Pricing

Value first, then price

Routledge

Our masterpiece: This book provides frameworks and best practices to master the key, fundamental challenge of pricing in B2B: quantifying and documenting value. Most managers are too obsessed with price and not enough with value: academics and practitioners from companies such as DHL, SKF and others show how to get the balance right.

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Pricing and the Sales Force

Routledge

Selling is the final element in a long chain of decisions related to pricing. "Pricing and the Sales Force" is the first book to examine the role of the sales force in increasing profits via pricing.

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Innovation in Pricing. Contemporary Theories and Best Practices

Routledge

The second edition of the book "Innovation in Pricing": Product or business model innovation has a high priority for many companies, whereas innovation in pricing has received scant attention. This book, updated and revised, examines how innovation in pricing drives profits.

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Innovation in Pricing – Contemporary Theories and Best Practices

Innovation in Pricing – Contemporary theories and best practices, Routledge, 2012, von Andreas Hinterhuber & Stephan Liozu

Routledge

Pricing has a substantial and immediate impact on profitability. Most companies, however, still use costs or competition as a main basis for setting prices. Product or business model innovation has a high priority for many companies, whereas innovation in pricing has received scant attention. This book examines how innovation in pricing drives profits.

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The ROI of Pricing. Measuring the Impact and Making the Business Case

Measuring the Impact of Pricing: Calculating ROI and making the business case, Routledge, 2014,Stephan Liozu & Andreas Hinterhuber

 Routledge

Pricing is a core function and, of course, a core profit driver of every business. Increasingly pricing needs to document its impact to the bottom line. This book provides proven methods, practices and theories on how to calculate the ROI of pricing.

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Publications

Pricing is the most important driver of profits; surprisingly, it is also the area most executives overlook.
This research shows how to overcome common Pricing misconceptions.
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