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.
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.
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
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
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