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The strategy and tactics of pricing : a guide to profitable decision making / Thomas T. Nagle, Reed K. Holden.
1995
T 221 NAG.S
Available at WIPO Library
Items
Details
Title
The strategy and tactics of pricing : a guide to profitable decision making / Thomas T. Nagle, Reed K. Holden.
Edition
Second edition.
Description
xiv, 409 pages : illustrations ; 24 cm
ISBN
0136690602
0136693768
9780136693765
9780136690603 paperback
0136693768
9780136693765
9780136690603 paperback
Alternate Call Number
T 221 NAG.S
Summary
"This entire book is a practical guide loaded with topical examples. As in the first edition, The Strategy and Tactics of Pricing: A Guide to Profitable Decision Making, Second Edition shows how sound analysis could have prevented some well-known pricing failures and, in other cases, has pointed the way to profitable successes!" "Nagle and Holden offer a conceptual approach that helps readers learn how to THINK about pricing, and include step-by-step formulas and procedures that show readers HOW to analyze a pricing problem and formulate a pricing strategy." "A sampling of topics includes advice on how to understand how costs affect your pricing and profits, integrate costs with market-based pricing, integrate the elements of profitability, capture full value through price segmentation, adapt strategy in a changing life-cycle environment, develop models to aid in anticipating purchase behavior, and determine the constraints on profit maximization."--Jacket.
Bibliography, etc. Note
Includes bibliographical references and indexes.
Formatted Contents Note
Ch. 1. Strategic Pricing: The harvest of your profit potential
Ch. 2. Costs: How should they affect pricing decisions?
Ch. 3. Financial Analysis: Market-based pricing for profit
Ch. 4. Customers: Understanding and influencing the purchase decision
Ch. 5. Competition: Managing your market proactively
Ch. 6. Strategy: Integrating the elements of profitable pricing
Ch. 7. Life Cycle Pricing: Adapting strategy in a changing environment
Ch. 8. Customer Negotiation: Pricing in the trenches
Ch. 9. Segmented Pricing: Tactics for separating markets
Ch. 10. Pricing in the Marketing Mix: Developing an integrated strategy
Ch. 11. Competitive Advantages: Establishing foundations for more profitable pricing
Ch. 12. Pricing Psychology: Models of purchase behavior
Ch. 13. Measuring Price Sensitivity: Research techniques to supplement judgment
Ch. 14. The Law and Ethics: Determining the constraints on pricing.
Ch. 2. Costs: How should they affect pricing decisions?
Ch. 3. Financial Analysis: Market-based pricing for profit
Ch. 4. Customers: Understanding and influencing the purchase decision
Ch. 5. Competition: Managing your market proactively
Ch. 6. Strategy: Integrating the elements of profitable pricing
Ch. 7. Life Cycle Pricing: Adapting strategy in a changing environment
Ch. 8. Customer Negotiation: Pricing in the trenches
Ch. 9. Segmented Pricing: Tactics for separating markets
Ch. 10. Pricing in the Marketing Mix: Developing an integrated strategy
Ch. 11. Competitive Advantages: Establishing foundations for more profitable pricing
Ch. 12. Pricing Psychology: Models of purchase behavior
Ch. 13. Measuring Price Sensitivity: Research techniques to supplement judgment
Ch. 14. The Law and Ethics: Determining the constraints on pricing.
Series
Published
Englewood Cliffs, N.J. : Prentice Hall, c1995.
Language
English
Record Appears in
Review
"This entire book is a practical guide loaded with topical examples. As in the first edition, The Strategy and Tactics of Pricing: A Guide to Profitable Decision Making, Second Edition shows how sound analysis could have prevented some well-known pricing failures and, in other cases, has pointed the way to profitable successes!" "Nagle and Holden offer a conceptual approach that helps readers learn how to THINK about pricing, and include step-by-step formulas and procedures that show readers HOW to analyze a pricing problem and formulate a pricing strategy." "A sampling of topics includes advice on how to understand how costs affect your pricing and profits, integrate costs with market-based pricing, integrate the elements of profitability, capture full value through price segmentation, adapt strategy in a changing life-cycle environment, develop models to aid in anticipating purchase behavior, and determine the constraints on profit maximization."--Jacket.