The Pricing Journey : The Organizational Transformation Toward Pricing Excellence /

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 re...

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Detalles Bibliográficos
Autor principal: Liozu, Stephan M. (Autor)
Formato: Electrónico eBook
Idioma:Inglés
Publicado: Stanford, CA : Stanford University Press, [2020]
Temas:
Pricing.
collective confidence.
design.
organizational change.
pricing capabilities.
pricing excellence.
pricing function.
pricing journey.
pricing transformation.
value-based pricing.
BUSINESS & ECONOMICS / Management.
Acceso en línea:Texto completo
Texto completo
Tabla de Contenidos:
  • Frontmatter
  • Contents
  • Foreword
  • Acknowledgments
  • Introduction
  • 1. What Is Pricing Excellence?
  • 2. The Transformational Journey
  • 3. Champions: Leading the Organizational Mobilization
  • 4. Center-Led Price Management: A Hybrid Organizational Architecture for Pricing
  • 5. Capabilities: Social and Technical Assets and Activities
  • 6. Change Capacity: A Progressive Internalization
  • 7. Confidence: The Fuel of the Organizational Transformation
  • 8. Possible Roadblocks Along the Journey
  • 9. Pricing Myths at the Organizational Level
  • 10. Pricing Skills to Face Complexity and Dynamic Environments
  • 11. Closing Thoughts
  • References
  • Index

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