9781119183198

9781119269892

111926989X

Bloomberg financial series

Pricing Done Right; Contents; Preface; Acknowledgments; Chapter 1 The Value-Based Pricing Framework for Getting Pricing Done Right; Embedding the Culture of Value-Based Pricing; Overarching Pricing Decision Areas; Analytical Routines; Decision Teams; Chapter 2 Value-Based Pricing; The Purpose of Firms: Serve Customer Needs Profitably; Value Engineering; Southwest Airlines and Value Engineering; Value-Based Pricing; Southwest Airlines' Competitive Alternative; Differential Benefits; Southwest Airlines' Differential Value; Differential Price; Southwest Airlines' Price Target.

Exchange Value to CustomerSouthwest Airlines Pricing Decision; Design Costs against Price to Profit; References; Chapter 3 Business Strategy Alignment; Business Strategy; Piaggio's Business Strategy; Customers; Exogenous Marketing Factors; Target Market; Piaggio India's Target Customer Needs; Competitors; Piaggio India's Competition; Company; Piaggio India's Resource Investment; References; Chapter 4 Pricing Strategy; Price Positioning; Price Segmentation; Piaggio's India Decisions and Early Results; Competitive Price Reaction Strategy; Competitive Advantage and Pricing Power.

Competitive Advantage without Pricing PowerPricing Power without Competitive Advantage; Neither Pricing Power nor Competitive Advantage; Pricing Capability; References; Chapter 5 Price Management; SaaS Company's Pricing Challenge; Market Pricing; SaaS Company's Market Pricing; Price Variance Policy; SaaS Company's Price Variance Policy; Price Execution; SaaS Company's Price Execution; Pricing Analysis; SaaS Company's Analytics; Chapter 6 Defining the Pricing Decision Team; Marketing; Sales; Finance; Pricing; References; Chapter 7 Pricing Continuous Improvement and Analytics.

Continuous Improvement ProcessOffering Innovation and Pricing Decisions; Shrinking Life Cycles; Offering Innovation Process; Early Phase Price Estimation; Later Phase Price Preparation; Price Variance Policy Continuous Improvement; Market Pricing Continuous Improvement; References; Chapter 8 Organizational Design of the Pricing Specialist Function; Pricing Community Distribution; Pricing Reporting Structure; Pricing Talent; Key Performance Indicators; Skills; Traits; Number; Careers; Tools; References; Chapter 9 A Decision You Control; References.

Appendix A: Economic Origins of Competitive AdvantageAppendix B: Getting Pricing Done with Jesse Finch Gnehm of GE Oil & Gas; The Value-Based Pricing Journey; Context of Subsea Systems within GE; Pricing Community Cultivation; Focal Contributions of the Pricing Experts; Pricing Framework; Pricing Analysis Techniques; Price Automation and Analytical Tools; External Resources; Appendix C: Getting Pricing Done with Robert Smith of Eastman Chemical Company; Pricing Organizational Design; Pricing Mission; Pricing Functional Architecture; About the Author; Index; EULA.