The ROI of pricing measuring the impact and making the business case - Hinterhuber, Andreas; Liozu, Stephan (Abingdon, Oxon : Routledge, 2014)
1. Value-based pricing ROI / Roger J. Best and Peter J. Vomocil -- 2. Cannibalization-- five easy pieces / Andreas Hinterhuber -- 3. Is there a long-term return on price promotions? / Carmen Balan -- 4. Pricing modelling as a strategic leverage for knowledge-intensive start-ups : an explorative case study in the luxury fashion industry / Stefano Denicolai and Federica Merli -- 5. Making the business case for value-based pricing investments / Stephan M. Liozu -- 6. Evaluating the impact of pricing actions to drive further actions / Antonio Ruggiero and Jered Haedt -- 7. Using VOC to ensure product launch success : a case study showing how one firm prevented a launch misfire / Linda Trevenen -- 8. The power and impact of quick wins / Stephan M. Liozu and Mathias Chenal -- 9. Illuminating value capture with return on pricing investment / Navdeep Sodhi -- 10. Case study on break-even analysis / Kostis Indounas -- 11. Allocating pricing resources with a more strategic ROI calculation / David Dvorin and Vernon Lennon -- 12. Making the case for value-based pricing software in B2B markets / Ed Arnold -- 13. Translating pricing-software-enabled capabilities to meaningful financial impacts : a holistic approach / Craig Zawada, Jeffery Collins and Doug Fuehne -- 14. Interview with a pricing leader : Robert Smith, Director of Corporate Pricing for Eastman Chemical -- 15. ROI and the impact of pricing : the state of the profession / Stephan M. Liozu -- 16. Closing thoughts / Kevin Mitchell.
Includes bibliographical references and index.
Keywords: Pricing