000			02819nam a2200325Ia 4500
001			1197
008			230305s2011 xx 000 0 und d
020			_a9781138737518
040			_cTBS
041			_aeng
043			_aen_UK
245		4	_aThe strategy and tactics of pricing
250			_a5ª ed
260			_bPearson Education, _c2011
300			_a350 p. ; 23 cm
500			_aa guide to growing more profitably
520			_aThe 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.
630			_aHF COMMERCE _914
650			_aPricing _93585
650			_aMarketing _x Decision making _92516
653			_aBibliography MSc - Marketing Management: Account-Based Marketing
653			_aBibliography MSc - Marketing Management: Retail & Consumer Goods
700			_aZale, Joseph _eAuthor _96600
700			_aNagle, Thomas T. _eAuthor
700			_aHogan, John E. _eAuthor
902			_a480
905			_am
942			_a1 _2ddc
999			_c1205 _d1205