Strategy and Tactics of Pricing

ISBN-10: 0136106811

ISBN-13: 9780136106814

Edition: 5th 2011 (Revised)

List price: $53.99 Buy it from $16.37
This item qualifies for FREE shipping

*A minimum purchase of $35 is required. Shipping is provided via FedEx SmartPost® and FedEx Express Saver®. Average delivery time is 1 – 5 business days, but is not guaranteed in that timeframe. Also allow 1 - 2 days for processing. Free shipping is eligible only in the continental United States and excludes Hawaii, Alaska and Puerto Rico. FedEx service marks used by permission."Marketplace" orders are not eligible for free or discounted shipping.

30 day, 100% satisfaction guarantee

If an item you ordered from TextbookRush does not meet your expectations due to an error on our part, simply fill out a return request and then return it by mail within 30 days of ordering it for a full refund of item cost.

Learn more about our returns policy

Description: For undergraduate introduction to Market Pricing courses. A comprehensive and practical, step-by-step guide to pricing analysis and strategy development. The Strategy and Tactics of Pricing shows readers how to manage markets strategically rather than simply calculate pricing based on product and profit in order to improve their competitiveness and the profitability of their offers. The fifth edition contains a new chapter on price implementation and several updated examples on pricing challenges in today's markets.

Used Starting from $78.72
New Starting from $123.55
what's this?
Rush Rewards U
Members Receive:
coins
coins
You have reached 400 XP and carrot coins. That is the daily max!

Study Briefs

Limited time offer: Get the first one free! (?)

All the information you need in one place! Each Study Brief is a summary of one specific subject; facts, figures, and explanations to help you learn faster.

Add to cart
Study Briefs
Business Ethics Online content $4.95 $1.99
Add to cart
Study Briefs
Business Law Online content $4.95 $1.99
Add to cart
Study Briefs
Management Online content $4.95 $1.99

Customers also bought

Loading
Loading
Loading
Loading
Loading
Loading
Loading
Loading
Loading
Loading

Book details

List price: $53.99
Edition: 5th
Copyright year: 2011
Publisher: Taylor & Francis Group
Publication date: 4/18/2016
Binding: Hardcover
Pages: 352
Size: 6.25" wide x 9.25" long x 1.00" tall
Weight: 1.628
Language: English

Preface
Strategic Pricing
Coordinating the Drivers of Profitability
Cost-Plus Pricing
Customer-Driven Pricing
Share-Driven Pricing
What Is Strategic Pricing?
Value Creation
Price Structure
Price and Value Communication
Pricing Policy
Price Level
Implementing the Pricing Strategy
Summary
Notes
Value Creation
The Source of Pricing Advantage
The Role of Value in Pricing
How to Estimate Economic Value
Competitive Reference Prices
Estimating Monetary Value
Monetary Value Estimation: An Illustration
Estimating Psychological Value
Psychological Value Estimation: An Illustration
The High Cost of Shortcuts
Value-Based Market Segmentation
Determine Basic Segmentation Criteria
Identify Discriminating Value Drivers
Determine Your Operational Constraints and Advantages
Create Primary and Secondary Segments
Create Detailed Segment Descriptions
Develop Segment Metrics and Fences
Summary
Notes
Price Structure
Tactics for Pricing Differently Across Segments
Price-Offer Configuration
Optimizing an Offer Bundle
Designing Segment Specific Bundles
Unbundling Strategically
Price Metrics
Creating Good Price Metrics
Performance-Based Metrics
Tie-Ins as Metrics
Price Fences
Buyer Identification Fences
Purchase Location Fences
Time of Purchase Fences
Purchase Quantity Fences
Summary
Notes
Price and Value Communication
Strategies to Influence Willingness-to-Pay
Value Communication
Adapting the Message for Product Characteristics
Adapting the Message to Purchase Context
The Buying Process
Multiple Participants in the Buying Process
Price Communication
Proportional Price Evaluations
Reference Prices
Perceived Fairness
Gain-Loss Framing
Summary
Notes
Pricing Policy
Managing Expectations to Improve Price Realization
Policy Development
Policies for Responding to Price Objections
The Problem with Ad Hoc Negotiation
The Benefits of Policies for Price Negotiation
Policies for Different Buyer Types
Policies for Dealing with Power Buyers
Policies for Managing Price Increases
Policies for Leading an Industry-Wide Increase
Policies for Transitioning from Low One-Off Pricing
Policies for Dealing with an Economic Downturn
Policies for Promotional Pricing
Summary
Notes
Price Level
Setting the Right Price for Sustainable Profit
The Price-Setting Process
Defining the Price Window
Establishing an Initial Price Point
Pricing Objectives
Defining the Price-Volume Trade-off
Estimating Consumer Response
Communicate New Prices to the Market
Summary
Notes
Pricing Over the Product Life Cycle
Adapting Strategy in an Evolving Market
New Products and the Product Life Cycle
Pricing the Innovation for Market Introduction
Communicating Value with Trial Promotions
Communicating Value with Direct Sales
Marketing Innovations Through Distribution Channels
Pricing New Products for Growth
Pricing within a Differentiated Product Strategy
Pricing within a Cost Leadership Strategy
Price Reductions in Growth
Pricing the Established Product in Maturity
Pricing a Product in Market Decline
Alternative Strategies in Decline
Summary
Notes
Pricing Strategy Implementation
Embedding Strategic Pricing in the Organization
Organization
Resale Price-Fixing or Encouragement
Vertical Price-Fixing
Direct Dealing Programs
Resale Price Encouragement
Price and Promotional Discrimination
Price Discrimination
Defenses to Price Discrimination
Promotional Discrimination
Competitive Injury, Defenses, and Indirect Purchasers
Using Nonprice Variables to Support Pricing Goals
Vertical Nonprice Restrictions
Nonprice Incentives
Other Pricing Issues
Predatory Pricing
Price Signaling
Summary
Notes
Index
×
Free shipping on orders over $35*

*A minimum purchase of $35 is required. Shipping is provided via FedEx SmartPost® and FedEx Express Saver®. Average delivery time is 1 – 5 business days, but is not guaranteed in that timeframe. Also allow 1 - 2 days for processing. Free shipping is eligible only in the continental United States and excludes Hawaii, Alaska and Puerto Rico. FedEx service marks used by permission."Marketplace" orders are not eligible for free or discounted shipping.

Learn more about the TextbookRush Marketplace.

×