For undergraduate introduction to Market Pricing courses. A comprehensive and practical, step-by-step guide to pricing analysis and strategy development. The Strategy and Tactics of Pricing shows readers how to manage markets strategically--rather than simply calculate pricing based on product and profit--in order to improve their competitiveness and the profitability of their offers. The fifth edition contains a new chapter on price implementation...
Highly recommended. I read three books on pricing and tis was by far the most in-depth and clinical in its approach.
0Report
Disclosure - I worked with Tom Nagle, John Hogan and Joe Zale at Monitor Group and continue to work with them at LeveragePoint, where we are coding many of their ideas into software tools, so my review may be a bit biased. This is a major update of the classic book on strategic pricing, a book that introduced many of us to the field and that taught us how to think about customer value and how it relates to price. In my case,...
0Report
Yes, I admit. I'm the guy who slouched in the back row of accounting classes, honestly never scoring higher than maybe a "D". Accounting is hard, dude. TCP/IP is fun; credits and debits aren't.Eventually, however, life dragged me into situations that required an understanding of this stuff...not general theory: I needed to intelligently price my products and services. A friend recommended the book, and even though I initially...
1Report
Written with great clarity, "The Strategy and Tactics of Pricing" is a phenomenal book. It begins with an explanation of strategic pricing, and proceeds to cover competition in the market place, segmentation of buyers, pricing and the marketing mix for industrial and consumer goods, as well as the psychology of pricing. Also covered are models for determining price sensitivity, implications of sales staff price setting...
0Report
Highly, highly recommended. After reading this book, I was able to talk circles around the $20,000 "marketing consultant" we were considering. Explains how to appeal both to price-sensitive and insensitive clients and shows how this is done all the time. Warns about pitfalls of letting salespeople set price. Even shows how to "manage the competition" when it comes to pricing. This is by far one of the most valuable books...
0Report