The Strategy and Tactics of Pricing, 5th Edition

For undergraduate introduction to Market Pricing courses.
A comprehensive and practical, step-by-step guide to pricing analysis and strategy development.
The Strategy and Tactics of Pricing shows readers how to manage markets strategically—rather than simply calculate pricing based on product and profit—in order to improve their competitiveness and the profitability of their offers.
The fifth edition contains a new chapter on price implementation and several updated examples on pricing challenges in today’s markets.

Table of Contents

Chapter 1. Strategic Pricing: Coordinating the Drivers of Profitability
Chapter 2. Value Creation: The Source of Pricing Advantage
Chapter 3. Price Structure: Tactics for Pricing Differently Across Segments
Chapter 4. Price and Value Communication: Strategies to Influence Willingness-to-Pay
Chapter 5. Pricing Policy: Managing Expectations to Improve Price Realization
Chapter 6. Price Level: Setting the Right Price for Sustainable Profit
Chapter 7. Financial Analysis: Pricing for Profit
Chapter 8. Pricing Over the Product Life Cycle: Adapting Strategy in an Evolving Market
Chapter 9. Pricing Strategy Implementation: Embedding Strategic Pricing in the Organization
Chapter 10. Cost: How Should They Affect Pricing Decisions?
Chapter 11. Competition: Managing Conflict Thoughtfully
Chapter 12. Ethics and the Law: Understanding the Constraints on Pricing