{"product_id":"the-price-advantage-hardback-9780470481776","title":"The Price Advantage (Hardback) 9780470481776","description":"\u003cfont face=\"Georgia\"\u003e\r\n\u003cp\u003e\u003cfont size=\"6\"\u003eThe Price Advantage\u003c\/font\u003e\u003cbr\u003e\r\n\r\n\r\n\r\n\r\n\r\n\u003c\/p\u003e\n\u003cp\u003e\u003cfont size=\"4\"\u003eWalter L. Baker (Author), Michael V. Marn (Author), Craig C. Zawada (Author)\u003c\/font\u003e\u003c\/p\u003e\r\n\r\n\u003cp\u003e\u003cfont size=\"3\"\u003e9780470481776, Wiley\u003c\/font\u003e\u003c\/p\u003e\r\n\r\n\u003cp\u003e\u003cfont size=\"3\"\u003eHardback, published 25 June 2010\u003c\/font\u003e\u003c\/p\u003e\r\n\r\n\u003cp\u003e\u003cfont size=\"3\"\u003e400 pages, Exhibits: 162 B\u0026amp;W, 0 Color\u003cbr\u003e23.1 x 15.9 x 3.6 cm, 0.59 kg\u003c\/font\u003e\u003c\/p\u003e\r\n\r\n\r\n\r\n\r\n\r\n\u003cp align=\"justify\"\u003e\u003cstrong\u003e\u003cfont size=\"3\"\u003e\u003cp\u003eA comprehensive look at creating pricing strategies that work in both good economic times and bad\u003c\/p\u003e \u003cp\u003eWritten by three preeminent pricing experts at McKinsey \u0026amp; Company, the \u003ci\u003eSecond Edition\u003c\/i\u003e of \u003ci\u003eThe Price Advantage\u003c\/i\u003e is a practical pricing guide for the executive or pricing practitioner who wants to identify, capture, and sustain substantial pricing gains in their business.\u003c\/p\u003e \u003cp\u003ePricing 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 \u003ci\u003eSecond Edition\u003c\/i\u003e, a major revision and extension of the first book, shows you what it takes to achieve \u003ci\u003ethe price advantage\u003c\/i\u003e 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.\u003c\/p\u003e \u003cul\u003e \u003cli\u003eExplores the fundamental role of pricing infrastructure in achieving \u003ci\u003ethe price advantage\u003c\/i\u003e\n\u003c\/li\u003e \u003cli\u003eIncludes 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\u003c\/li\u003e \u003cli\u003eRevisits the full range of classic McKinsey pricing tools, including the pocket price waterfall and value maps\u003c\/li\u003e \u003c\/ul\u003e \u003cp\u003eEngaging and informative, the \u003ci\u003eSecond Edition\u003c\/i\u003e of \u003ci\u003eThe Price Advantage\u003c\/i\u003e will put this essential discipline in perspective.\u003c\/p\u003e\u003c\/font\u003e\u003c\/strong\u003e\u003c\/p\u003e\r\n\r\n\u003cp\u003e\u003cfont size=\"3\"\u003ePreface.  \u003cp\u003eAcknowledgments.\u003c\/p\u003e \u003cp\u003e\u003cb\u003ePART ONE:\u003c\/b\u003e \u003cb\u003ePricing Fundamentals.\u003c\/b\u003e\u003c\/p\u003e \u003cp\u003e\u003cb\u003eCHAPTER 1: Introduction.\u003c\/b\u003e\u003c\/p\u003e \u003cp\u003eThe Power of 1 Percent.\u003c\/p\u003e \u003cp\u003eThe Price\/Volume Tradeoff.\u003c\/p\u003e \u003cp\u003eMarket Forces Add Pressure.\u003c\/p\u003e \u003cp\u003eThe Nobility of Pricing Excellence.\u003c\/p\u003e \u003cp\u003eWhy the Price Advantage Is So Rare.\u003c\/p\u003e \u003cp\u003e\u003cb\u003eCHAPTER 2: Components of Pricing Excellence.\u003c\/b\u003e\u003c\/p\u003e \u003cp\u003eAn Integrated Approach.\u003c\/p\u003e \u003cp\u003eAn Interdependent Hierarchy.\u003c\/p\u003e \u003cp\u003eApplying to Your Company—Pinpointing the Opportunity.\u003c\/p\u003e \u003cp\u003e\u003cb\u003ePART TWO:\u003c\/b\u003e \u003cb\u003eExploring the Levels.\u003c\/b\u003e\u003c\/p\u003e \u003cp\u003e\u003cb\u003eCHAPTER 3: Transactions.\u003c\/b\u003e\u003c\/p\u003e \u003cp\u003eThe Pocket Price Waterfall.\u003c\/p\u003e \u003cp\u003eThe Pocket Price Band.\u003c\/p\u003e \u003cp\u003eThe Soundco Radio Company Case.\u003c\/p\u003e \u003cp\u003ePocket Margin Waterfall and Band.\u003c\/p\u003e \u003cp\u003eAlen Glass Company Case.\u003c\/p\u003e \u003cp\u003e\u003cb\u003eCHAPTER 4: Customer Value.\u003c\/b\u003e\u003c\/p\u003e \u003cp\u003eMapping Value.\u003c\/p\u003e \u003cp\u003eCreating a Value Map.\u003c\/p\u003e \u003cp\u003eMaking Moves on the Value Map.\u003c\/p\u003e \u003cp\u003ePutting Customers on the Value Map.\u003c\/p\u003e \u003cp\u003eValue Profiling.\u003c\/p\u003e \u003cp\u003e\u003cb\u003eCHAPTER 5: Market Strategy.\u003c\/b\u003e\u003c\/p\u003e \u003cp\u003eProfiting from Better Price Predictions.\u003c\/p\u003e \u003cp\u003ePlanning for an Expected Price Change.\u003c\/p\u003e \u003cp\u003eMaintaining Optimal Production and Capacity.\u003c\/p\u003e \u003cp\u003eImproving Pricing Conduct.\u003c\/p\u003e \u003cp\u003eInfluencing the Elements of Pricing Conduct.\u003c\/p\u003e \u003cp\u003eA Word on Followership.\u003c\/p\u003e \u003cp\u003e\u003cb\u003eCHAPTER 6: Pricing Infrastructure.\u003c\/b\u003e\u003c\/p\u003e \u003cp\u003eProcesses—What Are the Most Critical Types of Pricing Decisions for Your Business?\u003c\/p\u003e \u003cp\u003eOrganization—Who Is Running the Pricing Profit Center?\u003c\/p\u003e \u003cp\u003ePerformance Management—How Should We Recognize and Reward Pricing Performance?\u003c\/p\u003e \u003cp\u003eSystems and Tools—No Magic Bullet Exists.\u003c\/p\u003e \u003cp\u003e\u003cb\u003ePART THREE:\u003c\/b\u003e \u003cb\u003eUnique Events.\u003c\/b\u003e\u003c\/p\u003e \u003cp\u003e\u003cb\u003eCHAPTER 7: Postmerger Pricing.\u003c\/b\u003e\u003c\/p\u003e \u003cp\u003eA Temporary Window of Opportunity.\u003c\/p\u003e \u003cp\u003eTremendous Opportunities at Each Pricing Level.\u003c\/p\u003e \u003cp\u003eAvoiding Common Postmerger Traps.\u003c\/p\u003e \u003cp\u003eAntitrust Laws.\u003c\/p\u003e \u003cp\u003e\u003cb\u003eCHAPTER 8: Price Wars.\u003c\/b\u003e\u003c\/p\u003e \u003cp\u003eWhy Price Wars Should Be Avoided.\u003c\/p\u003e \u003cp\u003eWhat Really Causes Price Wars.\u003c\/p\u003e \u003cp\u003eStaying Out of Price Wars.\u003c\/p\u003e \u003cp\u003eGetting Out of Price Wars.\u003c\/p\u003e \u003cp\u003eWhen a Price War Might Make Sense.\u003c\/p\u003e \u003cp\u003e\u003cb\u003ePART FOUR:\u003c\/b\u003e \u003cb\u003eExpanding the Boundaries.\u003c\/b\u003e\u003c\/p\u003e \u003cp\u003e\u003cb\u003eCHAPTER 9: Legal Degrees of Freedom.\u003c\/b\u003e\u003c\/p\u003e \u003cp\u003ePricing Decisions That Raise Red Flags.\u003c\/p\u003e \u003cp\u003eMinimizing Risks While Meeting Pricing Objectives.\u003c\/p\u003e \u003cp\u003eCalling in the Attorneys.\u003c\/p\u003e \u003cp\u003e\u003cb\u003eCHAPTER 10: Lifecycle Pricing.\u003c\/b\u003e\u003c\/p\u003e \u003cp\u003eWhat Makes Lifecycle Pricing Tough.\u003c\/p\u003e \u003cp\u003eThe Three Phases of Product Lifecycle Pricing.\u003c\/p\u003e \u003cp\u003eSustaining Returns Across the Lifecycle.\u003c\/p\u003e \u003cp\u003e\u003cb\u003eCHAPTER 11: Pricing Architecture.\u003c\/b\u003e\u003c\/p\u003e \u003cp\u003eManaging Price Perception.\u003c\/p\u003e \u003cp\u003eInfluencing Customer Behavior.\u003c\/p\u003e \u003cp\u003ePrice Architecture Based on Supplier Role.\u003c\/p\u003e \u003cp\u003e\u003cb\u003ePART FIVE:\u003c\/b\u003e \u003cb\u003eAdvanced Topics.\u003c\/b\u003e\u003c\/p\u003e \u003cp\u003e\u003cb\u003eCHAPTER 12: Complexity Management.\u003c\/b\u003e\u003c\/p\u003e \u003cp\u003eSection One: Custom-Configured Products.\u003c\/p\u003e \u003cp\u003eSection Two: High-Count Product Lines.\u003c\/p\u003e \u003cp\u003eSection Three: Distributed Sales Models.\u003c\/p\u003e \u003cp\u003e\u003cb\u003eCHAPTER 13: Tailored Value.\u003c\/b\u003e\u003c\/p\u003e \u003cp\u003eSection One: Price Segmentation.\u003c\/p\u003e \u003cp\u003eSection Two: Tiered Products and Services.\u003c\/p\u003e \u003cp\u003eSection Three: New Products.\u003c\/p\u003e \u003cp\u003eSection Four: \"Razor\/Razor Blades\" Offerings.\u003c\/p\u003e \u003cp\u003eSection Five: Solutions.\u003c\/p\u003e \u003cp\u003e\u003cb\u003eCHAPTER 14: Software and Information Products.\u003c\/b\u003e\u003c\/p\u003e \u003cp\u003eUnique Characteristics That Impact Pricing.\u003c\/p\u003e \u003cp\u003eExploring the Elements of Pricing.\u003c\/p\u003e \u003cp\u003e\u003cb\u003ePART SIX:\u003c\/b\u003e \u003cb\u003eMaking Change Happen.\u003c\/b\u003e\u003c\/p\u003e \u003cp\u003e\u003cb\u003eCHAPTER 15: Pricing Transformation.\u003c\/b\u003e\u003c\/p\u003e \u003cp\u003eDesigning a Clear Change Program.\u003c\/p\u003e \u003cp\u003eAccelerating and Embedding Change.\u003c\/p\u003e \u003cp\u003e\u003cb\u003eCHAPTER 16: The Monnarch Battery Case.\u003c\/b\u003e\u003c\/p\u003e \u003cp\u003eThe Monnarch Battery Company.\u003c\/p\u003e \u003cp\u003eTransactions.\u003c\/p\u003e \u003cp\u003eCustomer Value.\u003c\/p\u003e \u003cp\u003eMarket Strategy.\u003c\/p\u003e \u003cp\u003eCapturing the Monnarch Pricing Opportunity.\u003c\/p\u003e \u003cp\u003eHard-Wiring the Change.\u003c\/p\u003e \u003cp\u003eEpilogue.\u003c\/p\u003e \u003cp\u003e\u003cb\u003eAPPENDIX 1: Pocket Price and Pocket Margin Waterfalls.\u003c\/b\u003e\u003c\/p\u003e \u003cp\u003e\u003cb\u003eAPPENDIX 2: Antitrust Issues.\u003c\/b\u003e\u003c\/p\u003e \u003cp\u003eU.S. Pricing Law.\u003c\/p\u003e \u003cp\u003eEU Pricing Law.\u003c\/p\u003e \u003cp\u003eAntitrust Information Sources.\u003c\/p\u003e \u003cp\u003e\u003cb\u003eAPPENDIX 3: List of Acronyms and Abbreviations.\u003c\/b\u003e\u003c\/p\u003e \u003cp\u003e\u003cb\u003eAPPENDIX 4: About the Web-Based Tool: Periscope.\u003c\/b\u003e\u003c\/p\u003e \u003cp\u003eAbout the Authors.\u003c\/p\u003e \u003cp\u003eIndex.\u003c\/p\u003e\u003c\/font\u003e\u003c\/p\u003e\r\n\r\n\u003cp\u003e\u003cfont size=\"3\"\u003eSubject Areas: Business \u0026amp; management [\u003ca title=\"See our other books on Business \u0026amp; management\" href=\"https:\/\/freshlyprintedbooks.co.uk\/search?q=%22Business%20\u0026amp;%20management%20%5BKJ%5D%22\"\u003eKJ\u003c\/a\u003e]\u003c\/font\u003e\u003c\/p\u003e\r\n\r\n\r\n\u003c\/font\u003e","brand":"Wiley","offers":[{"title":"Brand New","offer_id":52174485717272,"sku":"9780470481776","price":45.39,"currency_code":"GBP","in_stock":true}],"thumbnail_url":"\/\/cdn.shopify.com\/s\/files\/1\/0730\/2037\/5320\/files\/9780470481776.jpg?v=1781174434","url":"https:\/\/freshlyprintedbooks.co.uk\/products\/the-price-advantage-hardback-9780470481776","provider":"Freshly Printed Books","version":"1.0","type":"link"}