The Price Advantage
John Wiley & Sons, Feb 4, 2004 - Business & Economics - 288 pages
The Price Advantage by three preeminent experts at McKinsey & Company is the most pragmatic and insightful book on pricing available. Based on in-depth, first-hand experience with hundreds of companies, this book is designed to provide managers with comprehensive guidance through the maze of pricing issues. The authors demonstrate why pricing excellence is critical to corporate success and profitability, then explain state-of-the-art approaches to analyzing and improving your own pricing strategy for any product or service. Their advice is critical for readers who need to develop pricing strategies that work in both good economic times and bad.
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accounts antitrust average behavior benefit perceptions brand bundler company's competing competitive competitors components consumer costs create customers European Union example improvement industry price integration invoice price levels of price list price lower prices market share McKinsey & Company merged company merger offered operating profit package penetration pricing Perceived benefits Perceived price percentage point Pocket Margin Waterfall pocket price band pocket price waterfall position postmerger price advantage price architecture price cut price discrimination price fixing price floor price increase price leadership price levels price management price war price wars Price Waterfall Percent price/benefit pricing change pricing decisions pricing excellence pricing opportunities pricing performance pricing strategy product lines promotional Qualco release price resale price reseller retailers risk Robinson-Patman Act shown in Exhibit solutions provider Soundco specific structure sumers supplier tion tomers transaction pricing understanding value map variable costs volume bonus
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