The ROI of Pricing

Measuring the Impact and Making the Business Case
Herausgeber: Liozu, Stephan; Hinterhuber, Andreas

• Gebundenes Buch

Produktbeschreibung

This book is the first to outline contemporary theories and best practices of documenting pricing ROI and making the case for pricing investments. It provides proven methods, practices and theories on how to calculate the impact of pricing activities on performance. This ground breaking book will enlighten students and specialists of marketing and sales, pricing managers and executives alike.

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Produktdetails

• Verlag: Taylor & Francis Ltd (Sales)
• Seitenzahl: 220
• Erscheinungstermin: 17. Januar 2014
• Englisch
• Abmessung: 236mm x 157mm x 23mm
• Gewicht: 590g
• ISBN-13: 9780415833790
• ISBN-10: 0415833795
• Artikelnr.: 39354519

Autorenporträt

Stephan M. Liozu is the Founder of Value Innoruption Advisors based in the USA. Andreas Hinterhuber is a Partner of Hinterhuber & Partners based in Austria

Inhaltsangabe

0. Introduction: Pricing - From Finance Back to Finance: The Coming of Age
of Pricing ROI Liozu & Hinterhuber 1. Value-Based Pricing ROI Best &
Vomocil 2. Cannibalization - Five Easy Pieces Hinterhuber 3. Is There a
Long-Term Return on Price Promotions? Balan 4. Pricing Modelling as a
Strategic Leverage for Knowledge Intensive Start-Ups: An Explorative Case
Study in the Luxury Fashion Industry Denicolai & Merli 5.Making the
business case for value-based pricing investments Liozu 6.Evaluating the
Impact of Pricing Actions to Drive Further Actions Ruggiero & Haedt
7.Using VOC to Ensure Product Launch Success: "A Case Study Showing How One
Firm Prevented a Launch Misfire" Trevenen 8.The Power and Impact of Quick
Wins Liozu & Chenal 9.Illuminating Value Capture With Return On Pricing
Investment Sodhi 10.Case Study on Breakeven Analysis Indounas
11.Allocating Pricing Resources with a More Strategic ROI Calculation
Dvorin & Lennon 12.Making the Case for Value-Based Pricing Software in B2B
Markets Arnold 13.Translating Pricing Software Enabled Capabilities to
Meaningful Financial Impacts: A Holistic Approach Zawada, Collins & Fuehne
14.Interview with a Pricing Leader: Robert Smith 15.ROI & Impact of
Pricing: The State of the Profession Liozu 16.Closing Thoughts Mitchell