The Strategy and Tactics of Pricing
A Guide to Growing More Profitably
7th Edition
Published on 2. November 2023
Book
Paperback/Softback
336 pages
978-1-032-54072-6 (ISBN)
Description
The Strategy and Tactics of Pricing is the most well-established and influential strategic pricing text available, relied on by practitioners and students globally as a core guide for value-based pricing. The book explains how to balance the ability to create and extract value through from markets by managing pricing decisions in a more strategic and profitable manner. Rather than calculating prices to cover costs or to achieve sales goals, readers will learn to frame more strategic choices that proactively influence customer perceptions of value, manage internal costs, and profitably shift demand curves.
This edition features new discussions on harnessing concepts from behavioral economics as well as a refined "value cascade" to help organize the topics covered in this book. Readers will also benefit from:
Major revisions to more than a third of the chapters, including an expanded discussion of the role of artificial intelligence and machine learning analytics tools to assist in the evaluation of new pricing opportunities
Discussion of many of the new pricing and revenue-recognition models such as consumption-based pricing, outcomes-based pricing, and others
An expanded discussion on "Special Topics in Pricing" that cover many of the transformative pricing moves successful companies have made in the past few years in response to major disruptive forces such as the pandemic as well as re-emergent inflation
In-chapter textboxes and call-0ut to highlight different "pricing concepts in action" using actual examples of companies addressing market challenges.
Chapter summaries and visual aids to help the reader better understand the ideas and concepts presented throughout this book.
This comprehensive, managerially-focused text is a must-read for students and professionals with an interest in strategic price management and achieving commercial excellence for their organizations. Additional online resources include PowerPoint slides and an instructor's manual, including exercises, mini-cases, and examination questions.
This edition features new discussions on harnessing concepts from behavioral economics as well as a refined "value cascade" to help organize the topics covered in this book. Readers will also benefit from:
Major revisions to more than a third of the chapters, including an expanded discussion of the role of artificial intelligence and machine learning analytics tools to assist in the evaluation of new pricing opportunities
Discussion of many of the new pricing and revenue-recognition models such as consumption-based pricing, outcomes-based pricing, and others
An expanded discussion on "Special Topics in Pricing" that cover many of the transformative pricing moves successful companies have made in the past few years in response to major disruptive forces such as the pandemic as well as re-emergent inflation
In-chapter textboxes and call-0ut to highlight different "pricing concepts in action" using actual examples of companies addressing market challenges.
Chapter summaries and visual aids to help the reader better understand the ideas and concepts presented throughout this book.
This comprehensive, managerially-focused text is a must-read for students and professionals with an interest in strategic price management and achieving commercial excellence for their organizations. Additional online resources include PowerPoint slides and an instructor's manual, including exercises, mini-cases, and examination questions.
Reviews / Votes
"Excellently written with detailed examples, this book is a must-read for managers wanting to understand the principles behind building a sound pricing strategy. The updated edition adds in materials from current topics that will resonate strongly with all pricing practitioners." Rajeeve Kaul, Corporate Vice President - Global Pricing Officer, McDonald's Corporation"Still the best pricing book on the planet! The go-to resource for pricing success - powerful, practical, and profitable!" Mark Bergen, James D. Watkins Chair in Marketing, Carlson School of Management, University of Minnesota
"The Strategy and Tactics of Pricing is my go-to resource for any type of pricing challenge. It presents a balance of theory and practice and offers pragmatic guidance for pricing professionals and business leaders in today's rapidly changing environment. I have applied the learnings from this book in hyper-competitive markets and it proved its power every time." Annie X. Wang, Director, Pricing & Analytics, PPG Industries
"The Strategy and Tactics of Pricing is a must-read book for professionals in Revenue Management, Sales Enablement, Pricing, and related business fields. The 7th edition includes new information on incorporating today's economic uncertainty, inflationary pressures, reexamining value propositions, and it also has great case studies to give you and your team the skills necessary to thrive." Kevin Mitchell, President, The Professional Pricing Society, Inc.
"The outcomes for our commercial teams and enterprises deploying The Strategy and Tactics of Pricing have been and continue to be critical to the success of our multiple businesses. The 7th edition builds on the fundamentals of the excellent previous editions with additional strategies for success in the volatile '20's." Lynn Guinn, Global Strategic Pricing Leader, Commercial Excellence COE, Cargill
More details
Edition
7th edition
Language
English
Place of publication
London
United Kingdom
Publishing group
Taylor & Francis Ltd
Target group
College/higher education
Professional and scholarly
Illustrations
73 Line drawings, black and white; 73 Illustrations, black and white
Dimensions
Height: 254 mm
Width: 178 mm
Thickness: 20 mm
Weight
681 gr
ISBN-13
978-1-032-54072-6 (9781032540726)
Copyright in bibliographic data and cover images is held by Nielsen Book Services Limited or by the publishers or by their respective licensors: all rights reserved.
Schweitzer Classification
Other editions
Additional editions
Thomas T. Nagle | Georg Mueller | Evert Gruyaert
The Strategy and Tactics of Pricing
A Guide to Growing More Profitably International Student Edition
Book
07/2023
7th Edition
Routledge
€458.30
Shipment within 10-20 days
Thomas T. Nagle | Georg Mueller | Evert Gruyaert
The Strategy and Tactics of Pricing
A Guide to Growing More Profitably International Student Edition
E-Book
07/2023
7th Edition
Routledge
€218.99
Available for download
Thomas T. Nagle | Georg Mueller | Evert Gruyaert
The Strategy and Tactics of Pricing
A Guide to Growing More Profitably International Student Edition
Book
07/2023
7th Edition
Routledge
€217.50
Shipment within 10-20 days
Thomas T. Nagle | Georg Mueller | Evert Gruyaert
The Strategy and Tactics of Pricing
A Guide to Growing More Profitably International Student Edition
E-Book
07/2023
7th Edition
Routledge
€218.99
Available for download
Persons
Thomas T. Nagle, Ph.D., was a Professor at the University of Chicago and at Boston University when he authored the first edition of The Strategy and Tactics of Pricing (1987). In the nearly four decades since, his experience as a pricing consultant, author, and trainer is reflected in subsequent editions. He founded the Strategic Pricing Group which became part of Monitor in 2005 and Monitor Deloitte in 2011. Dr. Nagle is now semi-retired and living in Miami FL.
Georg Muller, Ph.D. is a Managing Director at Deloitte Consulting, specializing in driving top-line margin improvement through strategic pricing. He leads the firm's pricing and revenue management practice. He has been a colleague and collaborator with Dr Nagle for over two decades and is the lead author of this revised edition. He also leads executive development programs on strategic pricing at leading universities.
Evert Gruyaert is a Principal with Deloitte Consulting in the Customer Strategy practice. His work focuses on creating organic growth strategies through analytics, pricing, trade promotion management, and sales effectiveness. He is a frequent guest lecturer at business schools and conferences and has published articles in multiple journals.
Georg Muller, Ph.D. is a Managing Director at Deloitte Consulting, specializing in driving top-line margin improvement through strategic pricing. He leads the firm's pricing and revenue management practice. He has been a colleague and collaborator with Dr Nagle for over two decades and is the lead author of this revised edition. He also leads executive development programs on strategic pricing at leading universities.
Evert Gruyaert is a Principal with Deloitte Consulting in the Customer Strategy practice. His work focuses on creating organic growth strategies through analytics, pricing, trade promotion management, and sales effectiveness. He is a frequent guest lecturer at business schools and conferences and has published articles in multiple journals.
Content
1. Strategic Pricing 2. Economic Value 3. Price and Value Communication 4. Price Structure 5. Pricing Policy 6. Price Competition 7. Price Level 8. Measurement of Price Sensitivity 9. Financial Analysis 10. Specialized Strategies 11. Creating a Strategic Pricing Capability 12. Ethics and the Law