The Price Advantage

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John Wiley & Sons, 2004/04/12 - 304 ページ
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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目次

PART TWO Exploring the Levels
21
PART THREE Special Topics
91
PART FOUR Unique Events
125
PART FIVE Expanding the Boundaries
159
PART SIX Bringing It Together
191
APPENDIX 1 Sample Pocket Price and Pocket Margin Waterfalls
239
APPENDIX 2 Antitrust Issues
253
APPENDIX 3 List of Acronyms
278
About the Authors
279
Index
280
著作権

他の版 - すべて表示

The Price Advantage
Michael V. Marn,Eric V. Roegner,Craig C. Zawada
限定表示 - 2004

多く使われている語句

accounts antitrust average behavior benefit perceptions brand bundler company’s competitive competitors components consumer create customers dealer European Union example Freight improvement incentives industry price integration levels of price lower prices market share ment merged company merger MSRP offered operating profit package penetration pricing Perceived benefits Perceived price 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 Pocket price price war price wars price/benefit pricing change pricing decisions pricing excellence pricing opportunities pricing performance pricing strategy product lines product/market strategy promotional Qualco rebate release price resale price reseller retailers risk Robinson-Patman Act shown in Exhibit solutions provider Soundco specific strategy level structure sumers supplier target tion tomers transaction pricing understanding value map variable costs volume bonus

著者について (2004)

MICHAEL V. MARN is a partner in the Cleveland office of the international consulting firm of McKinsey & Company. He joined McKinsey in 1977, and has developed some of the most widely used analytic approaches for identifying and capturing opportunities in pricing. He has written articles on pricing that have appeared in publications including the Wall Street Journal, the New York Times, and the Harvard Business Review.

ERIC V. ROEGNER is a partner in the Cleveland office of McKinsey & Company. Since joining McKinsey in 1994, he has served clients in all major markets on a wide range of pricing and marketing issues. In addition, he has published several articles on pricing and marketing strategy in journals including Marketing Management, the OESA Journal, and The McKinsey Quarterly.

CRAIG C. ZAWADA is a partner in the Pittsburgh office of McKinsey & Company. Since joining McKinsey in 1997, he has worked with companies across a wide range of industries, helping them to identify and capture improvements in pricing. He is widely published in the area of pricing strategy, with articles appearing in the Harvard Busin ess Review, Mergers and Acquisitions, and The McKinsey Quarterly.

書誌情報

書籍名The Price Advantage
Wiley Finance
著者Michael V. Marn, Eric V. Roegner, Craig C. Zawada
版イラスト付き
出版社John Wiley & Sons, 2004
ISBN0471690023, 9780471690023
ページ数304 ページ
  
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