The Strategy and Tactics of Pricing: A Guide to Growing More Profitably

The Strategy and Tactics of Pricing is a well-established and influential strategic pricing text that provides readers with a comprehensive guide to value-based pricing. It explains how to manage pricing decisions in a more strategic and profitable manner, influencing customer perceptions of value, managing internal costs, and profitably shifting demand curves. This edition features new discussions on harnessing concepts from behavioral economics, a refined value cascade, and major revisions to chapters, including an expanded discussion of the role of artificial intelligence and machine learning analytics tools. It also includes an expanded discussion on Special Topics in Pricing, covering transformative pricing moves successful companies have made in response to disruptive forces. The text is designed for students and professionals with an interest in strategic price management and achieving commercial excellence for their organizations, and includes additional online resources such as PowerPoint slides and an instructors manual.

Format: Hardback
Length: 336 pages
Publication date: 31 July 2023
Publisher: Taylor & Francis Ltd

The Strategy and Tactics of Pricing is a widely recognized and influential strategic pricing text that has been relied upon by practitioners and students worldwide as a fundamental guide for value-based pricing. The book aims to provide readers with the knowledge and skills to manage pricing decisions in a more strategic and profitable manner, enabling them to create and extract value from markets effectively. Instead of simply calculating prices to cover costs or achieve sales targets, readers will learn to make more informed choices that proactively influence customer perceptions of value, manage internal costs, and profitably shift demand curves.

This edition of the book includes new discussions on harnessing concepts from behavioral economics, as well as a refined value cascade to organize the topics covered. It also features significant revisions to over a third of the chapters, encompassing an expanded discussion of the role of artificial intelligence and machine learning analytics tools in evaluating new pricing opportunities. The book addresses various pricing and revenue-recognition models, such as consumption-based pricing, outcomes-based pricing, and others, providing readers with practical insights into these emerging approaches.

In addition, an expanded discussion on Special Topics in Pricing is included, covering many of the transformative pricing moves successful companies have made in recent years in response to major disruptive forces, such as the pandemic and re-emergent inflation. Throughout the text, in-chapter textboxes and call-out sections highlight different pricing concepts in action, using actual examples of companies addressing market challenges. Chapter summaries and visual aids further enhance the reader's understanding of the ideas and concepts presented.

This comprehensive, managerially-focused text is a must-read for anyone seeking to enhance their pricing strategies and achieve competitive advantage in today's dynamic business environment. Its practical insights and actionable recommendations will help practitioners and students alike navigate the complex world of pricing and drive value for their organizations.

Dimension: 254 x 178 (mm)
ISBN-13: 9781032016818
Edition number: 7 ed