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The Price Advantage

Librairie Eyrolles - Paris 5e

The Price Advantage

The Price Advantage

- Collection Wiley Finance

384 pages, parution le 16/06/2010 (2eme édition)


A comprehensive look at creating pricing strategies that work in both good economic times and bad

Written by three preeminent pricing experts at McKinsey & Company, the Second Edition of The Price Advantage is a practical pricing guide for the executive or pricing practitioner who wants to identify, capture, and sustain substantial pricing gains in their business.

Pricing is by far the most powerful profit lever that managers can influence. Yet few companies approach pricing in a way that fully capitalizes on its value. This Second Edition, a major revision and extension of the first book, shows you what it takes to achieve the price advantage in today's competitive and complex business environments. Based on in-depth, first-hand experience with thousands of companies, this book provides managers with a pragmatic guide through the maze of pricing issues. It reinforces why pricing excellence is more critical than ever today and then explains state-of-the-art approaches to analyzing and improving your own pricing strategy and execution.

  • Explores the fundamental role of pricing infrastructure in achieving The price advantage
  • Includes new topics such as software and information products pricing, lifecycle pricing, custom-configured products pricing, pricing of high-count product lines, pricing in distributed sales environments, "razor/razor blades" pricing, and tiered products and services pricing
  • Revisits the full range of classic McKinsey pricing tools, including the pocket price waterfall and value maps

Engaging and informative, the Second Edition of The Price Advantage will put this essential discipline in perspective.


  • PART ONE: Pricing Fundamentals
    • Introduction
    • Components of Pricing Excellence
  • PART TWO: Exploring the Levels
    • Transactions
    • Customer Value
    • Market Strategy
    • Pricing Infrastructure
  • PART THREE: Unique Events
    • Postmerger Pricing
    • Price Wars
  • PART FOUR: Expanding the Boundaries
    • Legal Degrees of Freedom
    • Lifecycle Pricing
    • Pricing Architecture
  • PART FIVE: Advanced Topics
    • Complexity Management
    • Tailored Value
    • Software and Information Products
  • PART SIX: Making Change Happen
    • Pricing Transformation
    • The Monnarch Battery Case
  • APPENDIX 1: Pocket Price and Pocket Margin Waterfalls
  • APPENDIX 2: Antitrust Issues
    • U.S. Pricing Law
    • EU Pricing Law
    • Antitrust Information Sources
  • APPENDIX 3: List of Acronyms and Abbreviations
  • APPENDIX 4: About the Web-Based Tool: Periscope
  • About the Authors
  • Index
Voir tout

Caractéristiques techniques du livre "The Price Advantage"

Éditeur(s) Wiley
Auteur(s) Walter L. Baker, Michael V. Marn, Craig C. Zawada
Collection Wiley Finance
Parution 16/06/2010
Édition  2eme édition
Nb. de pages 384
Format 16,3 x 22,8
Couverture Relié
Poids 576g
Intérieur Noir et Blanc
EAN13 9780470481776
ISBN13 978-0-470-48177-6

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