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The Pricing Journey - The Organizational Transformation Toward Pricing Excellence (Hardcover)
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The Pricing Journey - The Organizational Transformation Toward Pricing Excellence (Hardcover)
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Innovations in pricing can be transformative, but to reach their
potential companies must devote equal attention to technical and
organizational capabilities. Most firms, however, only pay
attention to the technical dimensions of pricing, which severely
limits the success of their initiatives. To remedy this, The
Pricing Journey provides an integrated guide to the organizational,
social, and behavioral aspects of pricing-drawing on principles of
socio-technical change. Based on extensive qualitative and
quantitative research in an array of firms around the world,
Stephan M. Liozu provides a practical roadmap for management teams
that aim to reach a new level of pricing power. Liozu introduces
the 5 C model of transformation, which relies on change,
capabilities, champions, confidence, and center-led organizational
design to create effective and lasting pricing strategies. Rooting
his recommendations in research and practice, Liozu proposes
specific capabilities to develop on the road to pricing excellence.
This book prepares pricing and marketing professionals to be true
strategic partners, while contributing the study of pricing
transformation.
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