The ROI of Pricing

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

• Broschiertes Buch

Produktbeschreibung

As with executives and managers in so many other business functions, pricing specialists are being challenged more and more to substantiate the added value of their activities. Pricing is a core function of every business, and needs not only to contribute positively to short- and long-term results, but also to document its impact to the bottom line. A fundamental part of this is the pricing ROI calculations. This book, edited by globally renowned thought leaders Andreas Hinterhuber and Stephan Liozu, is the first to outline contemporary theories and best practices of documenting pricing ROI. It provides proven methods, practices and theories on how to calculate the impact of pricing activities on performance. Marketing ROI is now a common concept: this collection proves to do the same for pricing. Hinterhuber & Liozu introduce the concept of pricing ROI, documenting and quantifying the return on pricing activities and on the pricing function itself is of increasing relevance today and in the future - in times of budget constraints. 20 world class specialists explore the concept of pricing ROI under both a theoretical perspective and a managerial perspective to shed much-needed light on how to measure and increase pricing ROI. This groundbreaking book will enlighten students and specialists of marketing and sales, pricing managers and executives alike.

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Produktdetails

• Verlag: Routledge
• Seitenzahl: 240
• Erscheinungstermin: 23. Januar 2014
• Englisch
• Abmessung: 234mm x 156mm x 13mm
• Gewicht: 371g
• ISBN-13: 9780415730716
• ISBN-10: 0415730716
• Artikelnr.: 39354804

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