Pricing Strategy Implementation: Translating Pricing Strategy into Results

by Liozu, Stephan M.

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Title Statements

Full title :Pricing Strategy Implementation : Translating Pricing Strategy into Results.

Edition Statements

Publication Date:2019.

Publication Statements

Publisher(s):Routledge
Place of Publication:Milton
Language:eng
Publication Date:2019.

The Physical Object

Description:1 online resource (175 pages)

Edition Identifiers

ISBN:9780429822926, 0429822928, 9780429822919, 042982291X, 9780429822902, 0429822901, 9780429446849, 0429446845
DOI:10.4324/9780429446849
oclc:on1111980227
Dewey Decimal:658.816

Part 1: Introduction1. Introduction: Implementing pricing strategiesAndreas Hinterhuber and Stephan M. LiozuPart 2: Aligning the Organization around Pricing Strategy Implementation2. Implementing pricing strategies -- the frameworks to drive profits by pricing actions Andreas Hinterhuber3. Elevating the cost of doing nothing -- An interview with Mark ShaferAndreas Hinterhuber, Evandro Pollono and Mark ShaferPart 3: Pricing Strategy Implementation -- The Role of the Sales Force4. Interview: the role of the sales force in pricing strategy implementationFrank Cespedes and Andreas Hinterhuber5. The strategic account manager as ecosystem captain -- driving profits via pricingBernard L. Quancard and Andreas Hinterhuber6. Designing Sales Force Compensation Programmes to Improve Pricing Execution Stephan M. LiozuPart 4: Pricing Strategy Implementation -- The Role of Marketing7. Implementing pricing strategies by developing and implementing effective discounting practicesEvandro Pol…