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The Strategy and Tactics of Pricing: A Guide to Growing More Profitably (4th Edition)
Books: Text Books: Marketing: Item 2
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The Strategy and Tactics of Pricing: A Guide to Growing More Profitably (4th Edition)by Thomas T. Nagle and John Hogan
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58 of 59 people found the following review helpful: Superb guide to pricing as business strategy, August 28, 2000 Reviewer:Adam Jewell (Pittsburgh, PA USA) - Written with great clarity, "The Strategy and Tactics of Pricing" is a phenomenal book. It begins with an explanation of strategic pricing, and proceeds to cover competition in the market place, segmentation of buyers, pricing and the marketing mix for industrial and consumer goods, as well as the psychology of pricing. Also covered are models for determining price sensitivity, implications of sales staff price setting and negotiation, and finally, legal aspects of pricing. After reading this book, you will understand the pitfalls of pursuing market share at all costs and common mistakes businesses and sales people make when setting or negotiating price. You will view your current pricing structure and strategy in a new light, and be able to spot the weak spots. You'll have a better picture of how to attract the right buyers, those that can be served profitably. The book indirectly touches on topics covered in Co-opetition, and Thinking Strategically, as well as elements of the Theory of Constraints (see Eli Goldratt's "The Goal" and "It's Not Luck" or "Management Dilemmas" by Eli Schragenheim) I can't recommend this book highly enough. As for the other reader who states: "After reading this book, I was able to talk circles around the $20,000 "marketing consultant" we were considering." believe it, it's that valuable!
Product Review
“The concepts espoused in this book taught us to focus on how we deliver superior value to our customers, and thereby enabled pricing strategies that have driven both our growth and profitability.”
Scott Heekin-Canedy
President and General Manager
The New York Times
“…a roadmap to profitable growth, this book helps you put the theories into
practice and deliver measurable results.”
Mark A. Kopelman
Vice President, Strategy and Marketing
RR Donnelley
“Concepts described in this book were instrumental in helping us align our offerings with the value they provide to our customers.”
Keith Bradley, President
Ingram Micro, North America
“Most executives name pricing as their major challenge and major weakness. This book is an answer. It is full of new ideas and insights.”
Philip Kotler
Northwestern University
“For nearly two decades, this book has been the most influential and highly regarded reference among pricing professionals.”
Eric Mitchell, President
The Professional Pricing Society
The publisher, Prentice Hall business Publishing
Practical in focus and lively in style, this text provides a comprehensive, managerially-focused guide to formulating pricing strategy. --This text refers to an out of print or unavailable edition of this title.
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