Value First, Then Price
Building Value-Based Pricing Strategies
Herausgeber: Hinterhuber, Andreas; Snelgrove, Todd C.
Value First, Then Price
Building Value-Based Pricing Strategies
Herausgeber: Hinterhuber, Andreas; Snelgrove, Todd C.
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Value-based pricingâ pricing a product or service according to its value to the customer rather than its costâ is the most effective and profitable pricing strategy. This innovative collection proposes a quantitative methodology to value pricing and road-tests this methodology through a wide variety of real-life industrial and B2B cases.
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Value-based pricingâ pricing a product or service according to its value to the customer rather than its costâ is the most effective and profitable pricing strategy. This innovative collection proposes a quantitative methodology to value pricing and road-tests this methodology through a wide variety of real-life industrial and B2B cases.
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Hinweis: Dieser Artikel kann nur an eine deutsche Lieferadresse ausgeliefert werden.
Produktdetails
- Produktdetails
- Verlag: Taylor & Francis Ltd
- 2 ed
- Seitenzahl: 272
- Erscheinungstermin: 28. Dezember 2021
- Englisch
- Abmessung: 245mm x 175mm x 20mm
- Gewicht: 512g
- ISBN-13: 9781032012124
- ISBN-10: 1032012129
- Artikelnr.: 62574273
- Verlag: Taylor & Francis Ltd
- 2 ed
- Seitenzahl: 272
- Erscheinungstermin: 28. Dezember 2021
- Englisch
- Abmessung: 245mm x 175mm x 20mm
- Gewicht: 512g
- ISBN-13: 9781032012124
- ISBN-10: 1032012129
- Artikelnr.: 62574273
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.
Part I: Introduction 1. Introduction Part 2: Selling Value: Value
Quantification Capabilities 2. Value First, Then Price: The New Paradigm of
B2B Buying and Selling 3. Interview: Processes and capabilities for value
quantification 4. Muddling through on Customer Value in Business Markets?
5. Interview: Nurturing value quantification capabilities in Strategic
Account Managers 6. Salesforce Confidence and Proficiency: The Main
Cornerstone of Effective Customer Value Management Part III: Selling Value:
Best Practices in Value Quantification 7. Value quantification: Processes
and best practices to document and quantify value in B2B 8. Quantifying
your value so customers are willing and able to pay for it 9. An
inside-look at value quantification of competitive advantages: how industry
leaders prove value to their customers 10. Value quantification for
services 11. Quantifying intangible benefits: best practices to increase
willingness to pay while creating longer-lasting customer relationships 12.
Towards a shared understanding of value in B2B exchange: Discovering,
selecting, quantifying, and sharing value Part IV: Buying on Value: Value
Quantification and B2B Purchasing 13. Value first, cost later: Total Value
Contribution as a new approach to sourcing decisions 14. Interview: Selling
value to purchasing 15. Using Best Value to Get the Best Bottom Line 16.
Value Selling: The crucial importance of access to decision makers from the
procurement perspective 17. The Sourcing Continuum to Achieve Collaboration
and Value Part V: Value Quantification and Organizational Change Management
18. Interview: Implementing value quantification in B2B 19. Interview: The
ring of truth - value quantification in B2B services Part VI: Buying and
Selling on Value: Value Quantification Tools 20. A Question of Value:
Customer Value Mapping versus Economic Value Modeling 21. Why start-ups
should consider using value propositions 22. Creating and Sustaining
Competitive Advantage Through Documented Total Cost Savings Part VII:
Epilogue 23. A call to action: value quantification in B2B buying and
selling 24. Quotes and Statistics to Help you on Your Value Selling Journey
25. The Present and Future of Value Quantification
Quantification Capabilities 2. Value First, Then Price: The New Paradigm of
B2B Buying and Selling 3. Interview: Processes and capabilities for value
quantification 4. Muddling through on Customer Value in Business Markets?
5. Interview: Nurturing value quantification capabilities in Strategic
Account Managers 6. Salesforce Confidence and Proficiency: The Main
Cornerstone of Effective Customer Value Management Part III: Selling Value:
Best Practices in Value Quantification 7. Value quantification: Processes
and best practices to document and quantify value in B2B 8. Quantifying
your value so customers are willing and able to pay for it 9. An
inside-look at value quantification of competitive advantages: how industry
leaders prove value to their customers 10. Value quantification for
services 11. Quantifying intangible benefits: best practices to increase
willingness to pay while creating longer-lasting customer relationships 12.
Towards a shared understanding of value in B2B exchange: Discovering,
selecting, quantifying, and sharing value Part IV: Buying on Value: Value
Quantification and B2B Purchasing 13. Value first, cost later: Total Value
Contribution as a new approach to sourcing decisions 14. Interview: Selling
value to purchasing 15. Using Best Value to Get the Best Bottom Line 16.
Value Selling: The crucial importance of access to decision makers from the
procurement perspective 17. The Sourcing Continuum to Achieve Collaboration
and Value Part V: Value Quantification and Organizational Change Management
18. Interview: Implementing value quantification in B2B 19. Interview: The
ring of truth - value quantification in B2B services Part VI: Buying and
Selling on Value: Value Quantification Tools 20. A Question of Value:
Customer Value Mapping versus Economic Value Modeling 21. Why start-ups
should consider using value propositions 22. Creating and Sustaining
Competitive Advantage Through Documented Total Cost Savings Part VII:
Epilogue 23. A call to action: value quantification in B2B buying and
selling 24. Quotes and Statistics to Help you on Your Value Selling Journey
25. The Present and Future of Value Quantification
Part I: Introduction 1. Introduction Part 2: Selling Value: Value
Quantification Capabilities 2. Value First, Then Price: The New Paradigm of
B2B Buying and Selling 3. Interview: Processes and capabilities for value
quantification 4. Muddling through on Customer Value in Business Markets?
5. Interview: Nurturing value quantification capabilities in Strategic
Account Managers 6. Salesforce Confidence and Proficiency: The Main
Cornerstone of Effective Customer Value Management Part III: Selling Value:
Best Practices in Value Quantification 7. Value quantification: Processes
and best practices to document and quantify value in B2B 8. Quantifying
your value so customers are willing and able to pay for it 9. An
inside-look at value quantification of competitive advantages: how industry
leaders prove value to their customers 10. Value quantification for
services 11. Quantifying intangible benefits: best practices to increase
willingness to pay while creating longer-lasting customer relationships 12.
Towards a shared understanding of value in B2B exchange: Discovering,
selecting, quantifying, and sharing value Part IV: Buying on Value: Value
Quantification and B2B Purchasing 13. Value first, cost later: Total Value
Contribution as a new approach to sourcing decisions 14. Interview: Selling
value to purchasing 15. Using Best Value to Get the Best Bottom Line 16.
Value Selling: The crucial importance of access to decision makers from the
procurement perspective 17. The Sourcing Continuum to Achieve Collaboration
and Value Part V: Value Quantification and Organizational Change Management
18. Interview: Implementing value quantification in B2B 19. Interview: The
ring of truth - value quantification in B2B services Part VI: Buying and
Selling on Value: Value Quantification Tools 20. A Question of Value:
Customer Value Mapping versus Economic Value Modeling 21. Why start-ups
should consider using value propositions 22. Creating and Sustaining
Competitive Advantage Through Documented Total Cost Savings Part VII:
Epilogue 23. A call to action: value quantification in B2B buying and
selling 24. Quotes and Statistics to Help you on Your Value Selling Journey
25. The Present and Future of Value Quantification
Quantification Capabilities 2. Value First, Then Price: The New Paradigm of
B2B Buying and Selling 3. Interview: Processes and capabilities for value
quantification 4. Muddling through on Customer Value in Business Markets?
5. Interview: Nurturing value quantification capabilities in Strategic
Account Managers 6. Salesforce Confidence and Proficiency: The Main
Cornerstone of Effective Customer Value Management Part III: Selling Value:
Best Practices in Value Quantification 7. Value quantification: Processes
and best practices to document and quantify value in B2B 8. Quantifying
your value so customers are willing and able to pay for it 9. An
inside-look at value quantification of competitive advantages: how industry
leaders prove value to their customers 10. Value quantification for
services 11. Quantifying intangible benefits: best practices to increase
willingness to pay while creating longer-lasting customer relationships 12.
Towards a shared understanding of value in B2B exchange: Discovering,
selecting, quantifying, and sharing value Part IV: Buying on Value: Value
Quantification and B2B Purchasing 13. Value first, cost later: Total Value
Contribution as a new approach to sourcing decisions 14. Interview: Selling
value to purchasing 15. Using Best Value to Get the Best Bottom Line 16.
Value Selling: The crucial importance of access to decision makers from the
procurement perspective 17. The Sourcing Continuum to Achieve Collaboration
and Value Part V: Value Quantification and Organizational Change Management
18. Interview: Implementing value quantification in B2B 19. Interview: The
ring of truth - value quantification in B2B services Part VI: Buying and
Selling on Value: Value Quantification Tools 20. A Question of Value:
Customer Value Mapping versus Economic Value Modeling 21. Why start-ups
should consider using value propositions 22. Creating and Sustaining
Competitive Advantage Through Documented Total Cost Savings Part VII:
Epilogue 23. A call to action: value quantification in B2B buying and
selling 24. Quotes and Statistics to Help you on Your Value Selling Journey
25. The Present and Future of Value Quantification