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The Price Advantage

Walter L. Baker, Michael V. Marn, Craig C. Zawada · ISBN 9780470481776
The Price Advantage | Zookal Textbooks | Zookal Textbooks
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$139.95
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Publisher John Wiley & Sons Inc (US)
Author(s) Walter L. Baker / Michael V. Marn / Craig C. Zawada
Edition 2
Published 21st May 2010
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A comprehensive look at creating pricing strategies that work in
both good economic times and bad


Written by three preeminent pricing experts at McKinsey &
Company, the Second Edition of The Price Advantage is
a practical pricing guide for the executive or pricing practitioner
who wants to identify, capture, and sustain substantial pricing
gains in their business.


Pricing is by far the most powerful profit lever that managers
can influence. Yet few companies approach pricing in a way that
fully capitalizes on its value. This Second Edition, a major
revision and extension of the first book, shows you what it takes
to achieve the price advantage in today's competitive and
complex business environments. Based on in-depth, first-hand
experience with thousands of companies, this book provides managers
with a pragmatic guide through the maze of pricing issues. It
reinforces why pricing excellence is more critical than ever today
and then explains state-of-the-art approaches to analyzing and
improving your own pricing strategy and execution.



  • Explores the fundamental role of pricing infrastructure in
    achieving the price advantage

  • Includes new topics such as software and information products
    pricing, lifecycle pricing, custom-configured products pricing,
    pricing of high-count product lines, pricing in distributed sales
    environments, "razor/razor blades" pricing, and tiered products and
    services pricing

  • Revisits the full range of classic McKinsey pricing tools,
    including the pocket price waterfall and value maps


Engaging and informative, the Second Edition of The
Price Advantage
will put this essential discipline in
perspective.

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