The Pricing Journey: The Organizational Transformation Toward Pricing Excellence

ISBN-10: 080478874X
ISBN-13: 9780804788748
Category: Business & Economics
Language: English
Published: 2015-04-29
Publisher: Stanford Business Books
Author: Stephan Liozu

Description

Innovations in pricing can be transformative, but to reach their potential companies must devote equal attention to technical and organizational capabilities. Most firms, however, only pay attention to the technical dimensions of pricing, which severely limits the success of their initiatives. To remedy this, The Pricing Journey provides an integrated guide to the organizational, social, and behavioral aspects of pricing—drawing on principles of socio-technical change. Based on extensive qualitative and quantitative research in an array of firms around the world, Stephan M. Liozu provides a practical roadmap for management teams that aim to reach a new level of pricing power. Liozu introduces the 5 C model of transformation, which relies on change, capabilities, champions, confidence, and center-led organizational design to create effective and lasting pricing strategies. Rooting his recommendations in research and practice, Liozu proposes specific capabilities to develop on the road to pricing excellence. This book prepares pricing and marketing professionals to be true strategic partners, while contributing the study of pricing transformation.

Get the book

Other editions

The Pricing Journey: The Organizational Transformation Toward Pricing Excellence
- 2015-04-29
- 240 pages
- Ebook
- Stanford University Press

Similar books

World Class Pricing: The Journey
By Paul Hunt, Jim Saunders
Whether stuck firefighting at Level 1, cost-based pricing at Level 2, utilizing value-based pricing at Level 3, applying optimization at Level 4, or on the brink of achieving World Class at Level 5, this book has something for you.
The Pricing Puzzle: How to Understand and Create Impactful Pricing for Your Products
By Jan Y. Yang
From pricing a chilled Coke in Tehran, to iPhone, to explaining the fall of MUJI, this book reveals the rationales behind and outcomes of various pricing strategies.
Pricing and Profitability Management: A Practical Guide for Business Leaders
By Julie Meehan, Mike Simonetto, Larry Montan
L Robert L. Phillips, Pricing and Revenue Optimization (Stanford: Stanford Business Books, 2005). L Phillips, Pricing and Revenue Optimization. L Phillips, Pricing and Revenue Optimization. i Michael Dunne and Robert P. Desisto, ...
The Pricing Puzzle: How to Understand and Create Impactful Pricing for Your Products
By Jan Y. Yang
From pricing a chilled Coke in Tehran, to iPhone, to explaining the fall of MUJI, this book reveals the rationales behind and outcomes of various pricing strategies.
Pricing the Future: Finance, Physics, and the 300-year Journey to the Black-Scholes Equation
By George G Szpiro
" Wall Street would never be the same. In Pricing the Future, financial economist George G. Szpiro tells the fascinating stories of the pioneers of mathematical finance who conducted the search for the elusive options pricing formula.
Pricing--The New CEO Imperative: A Book from the Pricing Profession to the C-Suite
By Stephan M. Liozu
Pricing--The New CEO Imperative, the 11th volume by Stephan M. Liozu on the topic of pricing and customer value management, is a message from the pricing profession to the C-suite.
Contextual Pricing: The Death of List Price and the New Market Reality
By Michael Barzelay, Robert Docters, John G. Hanson
In retrospect it is clear that IBM should have done all it could to regain the protocol lead from Cisco. Failing that, it should have used pricing and bundling to blunt Cisco's inroads. True, offering a lower price would have been ...
Confessions of the Pricing Man: How Price Affects Everything
By Hermann Simon
This book will help you improve your pricing management skills, strategies, and tactics – and it will help your company also.” KEVIN MITCHELL, President, The Professional Pricing Society, Inc. “Hermann Simon is a man who can get upset ...
Pricing Done Right: The Pricing Framework Proven Successful by the World's Most Profitable Companies
By Tim J. Smith
This complete guide not only takes you through developing a value-based pricing system but also offers support for transitioning your organization with: Firsthand insight into the practical challenges and benefits of the framework from ...
Price To Scale: Practical Pricing For Your High Growth SaaS Startup
By Ajit Ghuman
This book aims to fill the void. Written for CEOs, CMOs, Product Marketers, Revenue Leaders, and Product Managers, this book provides a simple soup to nuts approach in deploying winning pricing systems for high growth SaaS startups.