Pricing done right : the pricing framework proven successful by the worlds most profitable companies /: the pricing framework proven successful by the worlds most profitable companies. (2016)

• Record Type: Book
• Further Information: Note: Tim J. Smith.
• Authors: Smith, Tim J (Tim James)
• Contents: Preface Acknowledgments Chapter 1: The Value-Based Pricing Framework for Getting Pricing Done Right Embedding the Culture of Value-based Pricing Overarching Pricing Decision Areas Analytical Routines Decision Teams Chapter 2: Value-Based Pricing The Purpose of Firms: Serve Customer Needs Profitably Value Engineering Value-Based Pricing Differential Benefits Differential Price Exchange Value to Customer Design Costs against Price to Profit References Chapter 3: Business Strategy Alignment Business Strategy Customers Competitors Company References Chapter 4: Pricing Strategy Price Positioning Price Segmentation Competitive Price Reaction Strategy Pricing Capability References Chapter 5: Price Management Market Pricing Price Variance Policy Price Execution Pricing Analysis Chapter 6: Defining the Pricing Decision Team Marketing Sales Finance Pricing References Chapter 7: Pricing Continuous Improvement and Analytics Continuous Improvement Process Offering Innovation and Pricing Decisions Price Variance Policy Continuous Improvement Market Pricing Continuous Improvement References Chapter 8: Organizational Design of the Pricing Specialist Function Pricing Community Distribution Pricing Reporting Structure Pricing Talent References Chapter 9: A Decision You Control References Appendix A: Economic Origins of Competitive Advantage Appendix B Getting Pricing Done with Jesse Finch Gnehm of GE Oil & Gas The Value-Based Pricing Journey Context of Subsea Systems within GE Pricing Community Cultivation Focal Contributions of the Pricing Experts Pricing Framework Pricing Analysis Techniques Price Automation and Analytical Tools External Resources Appendix C Getting Pricing Done with Robert Smith of Eastman Chemical Company Pricing Organizational Design Pricing Mission Pricing Functional Architecture About the Author Index
• Publisher Details: Hoboken : Wiley
• Publication Date: 2016
• Extent: 1 online resource
• Subjects: 658.8/16; Pricing; Management; BUSINESS & ECONOMICS / Management; Management; Pricing; BUSINESS & ECONOMICS / Industrial Management; BUSINESS & ECONOMICS / Management Science; BUSINESS & ECONOMICS / Organizational Behavior; Electronic books
• Languages: English
• ISBNs: 9781119269892; 9781119269885; 1119269881; 1119191157; 9781119191155
• Related ISBNs: 111926989X; 9781119183198; 1119183197; 9781119191155
• Notes: Note: Includes bibliographical references and index.; Note: Print version record.
• Access Rights: Legal Deposit; Only available on premises controlled by the deposit library and to one user at any one time; The Legal Deposit Libraries (Non-Print Works) Regulations (UK).
• Access Usage: Restricted: Printing from this resource is governed by The Legal Deposit Libraries (Non-Print Works) Regulations (UK) and UK copyright law currently in force.