Pricing Strategy Implementation
Translating Pricing Strategy into Results
Andreas Hinterhuber & Stephan M. Liozu
Pricing Strategy Implementation
Translating Pricing Strategy into Results
Andreas Hinterhuber & Stephan M. Liozu
- Vanaf €15,- geen verzendkosten.
- 30 dagen ruiltermijn voor fysieke producten
Omschrijving
Pricing can truly transform organizations. The impact of pricing on organizations is a result of two factors: pricing strategy development and the implementation of these strategies. Implementation is arguably the most difficult part in the pricing strategy process where even seasoned practitioners demand guidance.
"Pricing builds or destroys value faster than almost any other business action. Yet, pricing remains under-researched in academia and often guess-work in companies. Managers typically want their prices to reflect value, but translating value into a market price is a complex organizational as well as analytical task. Pricing Strategy Implementation brings relevant and timely frameworks, practice, and insights to that task. It is essential reading in a world where buyers now have easy access to product and supplier comparisons." — Frank V. Cespedes, Harvard Business School, USA
"Featuring numerous real-life examples and based on expertise and thought leadership, Hinterhuber and Liozu’s book will give you lots of recommendations and best practices on how to develop skills, capabilities, and tools. This is a must-have in your pricing library and a must-read for anyone in search of strategies to improve their business results through strong pricing execution." — Kevin Mitchell, President of the Professional Pricing Society, USA
"Being in charge of different pricing strategy implementations in global organisations, I recommend this book for all who are part of a pricing project. Pricing Strategy Implementation will inspire you to think and look at the behavioural change and company business opportunities in a new and powerful way. It is about how to translate and design a pricing strategy into result." — Tom Wingren, Director of Pricing & Value Selling at Wärtsilä Marine Business
"Hinterhuber and Liozu’s book is like a lighthouse in the most critical phase of the pricing journey, the Pricing Strategy Implementation. This book leverages real-life experiences of companies that went through the journey, highlighting also the power of Digital in the pricing transformation. This is a must-read for leaders that are looking to improve business profitability." — Diego Comina, VP Industrial Digital Product-Former Pricing Leader at General Electric, USA
Andreas Hinterhuber is an Associate Professor at the Department of Management at Università Ca' Foscari Venezia, Italy, and has been a Partner of Hinterhuber & Partners, a consulting company specializing in pricing based in Innsbruck, Austria. He has published articles in leading journals including Journal of Business Research and MIT Sloan Management Review, and has edited many books on pricing, including Innovation in Pricing (2012), The ROI of Pricing (2014), Pricing and the Sales Force (2016), and Value First then Price (2017).
Stephan M. Liozu is Chief Value Officer of the Thales Group (www.thalesgroup.com); the Founder of Value Innoruption Advisors (www.valueinnoruption.com) – a consulting boutique specializing in value-based pricing, data monetization, and digital pricing – and he is an Adjunct Professor and Research Fellow at the Weatherhead School of Management at Case Western Reserve University, USA. Stephan sits on the Advisory Board of LeveragePoint Innovation and of the Professional Pricing Society. He is the author of multiple books about pricing, including Pricing and Human Capital (2015), and co-editor of Innovation in Pricing (2012), The ROI of Pricing (2014), and Pricing and the Sales Force (2015).