Value First, Then Price Building Value-Based Pricing Strategies

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Synopsis

Value-based pricing – pricing a product or service according to its value to the customer rather than its cost – is the most effective and profitable pricing strategy. Value First, Then Price is an innovative collection that proposes a quantitative methodology to value pricing and road-tests this methodology through a wide variety of real-life industrial and B2B cases.
This book offers a state-of-the art and best practice overview of how leading companies quantify and document value to customers. In doing so, it provides students and researchers with a method by which to draw invaluable data-driven conclusions, and gives sales and marketing managers the theories and best practices they need to quantify the value of their products and services to industrial and B2B purchasers. The 2nd edition of this highly-regarded text has been updated in line with current research and practice, offering three new chapters covering new case studies and best practice examples of quantified value propositions, the future of value quantification, and value quantification for intangibles.
With contributions from global industry experts this book combines cutting edge research on value quantification and value quantification capabilities with real-life, practical examples. It is essential reading for postgraduate students in Sales and Marketing with an interest in Pricing Strategy, sales and pricing specialists, as well as business strategists, in both research and practice.

Book details

Edition:
2
Author:
Andreas Hinterhuber, Todd C. Snelgrove
ISBN:
9781000515190
Related ISBNs:
9781032012193, 9781032012124, 9781003177937
Publisher:
Taylor and Francis
Pages:
272
Reading age:
Not specified
Includes images:
Yes
Date of addition:
2021-12-28
Usage restrictions:
Copyright
Copyright date:
2022
Copyright by:
selection and editorial matter, Andreas Hinterhuber and Todd C. Snelgrove 
Adult content:
No
Language:
English
Categories:
Business and Finance, Nonfiction