Customer Reviews

The Strategy and Tactics of Pricing: A Guide to Growing More Profitably (4th Edition)

5 star:		(16)
4 star:		(3)
3 star:		(2)
2 star:		(0)
1 star:		(1)

 

 

Exhibit 1-3 on page 9 of this new edition identifies three guiding principles of strategic pricing: (1) it must be value-based, which puts customers' perceptions at the heart of the process; (2) it must be profit-driven, a vital element for any business; and (3) it must be proactive--meaning marketers should not simply react to competitors' pricing moves.

As simple as this may sound, it's actually tricky to accomplish all three unless you follow the principles in this compact but detailed text.

If you need to know how to calculate breakeven sales volumes, cost factors, and channel pricing, this is the book for you. Exhibit 7-1 (on page 126) is particularly helpful for determining how to manage the price-setting process. I recommend this text for any executive who wants to avoid the "throw a dart" method of pricing.

I updated from the 2nd edition I bought years ago. I'm glad to see the focus on value-based pricing. I was a little disappointed that it gets a bit repetitive on calculating price changes and it would be useful to see more examples on calculating the initial price when you really don't have much data to go on.

Pricing decisions require all parts of the company to come together and agree on a pricing strategy, which is why it is so hard (especially since the discussion might reveal that you didn't even agree on the general business strategy). In a a real-life pricing discussion with the sales, engineering, and finance people in the same room, you need a solid frame work to gain a consensus. This book helps. The structure of the book is excellent. It's actionable. I essentially took the table of contents, tweaked it to fit my situation, and then went through each section to create a pricing strategy. The theoretical sections are well complemented by also addressing real-world issues. The only drawback is that the book is not targeted towards any industry or product category which makes some of the examples less relevant.

The author does a good job of establishing a framework for thinking about pricing in the first chapter of the book, then expands on that framework over the first few chapters. Like most business books, however, the deeper into the book you get the less valuable it becomes. Definitely worth buying, but you'll get 90% of the value from the first few chapters

I had borrowed a copy of this book from the library, but decided to purchase it so I could have a copy handy for my own reference. I use this book to understand pricing and strategic pricing concepts--and it is invaluable. It is clearly written, well-organized and highly informative. I strongly recommend it to anyone who needs to understand the fundamentals, methods and theories of how industrial pricing works.

This book is a great guide to the topic of pricing. I'm an MBA student and I believe students as well as professionals can benefit from reading this book. It contains structures and frameworks to work out a tailored pricing strategy and they all make sense. Lots of good examples from business practice illustrate the application of the theories.
The book is relatively quantitative for a marketing book, which I find great because there is no argumentation based on psychology and belief, but on quantifiable parameters - one can see the consulting practice of the authors.
What the book pretty much lacks is a citing of new academic research studies of the topics discussed. There are extensive references, however.
All in all a great book to newcomers in pricing as well as experienced pricers.

I have spent over 30 years in computer software sales, pricing, and terms and conditions. This book resonates with me, specifically with it's emphasis on sustained company profitability rather than get rich quick pricing. It's comprehensive, not specialized to any specific product set or industry, and nothing I read failed to make sense to me, based on my experience.

If you are interested in this topic, there is no better work I know of to give you both practical and good theoretical advice.

This book gives an outstanding, introductory overview of Pricing Strategy. I used this book as an undergraduate student taking an MBA course in Pricing and feared that the learning curve would be too steep for me to keep up in the class (since this was such a foreign field). However, this book was a very easy, quick and interesting read which helped me greatly during the course. I read the entire thing cover to cover - it's that good. I would recommend this book to anyone who has an interest in learning more about the dynamic field of Pricing Strategy.

I work at a large pharma and recently took on a new role in the global pricing department. My new manager recommended this book to understand the fundamentals of pricing. I think it's an excellent piece of work that outlines the importance of pricing and how it should be a process that incorporates multiple departments in a company. They do a good job of using very tangible, current examples to illustrate their theories. However, I find that I must be fully engaged and have my thinking cap on when reading it. I also think it's helpful that my degree was in Econ. They try to make things as simple and practical as possible, but strategy is complex and they introduce certain principles and build off them. Very helpful, but as the title might suggest, not a light read.

This book is the best book on pricing..It's all there..formulas..graphs...case studies...examples....the book is kinda pricey (ironically!!..LOL)..But, if you are thinking of pricing your product..it could make you alot fo money in the long run...I 1st got the 1st edition at a thrift shop....This review is for the 3rd edition...I can't afford the 4th edtion yet!!!...oh the irony......