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|a 0136693768
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|a HF5416.5
|b .N34 1995
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| 100 |
1 |
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|a Nagle, Thomas T.,
|d 1951-
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| 245 |
1 |
4 |
|a The strategy and tactics of pricing :
|b a guide to profitable decision making /
|c Thomas T. Nagle, Reed K. Holden.
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| 250 |
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|a 2nd ed.
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| 260 |
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|a Englewood Cliffs, N.J. :
|b Prentice-Hall,
|c c1995.
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| 300 |
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|a xiv, 409 p. :
|b il. ;
|c 24 cm.
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| 504 |
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|a Incluye referencias bibliográficas e índices.
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| 505 |
0 |
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|a Preface -- 1. Strategic Pricing: The harvest of your profit potential -- 2. Costs: How should they affect pricing decisions? -- 3. Financial Analysis: Market-based pricing for profit -- 4. Customers: Understanding and influencing the purchase decision -- 5. Competition: Managing your market proactively -- 6. Strategy: Integrating the elements of profitable pricing -- 7. Life Cycle Pricing: Adapting strategy in a changing environment -- 8. Customer Negotiation: Pricing in the trenches -- 9. Segmented Pricing: Tactics for separating markets -- 10. Pricing in the Marketing Mix: Developing an integrated strategy -- 11. Competitive Advantages: Establishing foundations for more profitable pricing -- 12. Pricing Psychology: Models of purchase behavior -- 13. Measuring Price Sensitivity: Research techniques to supplement judgment -- 14. The Law and Ethics: Determining the constraints on pricing.
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| 520 |
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|a "This entire book is a practical guide loaded with topical examples. As in the first edition, The Strategy and Tactics of Pricing: A Guide to Profitable Decision Making, Second Edition shows how sound analysis could have prevented some well-known pricing failures and, in other cases, has pointed the way to profitable successes!" "Nagle and Holden offer a conceptual approach that helps readers learn how to THINK about pricing, and include step-by-step formulas and procedures that show readers HOW to analyze a pricing problem and formulate a pricing strategy." "A sampling of topics includes advice on how to understand how costs affect your pricing and profits, integrate costs with market-based pricing, integrate the elements of profitability, capture full value through price segmentation, adapt strategy in a changing life-cycle environment, develop models to aid in anticipating purchase behavior, and determine the constraints on profit maximization."--Descripción del editor.
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| 650 |
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|a Pricing.
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| 650 |
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0 |
|a Marketing
|x Decision making.
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| 700 |
1 |
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|a Holden, Reed K.
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