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Digital Pricing Strategy provides a best practice overview of how
companies design, analyse and execute digital pricing strategies.
Bringing together insights from academic and professional experts
globally, the text covers essential areas of the value and pricing
of data, platform pricing, pricing of subscriptions and
monetization of the global environment. Case studies, examples and
interviews from leading organizations, including Zuora, Honeywell,
Relayr, Alcatel Lucent, ABB, Thales and General Electric,
illustrate key concepts in practice. To aid student learning,
chapter objectives, summaries and key questions feature in every
chapter, alongside PowerPoint slides and a test bank available
online for lecturers. Comprehensive and applied in its approach,
this text provides postgraduate, MBA and Executive Education
students with an understanding of the capabilities, processes and
tools that enable executives to effectively implement digital
transformations and capture value from digital innovations.
Provides postgraduate students, sales and marketing managers with
theories and best practices to quantify the value of their
products; Road-tests quantitative methodology through a wide
variety of real-life industrial cases, showing how it can be used
in a variety of situations. Case studies included in the first
edition were recognised as Winner of the Overall Case Award 2014
and The Case Centre best-selling case 2013 - 2017; Fully updated
new edition, including three new chapters, new case studies and
online resources; Edited by two professionals at the forefront of
cutting-edge practice and with academic rigor
Digital Pricing Strategy provides a best practice overview of how
companies design, analyse and execute digital pricing strategies.
Bringing together insights from academic and professional experts
globally, the text covers essential areas of the value and pricing
of data, platform pricing, pricing of subscriptions and
monetization of the global environment. Case studies, examples and
interviews from leading organizations, including Zuora, Honeywell,
Relayr, Alcatel Lucent, ABB, Thales and General Electric,
illustrate key concepts in practice. To aid student learning,
chapter objectives, summaries and key questions feature in every
chapter, alongside PowerPoint slides and a test bank available
online for lecturers. Comprehensive and applied in its approach,
this text provides postgraduate, MBA and Executive Education
students with an understanding of the capabilities, processes and
tools that enable executives to effectively implement digital
transformations and capture value from digital innovations.
Unlike other books available on the market, this combines rigorous
academic theory with practical insights, making it both suitable
for students and practitioners at the intersection between digital
transformation, marketing and strategy implementation; Provides
insights from contributors from GE, Volvo, Adobe, Siemens, DHL,
Thales and other companies known for their exceptional abilities to
drive profits via digital transformation; Practical steps to drive
profits via digital strategy implementation both internally as well
as externally (via-a-vis customers).
Provides postgraduate students, sales and marketing managers with
theories and best practices to quantify the value of their
products; Road-tests quantitative methodology through a wide
variety of real-life industrial cases, showing how it can be used
in a variety of situations. Case studies included in the first
edition were recognised as Winner of the Overall Case Award 2014
and The Case Centre best-selling case 2013 - 2017; Fully updated
new edition, including three new chapters, new case studies and
online resources; Edited by two professionals at the forefront of
cutting-edge practice and with academic rigor
Unlike other books available on the market, this combines rigorous
academic theory with practical insights, making it both suitable
for students and practitioners at the intersection between digital
transformation, marketing and strategy implementation; Provides
insights from contributors from GE, Volvo, Adobe, Siemens, DHL,
Thales and other companies known for their exceptional abilities to
drive profits via digital transformation; Practical steps to drive
profits via digital strategy implementation both internally as well
as externally (via-a-vis customers).
Pricing has a substantial and immediate impact on profitability.
Most companies, however, still use costs or competition as their
main basis for setting prices. Product or business model innovation
has a high priority for many companies, yet innovation in pricing
received scant attention until the first edition of this
groundbreaking book. This new edition of Innovation in Pricing
builds on the success of the first, examining the ways in which
pricing innovation can drive profits through cutting-edge academic
research and best practice case studies from leading academics,
business practitioners and consultants in pricing. The second
edition has been fully revised and updated according to the latest
developments in pricing, with: revisions to all chapters new
chapters, including a chapter on business model and pricing model
innovation a new introduction that makes explicit just what
strategic pricing can do for your organization. This book is the
only book dedicated to innovation in pricing and is an essential
read for business executives, innovation managers and pricing
managers wishing to treat innovation in pricing as seriously as
they treat product, service or business model innovation. It is
also valuable supplementary reading for advanced students of
marketing and sales.
Pricing and the Sales Force is the first book to link pricing
strategy and the sales force together. Pricing strategy is now well
established as an important means of driving profits for many
organizations. Countless companies are now mastering price-setting.
But what about "price-getting" - converting those list prices into
the realized sales, and as a result, greater profitability? This is
the domain of the sales force. A selection of the world's leading
specialists explore different aspects of sales force and pricing
strategy integration: introduction: overview on the state of the
art; building key capabilities: best practices for building sales
force capabilities in pricing and value quantification; engaging
the sales force: driving organizational change processes with the
sales force; designing effective selling processes: designing and
implementing processes that enable superior performance, and;
aligning sales force incentives and building the infrastructure:
insights into how to align sales force incentive schemes; tools and
instruments to enable the sales force to perform. The third in
Hinterhuber and Liozu's successful pricing series, this book is
essential reading for pricing strategy and sales scholars and
practitioners.
Pricing and the Sales Force is the first book to link pricing
strategy and the sales force together. Pricing strategy is now well
established as an important means of driving profits for many
organizations. Countless companies are now mastering price-setting.
But what about "price-getting" - converting those list prices into
the realized sales, and as a result, greater profitability? This is
the domain of the sales force. A selection of the world's leading
specialists explore different aspects of sales force and pricing
strategy integration: introduction: overview on the state of the
art; building key capabilities: best practices for building sales
force capabilities in pricing and value quantification; engaging
the sales force: driving organizational change processes with the
sales force; designing effective selling processes: designing and
implementing processes that enable superior performance, and;
aligning sales force incentives and building the infrastructure:
insights into how to align sales force incentive schemes; tools and
instruments to enable the sales force to perform. The third in
Hinterhuber and Liozu's successful pricing series, this book is
essential reading for pricing strategy and sales scholars and
practitioners.
As with executives and managers in so many other business
functions, pricing specialists are being challenged more and more
to substantiate the added value of their activities. Pricing is a
core function of every business, and needs not only to contribute
positively to short- and long-term results, but also to document
its impact to the bottom line. A fundamental part of this is the
pricing ROI calculations. This book, edited by globally renowned
thought leaders Andreas Hinterhuber and Stephan Liozu, is the first
to outline contemporary theories and best practices of documenting
pricing ROI. It provides proven methods, practices and theories on
how to calculate the impact of pricing activities on performance.
Marketing ROI is now a common concept: this collection proves to do
the same for pricing. Hinterhuber & Liozu introduce the concept
of pricing ROI, documenting and quantifying the return on pricing
activities and on the pricing function itself is of increasing
relevance today and in the future - in times of budget constraints.
20 world class specialists explore the concept of pricing ROI under
both a theoretical perspective and a managerial perspective to shed
much-needed light on how to measure and increase pricing ROI. This
groundbreaking book will enlighten students and specialists of
marketing and sales, pricing managers and executives alike.
As with executives and managers in so many other business
functions, pricing specialists are being challenged more and more
to substantiate the added value of their activities. Pricing is a
core function of every business, and needs not only to contribute
positively to short- and long-term results, but also to document
its impact to the bottom line. A fundamental part of this is the
pricing ROI calculations. This book, edited by globally renowned
thought leaders Andreas Hinterhuber and Stephan Liozu, is the first
to outline contemporary theories and best practices of documenting
pricing ROI. It provides proven methods, practices and theories on
how to calculate the impact of pricing activities on performance.
Marketing ROI is now a common concept: this collection proves to do
the same for pricing. Hinterhuber & Liozu introduce the concept
of pricing ROI, documenting and quantifying the return on pricing
activities and on the pricing function itself is of increasing
relevance today and in the future - in times of budget constraints.
20 world class specialists explore the concept of pricing ROI under
both a theoretical perspective and a managerial perspective to shed
much-needed light on how to measure and increase pricing ROI. This
groundbreaking book will enlighten students and specialists of
marketing and sales, pricing managers and executives alike.
Pricing has a substantial and immediate impact on profitability.
Most companies, however, still use costs or competition as their
main basis for setting prices. Product or business model innovation
has a high priority for many companies, yet innovation in pricing
received scant attention until the first edition of this
groundbreaking book. This new edition of Innovation in Pricing
builds on the success of the first, examining the ways in which
pricing innovation can drive profits through cutting-edge academic
research and best practice case studies from leading academics,
business practitioners and consultants in pricing. The second
edition has been fully revised and updated according to the latest
developments in pricing, with: revisions to all chapters new
chapters, including a chapter on business model and pricing model
innovation a new introduction that makes explicit just what
strategic pricing can do for your organization. This book is the
only book dedicated to innovation in pricing and is an essential
read for business executives, innovation managers and pricing
managers wishing to treat innovation in pricing as seriously as
they treat product, service or business model innovation. It is
also valuable supplementary reading for advanced students of
marketing and sales.
Pricing can truly transform organizations. The impact of pricing on
organizations is a result of two factors: pricing strategy
development and the implementation of these strategies.
Implementation is arguably the most difficult part in the pricing
strategy process where even seasoned practitioners demand guidance.
Pricing strategy development requires creativity, analytical rigor,
and an ability to master the internal political competition for
scarce resources, but it takes place in a well-defined environment.
Fast forward to strategy implementation: competitors that
stubbornly fail to behave according to assumptions, new entrants,
internal resistance, new opportunities, changing customer
preferences, leadership changes, regulatory interventions, or
market growth rates that change unexpectedly are some of the
intervening variables between the pricing strategy originally
developed and the strategy actually implemented. This book provides
the theories and best practices that enable the effective
implementation of pricing strategies. It offers: a best practice
overview on how to convert a pricing strategy into superior results
insights from current academic research on driving profits via
pricing strategy implementation examples on how to deal with
digital transformation in the context of pricing tools and insights
into how to overcome internal resistance, align the organization,
and forge win-win relationships with customers Taking a new
approach, Pricing Strategy Implementation is a critical and
practical tool for practicing executives and managers, as well as
academics and researchers in pricing, marketing strategy, and
strategic management.
Pricing can truly transform organizations. The impact of pricing on
organizations is a result of two factors: pricing strategy
development and the implementation of these strategies.
Implementation is arguably the most difficult part in the pricing
strategy process where even seasoned practitioners demand guidance.
Pricing strategy development requires creativity, analytical rigor,
and an ability to master the internal political competition for
scarce resources, but it takes place in a well-defined environment.
Fast forward to strategy implementation: competitors that
stubbornly fail to behave according to assumptions, new entrants,
internal resistance, new opportunities, changing customer
preferences, leadership changes, regulatory interventions, or
market growth rates that change unexpectedly are some of the
intervening variables between the pricing strategy originally
developed and the strategy actually implemented. This book provides
the theories and best practices that enable the effective
implementation of pricing strategies. It offers: a best practice
overview on how to convert a pricing strategy into superior results
insights from current academic research on driving profits via
pricing strategy implementation examples on how to deal with
digital transformation in the context of pricing tools and insights
into how to overcome internal resistance, align the organization,
and forge win-win relationships with customers Taking a new
approach, Pricing Strategy Implementation is a critical and
practical tool for practicing executives and managers, as well as
academics and researchers in pricing, marketing strategy, and
strategic management.
Andreas Hinterhuber stellt ein konzeptionelles Rahmenmodell vor,
das es ermoglicht, strategische Erfolgsfaktoren zu bestimmen und in
die Ermittlung des Unternehmenswertes einfliessen zu lassen."
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