Value First, Then Price: Building Value-Based Pricing Strategies - Brossura

Brossura

ISBN 10: 1032012129 ISBN 13: 9781032012124

Casa editrice: Routledge, 2021

Riassunto

Value-based pricing – pricing a product or service according to its value to the customer rather than its cost – is the most effective and profitable pricing strategy. Value First, Then Price is an innovative collection that proposes a quantitative methodology to value pricing and road-tests this methodology through a wide variety of real-life industrial and B2B cases.

This book offers a state-of-the art and best practice overview of how leading companies quantify and document value to customers. In doing so, it provides students and researchers with a method by which to draw invaluable data-driven conclusions, and gives sales and marketing managers the theories and best practices they need to quantify the value of their products and services to industrial and B2B purchasers. The 2nd edition of this highly-regarded text has been updated in line with current research and practice, offering three new chapters covering new case studies and best practice examples of quantified value propositions, the future of value quantification, and value quantification for intangibles.

With contributions from global industry experts this book combines cutting edge research on value quantification and value quantification capabilities with real-life, practical examples. It is essential reading for postgraduate students in Sales and Marketing with an interest in Pricing Strategy, sales and pricing specialists, as well as business strategists, in both research and practice.

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Informazioni sull'autore

Andreas Hinterhuber is Associate Professor at the Department of Management at Università Ca' Foscari Venezia, Italy.

Todd C. Snelgrove is Senior Managing Partner at Experts in Value in Clarkston, MI, USA.

Dettagli dell'edizione

• Editore: Routledge
• Data di pubblicazione: 2021
• Lingua: Inglese
• ISBN 10: 1032012129
• ISBN 13: 9781032012124
• Rilegatura: Copertina flessibile
• Numero edizione: 2
• Numero di pagine: 288
• Redattore: Hinterhuber Andreas, Snelgrove Todd C.
• Contatto del produttore: Taylor and Francis, GPSR Taylor and Francis; gpsr@taylorandfrancis.com; ; Taylor & Francis Verlag GmbH, Kaufingerstraße 24; München; 80331; Germania