Value first then price
Subtitle: quantifying value in business-to-business markets from the perspective of both buyers and sellers
By: edited by Andreas Hinterhuber and Todd C. Snelgrove
Published: 2017
Language: eng
Number of pages: 224
ISBN-13: 9781138101630; 9781138101623
Copyright date: 2017
Subjects: Pricing; Value; Industrial marketing
Description: Value-based pricingpricing a product according to its value to the customer rather than its costis 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, emphasizing 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 through a wide variety of real-life industrial cases. It provides a state-of-the art and best practice overview of how leading companies quantify and document value to customers. In doing so, this book provides researchers with a method by which to draw invaluable data-driven conclusions, and sales and marketing managers the theories and best practices they need to quantify the value of their products to demanding, hard-nosed industrial purchasers. With contributions from global industry experts this book provides cutting edge research on value quantification and value quantification capabilities with real-life, practical examples. It will be essential reading for sales and pricing specialists as well as business strategists, in both research and practice.
Notes: Includes bibliographical references and index.