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Andreas (Hrsg.) Hinterhuber

Value First then Price

Quantifying value in Business to Business markets from the perspective of both buyers and sellers

Ebook (EPUB Format)

Winner of the Overall Case Award 2014 The Case Centre best selling case 2013 - 2017Value-based pricing-pricing a product according to its value to the customer rather than its cost-is the most effective and profitable pricing strategy. Buyers need to evaluate the monetary benefits of a product against the price of its competitors. Sellers justify their price points through documenting the value of a product, emphasising its superiority against competitors and therefore justifying the premium price.Value First then Price is an innovative collection which proposes a quantitative methodology to value pricing, and road-tests this methodology thro… Mehr

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Produktdetails


Weitere Autoren: Snelgrove, Todd C. (Hrsg.)
  • ISBN: 978-1-317-32617-5
  • EAN: 9781317326175
  • Produktnummer: 21577414
  • Verlag: Taylor & Francis Ltd.
  • Sprache: Englisch
  • Erscheinungsjahr: 2016
  • Seitenangabe: 242 S.
  • Plattform: EPUB
  • Abbildungen: 63 schwarz-weiße Abbildungen, 6 schwarz-weiße Fotos, 57 schwarz-weiße Zeichnungen, 4 schwarz-weiße Tabellen

Über den Autor


Andreas Hinterhuber is a Partner of Hinterhuber & Partners (www.hinterhuber.com) and a Visiting Professor at the University of Bolzano, Italy. He has led consulting projects in pricing in B2B and B2C companies worldwide, including Lufthansa, Tieto, International Paper, Continental, SPX, Fercam, Swarovski, Würth-Hochenburger, Ecolab, British American Tobacco, and many others. He has published articles in Industrial Marketing Management, Long Range Planning, MIT Sloan Management Review, Journal of Strategic Marketing, Business Horizons and other journals.Todd C. Snelgrove is the former Global Vice President of Value, and drove the creation, tools, processes, and results, of a 20 year value journey at SKF and supports executive MBA classes at Northwestern University, London Business School, and the International Institute for Management Development and others. Todd is now the founding partner at consultancy Experts In Value (www.expertsinvalue.com), and helps companies create, communicate, calculate, and get paid for value.

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