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The Strategy and Tactics of Pricing - A guide to growing more profitably (Paperback, 6th New Edition)
Loot Price: R1,820
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The Strategy and Tactics of Pricing - A guide to growing more profitably (Paperback, 6th New Edition)
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The Strategy and Tactics of Pricing explains how to manage markets
strategically and how to grow more profitably. Rather than
calculating prices to cover costs or achieve sales goals, students
will learn to make strategic pricing decisions that proactively
manage customer perceptions of value, motivate purchasing
decisions, and shift demand curves. This edition features a new
discussion on harnessing concepts from behavioral economics as well
as a more streamlined "value cascade" structure to the topics.
Readers will also benefit from: Major revisions to almost half of
the chapters, including an expanded discussion of big data
analytics and a revised chapter on "Specialized Strategies," which
addresses timely technical issues like foreign exchange risks,
reactions to market slumps, and managing transfer prices between
independent profit centers. A completely rewritten chapter on
"Creating a Strategic Pricing Capability," which shows readers how
to implement the principles of value-based, strategic pricing
successfully in their organizations. In-chapter textboxes, updated
to provide walk-through examples of current pricing challenges,
revenue models enabled by an increasingly digital economy, and
advances in buyer decision-making, explained through classic
principles that still apply today. Chapter summaries and visual
aids, which help readers grasp the theoretical frameworks and
actionable principles of pricing analysis. This comprehensive,
managerially-focused text is a must-read for students and
professionals with an interest in strategic marketing and pricing.
A companion website features PowerPoint slides and an instructor's
manual, including exercises, mini-cases, and examination questions.
The authors also provide a link to Deloitte's Polaris analytical
pricing software, helping students put theory into practice by
exploring real-world scenarios.
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