An inside look at value quantification of competitive advantages: how industry leaders prove value to their customers 96 EVANDRO, POLLONO *· 10 Quantifying the value of services 106 SNELGROVE, TODD C. 11 Quantifying intangible benefits: best practices to increase willingness to pay while creating longer-lasting customer relationships 111 PAOLO, DE ANGELI AND EVANDRO, POLLONO 12 Toward a shared understanding of value in B2B exchange: discovering, selecting, quantifying, and sharing value 119 PEKKA, TÖYTÄRI AND RAJALA, RISTO PART IV Buying on value — value quantification and B2B purchasing 133 13 Value first, cost later: total value contribution as a new approach to sourcing decisions 135 GRAY, JOHN V, HELPER, SUSAN, AND OSBORN, BEVERLY 14 Interview: selling value to purchasing 149 SNELGROVE, TODD C. AND STENSSON, BO-INGE 15 Using best value to get the best bottom line 153 VITASEK, KATE 16 Value selling: the crucial importance of access to decision makers from the procurement perspective MAGUIRE, ROB 166
Contents 17 The sourcing continuum to achieve collaboration and value xi 180 VITASEK, KATE PART V Value quantification and organizational change management 191 18 Interview: implementing value quantification in B2B 193 HINTERHUBER, ANDREAS AND HEUTGER, MATTHIAS 19 Interview: the ring of truth - value quantification in B2B services 199 HINTERHUBER, ANDREAS AND KEMPS, PASCAL PART VI Buying and selling on value — value quantification tools 215 20 A question of value: customer value mapping versus economic value modeling 217 NAGLE, THOMAS T. AND SMITH, GERALD 21 Why start-ups shouldconsider using value propositions 225 FOOS, LENNART AND KIRCHBERGER, MARKUS 22 Creating and sustaining competitive advantage through documented total cost savings 240 UNDERHILL, TIM PART VII Epilogue 249 23 A call to action: value quantification in B2B buying and selling 251 SNELGROVE, TODD C. 24 Quotes and statistics to help you on your value-selling journey 253 SNELGROVE, TODD C. 25 Interview: the present and future of value quantification 255 HINTERHUBER, ANDREAS AND SNELGROVE, TODD C. Index 263 |
| adam_txt |
Contents List of editors List of contributors xii xiii PARTI Introduction 1 Introduction: quantifying and documenting value in business markets 1 3 HINTERHUBER, ANDREAS AND SNELGROVE, TODD C. PART II Selling value: value quantificationcapabilities 2 Value first, then price: the new paradigm of B2B buying and selling 15 17 HINTERHUBER, ANDREAS, SNELGROVE, TODD C, AND STENSSON, BO-INGE 3 Interview: processes and capabilities for value quantification 26 HINTERHUBER, ANDREAS AND RUSSELL, ROBERT 4 Muddling through on customervalue inbusiness markets? 38 SNELGROVE, TODD C, AND ANDERSON, JAMES C. 5 Interview: nurturing value quantification capabilities in strategic account managers 48 HINTERHUBER, ANDREAS, SNELGROVE, TODD C., AND QUANCARD, BERNARD L. 6 Salesforce confidence and proficiency - the main cornerstone of effective customer value management KLEINER, GARY 56
x Contents PART III Selling value — best practices in value quantification 7 Value quantification - processes and best practices to document and quantify value in B2B 65 67 HINTERHUBER, ANDREAS 8 Quantifying your value so customers are willing and able to pay for it 81 SNELGROVE, TODD C. 9 An inside look at value quantification of competitive advantages: how industry leaders prove value to their customers 96 EVANDRO, POLLONO *· 10 Quantifying the value of services 106 SNELGROVE, TODD C. 11 Quantifying intangible benefits: best practices to increase willingness to pay while creating longer-lasting customer relationships 111 PAOLO, DE ANGELI AND EVANDRO, POLLONO 12 Toward a shared understanding of value in B2B exchange: discovering, selecting, quantifying, and sharing value 119 PEKKA, TÖYTÄRI AND RAJALA, RISTO PART IV Buying on value — value quantification and B2B purchasing 133 13 Value first, cost later: total value contribution as a new approach to sourcing decisions 135 GRAY, JOHN V, HELPER, SUSAN, AND OSBORN, BEVERLY 14 Interview: selling value to purchasing 149 SNELGROVE, TODD C. AND STENSSON, BO-INGE 15 Using best value to get the best bottom line 153 VITASEK, KATE 16 Value selling: the crucial importance of access to decision makers from the procurement perspective MAGUIRE, ROB 166
Contents 17 The sourcing continuum to achieve collaboration and value xi 180 VITASEK, KATE PART V Value quantification and organizational change management 191 18 Interview: implementing value quantification in B2B 193 HINTERHUBER, ANDREAS AND HEUTGER, MATTHIAS 19 Interview: the ring of truth - value quantification in B2B services 199 HINTERHUBER, ANDREAS AND KEMPS, PASCAL PART VI Buying and selling on value — value quantification tools 215 20 A question of value: customer value mapping versus economic value modeling 217 NAGLE, THOMAS T. AND SMITH, GERALD 21 Why start-ups shouldconsider using value propositions 225 FOOS, LENNART AND KIRCHBERGER, MARKUS 22 Creating and sustaining competitive advantage through documented total cost savings 240 UNDERHILL, TIM PART VII Epilogue 249 23 A call to action: value quantification in B2B buying and selling 251 SNELGROVE, TODD C. 24 Quotes and statistics to help you on your value-selling journey 253 SNELGROVE, TODD C. 25 Interview: the present and future of value quantification 255 HINTERHUBER, ANDREAS AND SNELGROVE, TODD C. Index 263 |
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| spelling | Value first, then price building value-based pricing strategies edited by Andreas Hinterhuber and Todd C. Snelgrove Second edition London ; New York Routledge 2022 xvi, 272 Seiten Illustrationen, Diagramme txt rdacontent n rdamedia nc rdacarrier Preispolitik (DE-588)4047118-4 gnd rswk-swf Business-to-Business-Marketing (DE-588)4631075-7 gnd rswk-swf (DE-588)4143413-4 Aufsatzsammlung gnd-content Business-to-Business-Marketing (DE-588)4631075-7 s Preispolitik (DE-588)4047118-4 s b DE-604 Hinterhuber, Andreas (DE-588)171422589 edt Snelgrove, Todd C. (DE-588)1116352621 edt Erscheint auch als Online-Ausgabe, EPUB 978-1-003-17793-7 Digitalisierung UB Regensburg - ADAM Catalogue Enrichment application/pdf http://bvbr.bib-bvb.de:8991/F?func=service&doc_library=BVB01&local_base=BVB01&doc_number=033186065&sequence=000001&line_number=0001&func_code=DB_RECORDS&service_type=MEDIA Inhaltsverzeichnis |
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| title | Value first, then price building value-based pricing strategies |
| title_auth | Value first, then price building value-based pricing strategies |
| title_exact_search | Value first, then price building value-based pricing strategies |
| title_exact_search_txtP | Value first, then price building value-based pricing strategies |
| title_full | Value first, then price building value-based pricing strategies edited by Andreas Hinterhuber and Todd C. Snelgrove |
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| title_full_unstemmed | Value first, then price building value-based pricing strategies edited by Andreas Hinterhuber and Todd C. Snelgrove |
| title_short | Value first, then price |
| title_sort | value first then price building value based pricing strategies |
| title_sub | building value-based pricing strategies |
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| topic_facet | Preispolitik Business-to-Business-Marketing Aufsatzsammlung |
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